Job Description & Scope
KEY ACCOUNTS MANAGER – CORPORATE HOSPITAL (INSTITUTION) From 7 to 12 year(s) of experience ? 7-13 Lacs P.A. Hyderabad, Bengaluru, Mumbai (All Areas) Login to Apply Apply without Registration Posted: Just NowOpenings: 1Job Applicants: Less than 10Job Views: Less than 10 Job Description Job Title: Key Account manager- Corporate Hospitals (Pharmaceuticals) Location: Mumbai, Bengaluru, Hyderabad and Chennai Reporting To: Head Corporate Sales Job Purpose: To develop and execute strategic account plans for assigned corporate hospitals and hospital chains, driving business growth, ensuring product adoption, and building long term mutually beneficial relationships with key stake holders within those institutions. This role is crucial for maximizing market share and achieving sales objectives within the corporate hospital segments. Key Responsibilities: Strategic Account Management: Develop and implement comprehensive annual and quarterly account plans for each assigned corporate hospital, aligning with overall business objectives. Identify and prioritize key decision makers and influencers within corporate hospitals (e.g., C-suite executives, hospital administrators, purchase managers, formulary committee members, departmental heads) Conduct in-depth analysis of account needs, challenges and opportunities and develop tailored solutions using the company product portfolio. Monitor market trends, competitor activities and changes in healthcare policies impacting corporate hospitals and adapt strategies accordingly. Lead the preparation and negotiation of contracts, tenders and pricing agreements with corporate hospitals. Relationship building and stake holder engagement: Establish and nurture strong, long-term relationships with key stakeholders at all levels within assigned corporate hospitals. Act as the primary point of contact and liaison between the pharmaceuticals company and the corporate hospital, ensuring effective communication and issues resolution. Organize and conduct regular business reviews with the key accounts, providing insights on performance, product inclusion, utilization and value delivery. Collaborate and coordination with therapy sales teams, marketing, SCM, training, finance and medical affairs to provide scientific information, organize events and support product launches for corporate hospitals. Business Development & Sales Achievement: Drive primary and secondary sales targets within assigned corporate hospitals, ensuring achievement of financial objectives. Identify and pursue new business opportunities within existing and potential corporate hospital accounts, including exploring cross-selling and up-selling opportunities. Ensure formulary inclusions and rate contracts for existing and new product launches to maximize access for patients. Manage and supervise the distributor network to ensure seamless supply chain and product availability to corporate hospitals. Analysis & Reporting: Track key performance indicators (KPIs) and account metrics, providing regular reports on account performance, market share, and revenue growth. Analyse sales data, market intelligence, and customer feedback to identify areas for improvement and develop corrective actions. Manage budgets effectively, ensuring optimal impact and return on investment (ROI) for all account activities. Maintain accurate and up-to-date customer files and activity records in the CRM system. Desired Candidate Profile: Education: Bachelor's degree in Pharmacy (B.Pharm), Life Sciences, Business Administration, or a related field. An MBA will be an added advantage. Experience: Minimum 5-10 years of progressive experience in pharmaceutical sales, with at least 3-5 years specifically in Key Account Management or institutional sales, preferably with a focus on corporate hospitals. Demonstrated experience in handling injectable, mabs, oncology and critical care segments is highly desirable. Proven track record of achieving and exceeding sales targets in a complex institutional environment. Skills & Competencies: Exceptional Communication & Interperso
