Job DescriptionJob Description: Institutional Sales cum KAM Manager – Corporate Hospitals Position Overview Department: Sales & Marketing / Institutional Business Report To: Head of Marketing Location: Corporate Head Office Position Type: Full time The Institutional Sales cum KAM Manager will be responsible for managing the on field KAMs, building, maintaining, and expanding strategic relationships with major corporate hospital chains, private medical groups, and buying hubs. Operating from the Head Office, this role bridges marketing strategy and field execution—designing corporate commercial policies, securing formulary inclusions, and driving high-value institutional revenue growth. Core Responsibilities 1. Strategic Account Management & Governance Serve as the primary head-office anchor for top-tier corporate hospital accounts (e.g., Apollo, Fortis, Max, Manipal, Yashoda). Formulate and execute comprehensive annual account plans, mapping out decision-makers, procurement cycles, and growth opportunities. Establish central rate contracts, price structures,
and commercial agreements in alignment with corporate margin guidelines. 2. Formulary Inclusion & Portfolio Expansion Drive head-office level negotiations to secure listing and preferred-partner status for the company's portfolio (acute, chronic, and premium specialized segments). Collaborate with the medical affairs and brand marketing teams to build data-driven, clinical value propositions tailored for hospital therapeutics committees. Monitor ongoing compliance with central agreements across all regional hospital branches. 3. Cross-Functional Execution & Field Alignment Liaise closely with Key Account Managers (KAMs) to ensure seamless on-the-ground execution of central contracts. Design and implement specialized medical networking campaigns and corporate "Doctor-Connect" initiatives to build brand advocacy among key opinion leaders (KOLs) and department heads. Provide regional sales teams with the necessar