Section Key Responsibilities Account Strategy & Planning * Develop and drive the implementation of the key accounts’ strategy and roadmap by segmenting, prioritizing, and targeting key hospitals for long-term partnerships. * Identify key contacts and stakeholders within Key Accounts through effective customer profiling. * Ensure brand matrix productivity through effective business planning and market updates. Stakeholder & Relationship Management * Serve as the Single Face of the Company for assigned accounts. * Build quality relations and manage key stakeholders (e.g., decision-makers, Purchase, Pharmacy, Therapeutic Committee, KOLs) across key accounts. * Interact with decision-makers to influence the formulary. * Responsible for Customer Engagement. * Visit Key Contacts to engage them in marketing activities and build long-term relations. Business & Financial Management * Responsible for increasing secondary business from Key Accounts in coordination with Trade teams. * Achieve and maintain the P&L of key hospitals (including revenue growth, absolute Gross Contribution (GC), and wallet share). * Manage the profitability of the business through priority products of all focused therapies. * Maintain a full view of central and therapy-specific investments. * Ensure the profitability & brand matrix accountability. Operations & Compliance * Oversee smooth operations for servicing key accounts and ensure order fulfilment (including managing ASUs and depot processes). * Facilitate compliance requirements with the commercial team. Market Analysis & Competitor Intelligence * Analyse Business Analytics to explore market trends and develop strategies to compete with competitors. * Maintain continuous vigilance in key accounts on brand movement and competitor analysis to ensure steady business.
