Key Account Manager (KAM) - Rapid Care Taskforce Department: 7N Vaccines (SBU) Position Type: Full-Time Reports To: Area Key Account Manager (AKAM) Territory Scope: Assigned City Role Purpose

The Key Account Manager (KAM) is an elite execution role responsible for individual account penetration, milestone-by-milestone pipeline conversion, and market share acceleration within high-volume accounts. Moving away from standard trade territory management, the KAM owns the entire customer journey within segmented Tier 1 (Large/Key) and Tier 2/3 (Medium) hospitals - navigating complex buying committees to secure formulary inclusions and drive continuous, high-volume product adoption.

Key Responsibilities 1. Account Sales Achievement Share of Wallet Maximization

- Institutional Volume Delivery: Achieve monthly, quarterly, and annual sales targets (Primary Secondary) for the Rapid Care portfolio within assigned accounts year after year.
- Prescription Generation: Focus on accelerating Doctors Per Brand and Brand Per Doctors metrics, driving continuous, high-volume Rx generation from core prescribers.
- Root-Cause Identification: Conduct weekly analysis of target variances; identify specific bottlenecks blocking account growth and execute immediate mitigation plans alongside the AKAM.
- Micro-Audits: Perform regular, thorough Retail Chemist Prescription Audits (RCPA) across the entire doctor list and institutional pharmacies to uncover hidden market opportunities.

2. Tiered Account Strategy Conversion Execution
- Differentiated Pitching: Execute the customized commercial playbooks designed for Tier 1 (Large/Key Accounts) and Tier 2/3 (Small/Medium Accounts) based on facility birth rates (>50) and procurement structures.
- Conversion Pipeline Ownership: Drive the step-by-step institutional conversion process daily - from First Meeting, Product Demonstration, and Formulary Presentation to final procurement approval.
- Securing Purchase Orders: Own the relationship lifecycle until the first and subsequent high-volume Purchase Orders (POs) are successfully secured.
- Targeted Activities:



Implement 100% of brand activities, customized marketing inputs, and tailored institutional communications (such as building level-specific pitches for CMEs and clinical buyers).

3. Customer Delight Institutional Relationships
- Multilevel Stakeholder Mapping: Build deeply loyal partnerships across multiple layers of an institution - including C-suite executives, Purchase Managers, Hospital Pharmacists, and Key Opinion Leaders (KOLs).
- Value Alignment: Focus promotions on the institution's profitability, operational efficiency, and clinical well-being.
- Executive Presence: Maintain flawless grooming, business etiquettes, and polished communication during high-stakes institutional interactions.
- Continuous Feedback: Secure active feedback loops from institutional customers to ensure a high level of customer satisfaction.

4. Process Discipline SFA Compliance
- Call Matrix Adherence: Maintain 100% compliance with company norms regarding Call Averages and institutional coverage, following a strict, zero-deviation monthly tour plan.
- Real-Time Data Hygiene: Track leading non-sales metrics daily (e.g., Formulary Inclusion Funnel Status, Stakeholder Touchpoints) and log all activities, inputs, and POBs into the Sales Force Automation (SFA) software.
- Joint Field Work (JFW) Collaboration: Actively participate in JFW sessions with the AKAM, leveraging on-the-field coaching to refine objection handling, doctor conversion tactics, and negotiation skills.

5. Supply Chain Compliance Execution Excellence
- Stock Security: Ensure 100% retail and institutional pharmacy availability before initiating brand promotions. Physically audit stock levels to ensure every prescription generated is honored.




- Zero Expiry Management: Keep absolute control over stock rotation within accounts to guarantee zero product expirations at the retailer, hospital pharmacy, or stockist level.
- Vigilant Intelligence: Keep a sharp watch on competitor pricing, contracting variations, and marketing maneuvers within assigned hospitals, updating the SFA daily to prompt rapid tactical responses.

Skill Set Requirement
- Institutional Sales Experience: Proven track record in high-value, high-volume pharmaceutical or vaccine selling. A strong pre-existing connect with 30-40 high-volume Pediatricians or institutional buying committees is highly preferred.
- Assertive Negotiation: Highly skilled in demanding assertively and navigating procurement hurdles without compromising on brand value.
- Pipeline Management: Ability to manage a multi-stage business pipeline with a clear focus on tracking conversion timelines and milestone touchpoints.
- Therapy Competitor Acumen: Solid understanding of relevant vaccine/pediatric therapy segments and an active awareness of competitor strategies in the local market.
- Interpersonal Excellence: Exceptional communication, objection-handling, and relationship-building skills tailored to both clinical specialists and administrative executives.
- Core Values: Smart personality with an intense desire to Learn and Earn, combined with a hardworking, sincere, and deeply committed work ethic.

What the Candidate Can Expect
- Fast-Track Career Progression: An chance to grow rapidly within an elite enterprise taskforce, building direct eligibility for Area First-Line Management (AKAM) roles.
- Advanced Personal Development: A specialized platform to upgrade skills from traditional territory selling to complex corporate and institutional account management.

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.

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