Key Account Manager

Job Summary

This role is centred on managing and driving regional sales operations, including distributing sales plans, scheduling customer visits, and monitoring hospital specialists' activities. Responsibilities include gathering and analysing customer and competitor data, managing contract execution, and expanding the company's product range through effective negotiations and product launches. The position involves maintaining distributor partnerships, ensuring stock availability, and addressing market needs. Additionally, it includes recruiting, coaching, and developing a high-performing team, executing corporate performance management, and identifying talent development opportunities. The role emphasizes collaboration, strategic planning, and operational excellence to achieve sales targets and enhance business growth.

Roles & Responsibilities

• You will be responsible for distributing regional sales plans and managing the activities of hospital specialists in the assigned territory.
• You will be responsible for planning and scheduling regular visits and calls to customers, ensuring effective engagement and tracking team performance.
• You will be responsible for monitoring auctions on electronic trading platforms and aligning tender bonuses with company policies.
• You will be responsible for collecting and analysing data on existing and potential customers (hospitals, pharmacy chains, and distributors) to identify business opportunities.
• You will be responsible for gathering competitor information, staying updated on market changes, and responding to competitive actions effectively.
• You will be responsible for negotiating with distributors and pharmacy chains to expand the company’s product assortment and manage contract execution.
• You will be responsible for coordinating product launches and optimizing the distribution structure in the hospital and pharmacy segments.
• You will be responsible for recruiting, developing, and coaching a team of hospital specialists, monitoring their visits, and conducting performance evaluations.
• You will be responsible for collaborating with internal and external stakeholders to build strong partnerships and ensure seamless operational execution.
• You will be responsible for establishing feedback systems and ensuring compliance with corporate performance management approaches to develop talent and achieve annual targets

Educational qualification: Post graduation degree in any discipline

Minimum work experience: 7+ years overall experience. 3+ years within B2B pharma/ packaged foods/medical equipment/nutrition

Skills & attributes & Critical Exposures

Functional Skills

• Selling Techniques
• Digital Storytelling
• Account Management
• Bid Management
• Customer Relationship Management
• Order Fulfilment
• Contract Management

Resident Skills

• Data Analysis
• Regulatory Requirement
• Opportunity Analysis
• Forecasting Management
• Business Negotiation

Behavioural skills

• Strategic Execution – Converts market insights into actionable sales plans and product launch strategies, delivering revenue growth with precision.
• Stakeholder Leadership – Builds trust-based relationships across hospital specialists, distributors, and pharmacy chains, enabling seamless collaboration and negotiations.
• Talent Enablement – Mentors teams with goal-oriented coaching, performance tracking, and capability development to foster high-performing sales culture.

Critical Exposures

• Must have experience in institutional pharma sales(hospital/retail chains) with exposure to the revenue size of minimum of USD 150K or its geographical equivalent in OTC / RX/ or in Business Development roles in API/formulations
• Exposure to government and private institutions is desirable
• Stint in SCM procurement/ commercial and pricing/finance is desired
• Exposure to legal contracting is preferred
• Must have relevant in country experience

Benefits Offered

At Dr. Reddy’s we actively help to catalyse your career growth and professional development through personalised learning programs.

The benefits you will enjoy at Dr. Reddy’s are on par with the best industry standards. They include, among other things and other essential equipment, joining & relocation support, family support (Maternity & Paternity benefits), learning and development opportunities, medical coverage for yourself and your family, life coverage for yourself.

Our Work Culture

Ask any employee at Dr. Reddy’s why they come to work every day and they’ll say, because Good Health Can’t Wait. This is our credo as well as the guiding principle behind all our actions. We see healthcare solutions not only as scientific formulations, but as a means to help patients lead healthier lives, and we’re always attuned to the new and the next to empower people to stay fit. And to do this, we foster a culture of empathy and dynamism. People are at the core of our journey over the last few decades. They have been supported by an enabling environment that buoys individual ability while fostering teamwork and shared success. We believe that when people with diverse skills are bound together by a common purpose and value system, they can make magic.

For more details, please visit our career website at https://careers.drreddys.com/#!/