Description
The Key Accounts Manager will own end-to-end engagement with designated major hospital accounts and KOLs/KBLs to grow revenue, secure formulary/access, and convert opportunities. This role requires strategic account planning, cross-functional coordination, execution excellence, and data-driven performance management to meet monthly, quarterly and annual targets.
Essential functions
Manage overall relationship with assigned key accounts; ensure value-selling and sustained account growth.
Achieve monthly, quarterly and annual sales targets for the assigned segment and territory.
Develop and execute account plans: forecast state-wise, map efforts to outcomes, and implement conversion pipelines.
Drive new hospital entries, conversions, and expansion within corporate accounts.
Monitor competitor activity and anticipated barriers; secure access and share-of-wallet.
Build and maintain relationships with decision makers and influencers; engage KOLs/KBLs per compliance guidelines.
Track and report account performance; design and deploy KPIs and dashboards for executive reviews.
Use CRM/salesforce automation to maintain Must-See List (MSL), update uncovered doctors, and capture customer insights.
Solicit and act on customer satisfaction feedback; investigate and resolve dissatisfaction.
Support commercial excellence with channel performance reporting and execution analytics.
Additional responsibilities
Collaborate with cross-functional teams (marketing, medical, supply chain, finance) to ensure product availability and successful account initiatives.
Provide regular market and competitor intelligence to the regional team.
Participate in and lead presentations, tenders, and contract discussions as required.
Ensure compliance with company policies and industry regulations in all external engagements.
Mentor/support junior field staff when required.
