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 u

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