ABOUT CLYZO
CLYZO is a next-generation B2B e-commerce platform for pharmaceutical raw materials, backed by 14+ years of pharma industry expertise. We help pharma companies source APIs, excipients, specialty chemicals and other pharma-grade products through a faster and more reliable digital platform.
Regional Business Manager – Key Accounts & Operations | North, South & Ahmedabad
We are looking for a Key Account Manager – Sales & Operations- who will take ownership of an assigned territory and key customer accounts, while also managing the field sales team and ensuring smooth end-to-end execution.
The role requires someone who can drive business, manage customers, lead the team, control the territory budget, solve field-level issues and ensure every opportunity moves from enquiry → sample → follow-up → order → delivery.
You will act as the link between Customers, Field Sales, Operations, Procurement, Logistics, Warehouse, Quality and Management to ensure business opportunities are converted and executed efficiently.
WHAT YOU’LL OWN1. KEY ACCOUNT MANAGEMENT
- Manage and grow relationships with key pharma customers within the assigned territory.
- Understand customer requirements, purchasing patterns, product requirements and business potential.
- Drive repeat business and increase customer wallet share.
- Ensure timely follow-up on enquiries, quotations, samples and pending orders.
- Identify dormant and low-business accounts and develop plans to reactivate them.
2. SALES TEAM MANAGEMENT
- Manage and guide the assigned Field Sales Executives / KAMs.
- Monitor daily customer visits, enquiries, follow-ups, samples and order conversion.
- Resolve field sales issues and remove operational or commercial roadblocks.
- Review team performance against assigned targets and territory plans.
- Conduct regular team reviews and provide direction on priority customers and opportunities.
- Ensure the team follows defined sales processes and reporting standards.
3. SAMPLE-TO-ORDER CONVERSION
- Track every sample provided to customers and ensure timely follow-up.
- Analyse “Sample Given – No Order” cases and identify the reason for non-conversion.
- Coordinate with Sales, Quality, Procurement and Operations teams to resolve customer concerns.
- Maintain visibility on sample status, customer feedback and expected order timelines.
- Develop action plans to improve sample-to-order conversion.
4. TERRITORY MANAGEMENT & BUDGET
- Take ownership of the assigned territory's overall business performance.
- Prepare territory-wise sales plans and customer visit plans.
- Manage the assigned territory budget, including customer visits, branding, business development and other approved expenses.
- Monitor expenses against budget and ensure optimum utilization.
- Identify new business opportunities, high-potential customers and growth areas within the territory.
5. CUSTOMER VISITS & FIELD EXECUTION
- Plan and prioritize customer visits based on business potential and opportunity.
- Accompany team members for important customer meetings and key accounts.
- Ensure regular coverage of existing and prospective customers.
- Review outcomes of customer visits and ensure proper follow-up.
- Drive customer engagement, relationship building and business development activities.
6. END-TO-END OPERATIONS
- Take ownership of the complete customer journey from enquiry to order execution and delivery.
- Coordinate closely with Operations, Procurement, Logistics, Warehouse and Quality teams.
- Ensure quotations, COAs, MSDS, samples, documentation and other customer requirements are handled on time.
- Track pending orders and proactively resolve execution issues.
- Escalate critical customer or operational issues to management with clear solutions.
- Ensure commitments made to customers are properly communicated and executed internally.
7. FIRE-FIGHTING & PROBLEM SOLVING
- Act as the first escalation point for critical field sales and customer issues.
- Quickly identify the root cause of issues and coordinate with relevant internal teams for resolution.
- Handle urgent customer requirements, delayed deliveries, pricing concerns, documentation issues and sample-related problems.
- Ensure issues are closed within defined timelines rather than simply escalated.
8. BUSINESS REVIEW & REPORTING
- Track territory-wise sales, enquiries, samples, conversions, orders and collections.
- Monitor key account performance and identify gaps.
- Prepare regular business and territory performance reports.
- Analyse lost business, inactive customers, pending enquiries and non-converted samples.
- Present actionable plans to management for improving sales and customer retention.
KEY KPIs
- Territory sales achievement
- Key account revenue and growth
- New customer acquisition
- Repeat order rate
- Sample-to-order conversion
- Enquiry-to-order conversion
- Customer retention
- Field visit productivity
- Team target achievement
- Territory budget utilization
- Order execution and fulfilment
- Resolution time for customer/field issues
- Dormant customer reactivation
WHO WE’RE LOOKING FOR
- 4–8 years of experience in B2B sales / key account management / pharma / chemicals / APIs / excipients / specialty chemicals.
- Experience managing a sales team or field sales executives.
- Strong customer relationship and negotiation skills.
- Ability to manage both sales and operations.
- Strong follow-up and problem-solving capabilities.
- Comfortable working with budgets and territory-level business planning.
- Strong coordination skills across multiple internal departments.
- Should be commercially driven and comfortable taking ownership of targets.
- Experience in pharma raw materials, APIs, excipients or specialty chemicals will be preferred.
- Strong communication, reporting and analytical skills.
THE IDEAL CANDIDATE
We are looking for someone who doesn't just generate sales, but takes ownership of what happens after the enquiry.
Someone who asks:
“The sample was given—why didn't we get the order?”
“Why is this customer inactive?”
“Why is the field team not converting visits into business?”
“What is blocking this order?”
“Are we utilizing the territory budget effectively?”
The ideal candidate will be a business owner for the assigned territory, ensuring that customers, salespeople and internal teams work together to deliver measurable business results.
Pay: ₹50,000.00 - ₹1,200,000.00 per month
Work Location: In person
