Area Key Account Manager (AKAM) Rapid Care Taskforce

Department: 7N Vaccines(SBU)

Position Type: Full-Time

Territory Scope: Assigned
About Rapid Care Staart Prime

Rapid Care is a high-impact commercial taskforce within the 7N and Vaccines SBUs. It is focused exclusively on accelerating growth and maximizing share of wallet within Large Institutions and Key HCPs (defined as healthcare facilities with a birth rate of $>50$). The taskforce is charged with driving the long-term success of our premium portfolio, including Staart Prime , by delivering tailored, high-volume enterprise solutions to large-scale healthcare providers and optimizing strategic partnerships where institutional demand is highest.

Role Purpose

The Area Key Account Manager (AKAM) is a strategic leadership role responsible for the commercial success, institutional penetration, and market share of the Rapid Care portfolio across an assigned multi-city or regional cluster. Leading a team of specialized Key Account Managers (KAMs), the AKAM owns market opportunity estimation, tier-based account segmentation, strategic resource allocation, institutional pipeline conversion, and data-driven performance coaching.

Key Responsibilities
1. Market Opportunity Estimation Territory Prioritization

- Institutional Mapping: Estimate, validate, and track the total institutional opportunity across the assigned territory, comprehensively mapping key maternity homes, nursing homes, and corporate hospital networks.

- Hub Prioritization: Strategically prioritize and deploy commercial operations across core urban/regional hubs based on data-driven growth potential and institutional density.

- Long-Term Strategic Impact: Formulate and execute long-term market access strategies to establish Staart Prime as the formulary leader, securing the brand's long-term commercial success in the institutional space.

- Sales Target Ownership: Achieve monthly, quarterly, and annual sales targets (Primary Secondary) for the area year after year.

2. Account Segmentation Differentiated Cracking Strategies

- Tiered Segmentation: Establish transparent, quantifiable criteria (e.g., birth rates, bed capacity, formulary influence, corporate ownership) to segment regional hospitals into Tier 1 (Large/Key Accounts) and Tier 2/3 (Small/Medium Accounts) .

- Customized Execution Handbooks: Design and execute differentiated commercial strategies tailored to each tier.





- Institutional Activity Deployment: Oversee high-impact institutional activities (CMEs, clinical trials, corporate tie-ups, buying committee pitches) to secure rapid product adoption across segmented accounts.

3. Resource Allocation Institutional Pipeline Management

- Optimized Headcount Allocation: Propose and manage the optimal deployment of assigned KAMs across prioritized cities and hospital segments to maximize ROI and account coverage.

- Conversion Process Governance: Standardize and enforce a clear, step-by-step institutional conversion pipelineguiding accounts seamlessly from First Meeting through Formulary Approval to Securing the First Purchase Order (PO) .

- Touchpoint Optimization: Monitor and reduce conversion timelines by defining milestone touchpoints and rapidly clearing administrative, financial, or procurement bottlenecks.

4. Predictive Performance Management Coaching

- Non-Sales Metrics Governance: Monitor and drive team accountability using three critical leading non-sales process metrics (e.g., Pipeline Velocity , Formulary Inclusion Funnel Status , and Strategic Stakeholder Engagement Rates ) to predict future sales success.

- Structured Coaching (JFCR Process): Conduct rigorous weekly and monthly sales review mechanisms. Utilize Joint Field Work (JFW) and the Joint Field Coaching Report (JFCR) framework to identify team learning needs, coach KAMs on complex objection handling, and manage talent effectively.

- Organizational Advocacy: Identify, synthesize, and advocate for critical organizational support requirements (e.g., logistics, customized marketing inputs, supply chain guarantees) needed from senior management to scale and sustain adoption.

- Retention Metrics: Maintain team engagement and stability, ensuring regrettable employee attrition remains under 10% .

5. Compliance Process Excellence

- SFA Compliance Monitoring: Ensure 100% compliance across the team for Daily Call Reports (DCR), Campaign/Activity reporting, and POB entries in the SFA.

- Supply Chain Continuity:



Maintain zero product expirations at the retailer, hospital pharmacy, and stockist level through rigorous tracking.

- Competitor Vigilance: Keep absolute vigilance on competitor tactical moves, institutional pricing schemes, and contracting activities, recommending rapid countermeasures.

Skill Set Requirement

- Strategic Planning Analytical Acumen: Advanced capability in territory mapping, market opportunity estimation, and complex hospital segmentation.

- Pipeline Process Management: Proven ability to build, track, and measure structured business processes (from prospecting to final Purchase Order).

- Leadership Coaching: Demonstrated track record of leading, mentoring, and measuring the work of high-performing Key Account teams using structured frameworks like JFCR.

- Advanced Institutional Negotiation: Strong capability to "demand assertively" and influence C-suite executives, Purchase Committees, and high-volume Paediatricians/Obstetricians.

- Market Familiarity: Deep geographical and commercial understanding of the local healthcare landscape within the assigned zone, with an existing professional network of institutional decision-makers.

- Therapy Expertise: Robust understanding of relevant vaccine/pediatric therapy areas and competitor strategies.

- Core Values: Hardworking, sincere, deeply committed, and possesses an established track record of achieving year-on-year sales results.

What the Candidate Can Expect

- High-Visibility Leadership: A highly visible role within an elite, high-impact commercial taskforce directly influencing Panaceas national expansion blueprint.

- Platform for Executive Development: Direct exposure to managing complex enterprise sales structures, advanced budgeting, and macro-level resource optimization.

- Competitive Compensation Incentives: A premium fixed compensation structure paired with an aggressive incentive framework tied to institutional growth and pipeline conversion milestones.

- Exhilarating Work Environment: Exposure to managing complex, high-volume institutional accounts within an agile, open-door corporate culture that values strategic autonomy.

Disclaimer: This job posting & Location has been aggregated from external source. Role details, content, and availability are subject to change. Applicants are advised to confirm the latest information directly on the company website before applying.

📌 AREA KEY ACCOUNT MANAGER (Kolkata)
🏢 Panacea Biotec
📍 Kolkata