12 days old

Key Accounts Manager

Pfizer
Mumbai
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The Key Account Manager (KAM) is responsible for maximizing business opportunities with private sector institutions in the region. The role holder is responsible for managing the key accounts in the private sector including management of overall commercial performance and developing key C-Suite/Administrative relationships. The role holder is also responsible for working with sales team and cross-functional Pfizer stakeholders to ensure appropriate level of support for an account, including identification and development of additional revenue opportunities.



**POSITION RESPONSIBILITIES**

**Strategic/ Policy**



+ Develop the strategic plan for institutional sales in the private sector for the region by taking a short, mid and long term view of the business

+ Analyze and understand the impact of macroeconomic factors and industry trends on the private sector institutional sales business and create account plans accordingly to optimize sales opportunities

+ Conduct sales analytics for the entire region for private sector institutional sales to help draw out trends that impact the future business plans and provide inputs to the business manager for driving growth

+ Develop the product positioning strategy in alliance with the marketing team for private sector institutions



**Operational / Process**



**Account Management:**



+ Track tenders released by private institutions in the region and respond to them in a timely manner

+ Work towards getting Pfizer products included into the preferred list of products for the accounts managed

+ Manage a set of prioritized (designated) accounts to achieve agreed business objectives

+ Monitor progress in accounts managed and evolve action plans as appropriate (monitor account contacts, plan execution, profit, value, volume growth, and market share)



**Customer engagement:**



+ Identify the decision making and influencing network (within and those impacting the accounts) for the private institutions identified within the region

+ Develop / maintain effective relationships with key stakeholders (including C-suite officials like CEO, CFO, CMO, Head of Pharmacy & Procurement, etc.), administrative authorities and decision making bodies within prioritized accounts

+ Leverage opportunities for synergy and collaboration (with relevant internal and external stakeholders) to adequately meet the customer needs and achieve the business goals for Pfizer

+ Develop relationships with Key Opinion Leaders who would have a strong influence in private sector institutions in the region



**Cross Functional Interactions**



+ Coordinate with cross functional teams to deploy offerings and value propositions created for the private sector institutions

+ Coordinate with the sales teams to ensure that the account plans are adhered to and the sales opportunities are maximized across the total product portfolio offered by Pfizer for the accounts managed

+ Update key stakeholders routinely on the status of the accounts managed and align them with any modifications in the account plans

+ Provide key account / customer insights to the marketing and strategy teams to help them co-create the marketing / strategic plan for the private sector

+ Communicate account information, competitor information, and value proposition (insights) to commercial team

+ Coordinate with the distribution team to ensure availability of products as per the account plans



**People** Demonstrate and promote Pfizer global values in all interactions. Demonstrate leadership behaviors



**Financial** Ensure achievement of sales budgets for the assigned accounts in the region Align budgets and resources based on the account opportunities & business potential to optimize return on investment



**Technology**



+ Use technology solutions for enabling better information availability.



**ORGANIZATIONAL RELATIONSHIPS**

Provide the primary contacts that this position will have interaction with as a regular part of the position responsibilities. Include any external interactions as appropriate.



+ **External:** Hospital Administration, Hospital Pharmacists

+ **Internal:** Business Manager, HO colleagues (Marketing, Medical Affairs, Sales), Distribution Team



**RESOURCES MANAGED**

**Financial Accountability**



**Supervision**

**Commercial Impact**



**Skills / Knowledge / Qualification / Experience**

**1. Qualification**



+ 5~10 years of pharmaceutical experience (sales, marketing, operation, account management etc.) preferred

+ Key Account Management and/or Sales Leadership experience preferred

+ BA/BSc degree required. MBA preferred.



**2. Special Skills & Knowledge**



+ **Commercial Acumen & Customer Management:** Demonstrate knowledge of the healthcare market, ability to develop and manage relationships with institutional customers, demonstrate account management & negotiation skills and understand how to prioritize resources and develop business plans.

+ **Business & Financial Acumen:** Understand differential resource deployment, demonstrate ability to develop budgets and manage resource allocations and conduct P&L analysis.

+ **Account Management:** Understand, influence and adapt to changing local healthcare, key customer and stakeholder needs. Assess the portfolio of accounts and prioritize limited resources in order to create 'wins' for the account and for Pfizer.

+ **Strategic Thinking:** Align account needs with Pfizer goals, understand the healthcare and local market trends and accordingly develop appropriate account plans.

+ **Collaboration & Cross-Functional Team Work:** Build and maintain strong trusting relationships.

+ **Leadership:** Drive business via proactive communication on opportunities within accounts and coordinate internally; where applicable provides people development, coaching and performance management. demonstrate OWN-IT spirit

+ **Communication:** Display effective listening and communication skills; think and communicate with the audience's needs in mind.

+ **Change Management Leadership:** Adapt positively to new challenges/ambiguity, stay focused on performance and coach others to react positively to change

+ **Learning agility:** Demonstrate ability to manage ambiguity and perform at a high level in unfamiliar situations



Pfizer is an equal opportunity employer and complies with all applicable equal employment opportunity legislation in each jurisdiction in which it operates.



Sales



\#LI-PFE
Posted: 2021-02-17 Expires: 2021-03-20
Sponsored by:
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Key Accounts Manager

Pfizer
Mumbai

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