Head - Key Account Management

Key Responsibilities:

1. Strategic Planning & Business Development:

• Develop and execute a national strategy to grow institutional business with government entities such as central and state health ministries, public hospitals, defense, railways, and ESI hospitals.
• Identify new business opportunities, assess market trends, and establish partnerships with key stakeholders in the government healthcare sector.
• Work closely with internal functions (marketing, sales, regulatory, supply chain etc.) to align business objectives with institutional requirements.

2. Tender & Contract Management:

• Lead the end-to-end process for government tenders, rate contracts, and bulk supply agreements.
• Ensure timely submission of bids, compliance with regulatory requirements, and price competitiveness.
• Monitor contract execution and fulfilment, resolving any operational challenges.

3. Key Account Management & Relationship Building:

• Maintain strong relationships with key government officials, procurement officers, and decision-makers in health departments, public hospitals, and other institutional buyers.
• Represent the company in government meetings, industry associations, and healthcare policy discussions.
• Build trust and long-term partnerships to secure repeat business and preferred supplier status.
• Creates and implements programs designed to build long-term relationships with Accounts
• Develop deep understanding of the customer organization, structure, business strategy and priorities.

4. Revenue Growth:

• Drive revenue based on assigned targets and ensuring profitability from institutional business.
• Monitor and analyse performance, identify gaps, and implement corrective actions.
• Leads negotiations, contracting, payment terms, formulary management and commercial agreements with government bodies/ assigned Key Accounts

5. Regulatory & Compliance Management:

• Ensure adherence to government procurement policies, pricing regulations, and statutory requirements.
• Liaise with internal compliance and legal teams to navigate complex government regulations.
• Stay updated on policy changes impacting pharmaceutical procurement in the public sector.

6. Cross-functional Collaboration & Operational Excellence:

• Work closely with supply chain and logistics teams to ensure smooth product delivery and inventory management for government contracts.
• Leads cross-functional Account teams and other assigned resources to develop and deliver Account business plans.
• Collaborate with internal Integrated Health Solutions functions to develop initiative catering to government healthcare programs.
• Train and mentor the institutional team to enhance their effectiveness in handling government business.

7. People Management and Development:

• Acts as mentor to other Key Account Managers and their first line managers by sharing best practices, inspiring and guiding them to accomplish common goals.
• Builds team and foster a spirit of collaboration and mutual respect among team members.
• Identify and nurture individual team members' talents and skills, as well as the capability to provide constructive feedback for improvement.

Qualifications & Experience:

• Education: Bachelor’s degree in Pharmacy, Life Sciences, or Business Administration. MBA or equivalent is preferred.
• Experience: 12-18 years in institutional sales/key account management, with a strong focus on government business in the pharmaceutical industry.
• Industry Knowledge: Deep understanding of government procurement processes, tendering, and institutional business models in healthcare.

• Skills:

• Strong negotiation and relationship management skills.
• Knowledge of government policies, pricing structures, and regulatory frameworks.
• Ability to analyze market trends and drive data-driven decision-making.
• Internal and External Stakeholder Management skills
• Excellent communication, leadership, and strategic thinking abilities.
• Capable of identifying, analyzing, and resolving work-related problems, making decisions that benefit everyone involved.
• Must have the ability to organize workflow, delegate responsibilities, and ensure the completion of tasks within set timeframes.
• Ability to set clear expectations, measure and monitor team member performance, and provide timely and useful feedback.
• Understanding and handling own and others' emotions, demonstrating empathy, and building effective interpersonal relationships at work.
• Able to manage individuals with diverse backgrounds and adapt management style to meet the needs of different individuals.
• Ability to lead and manage change in a positive and inclusive manner.

Key Performance Indicators (KPIs):

• Revenue growth from government institutional business.
• Number and value of tenders won.
• Relationship strength with key government stakeholders.
• Compliance with tender requirements and contract fulfilment.
• On-time execution of government orders and payment collections.

Reporting Structure:

• Reports to: Head - Integrated Health Solutions

• Direct Reports:  Zonal Key Account Managers & Institutional Services Manager

Key Words:

• Account Management.
• Accountability
• Matrixed Collaboration
• Commercial Excellence
• Competitive Intelligence
• Complexity Management
• Compliance
• Crm (Customer Relationship Management).
• Customer Engagement
• Enterprise Sales
• Ethics
• Heathcare Sector
• Integrated Marketing.
• Market Development.
• Problem Solving Skills
• Revenue Growth
• Sales Strategy.
• Selling Skills
• Strategic Leadership
• Value Propositions
• Process Education

Language :

• English.