Key Account Manager – Government & Corporate Accounts

Location: Delhi/Mumbai

Function: Institutional Business / Business Development

Industry: Pharmaceutical

Experience: 5–10 years

Qualification: Graduate/Postgraduate; MBA in Sales & Marketing / Healthcare Management preferred

About the Role

We are looking for an experienced and result-oriented Key Account Manager – Government & Corporate Accounts to build and develop our institutional business across Government, Public Sector, Corporate Healthcare and other strategic accounts.

Our organization has established a strong presence in the prescription-driven pharmaceutical market and is now looking to create a significant institutional business vertical. The incumbent will play a key role in identifying opportunities, developing strategic relationships and converting institutional accounts into sustainable, high-value business.

This is an entrepreneurial business-building role for someone who can go beyond conventional sales and independently develop a new channel for the organization.

Key Responsibilities

- Institutional Business Development
- Identify, map and develop potential Government, PSU, Corporate and Institutional healthcare accounts.
- Develop and execute an institutional business strategy aligned with organizational growth objectives.
- Identify opportunities through Government procurement, tenders, empanelment, rate contracts and institutional purchase mechanisms.
- Build a sustainable pipeline of institutional opportunities and ensure timely conversion.
- Key Account Management
- Develop strong, long-term relationships with key decision-makers, purchase/procurement teams, hospital administrators, pharmacy heads and other relevant stakeholders.
- Prepare account-wise business plans, opportunity maps and engagement strategies.
- Government & Tender Business





- Track relevant Government/PSU procurement opportunities and tenders.

- Understand tender requirements, eligibility criteria, documentation and commercial terms.
- Coordinate internally with Sales, Product Management, Finance, Supply Chain, Regulatory, Legal and Commercial teams for successful participation and execution.
- Monitor tender outcomes, order fulfilment and post-order requirements.
- Corporate & Hospital Accounts
- Identify and develop business opportunities with corporate hospitals, hospital chains, healthcare institutions, diagnostic networks and other organised healthcare groups.

- Internal Coordination & Execution
- Work closely with the existing Rx sales and Product Management teams to leverage the organisation's strong brand and prescriber equity.
- Coordinate demand generation, supply planning, pricing, documentation and commercial execution.
- Ensure seamless fulfilment of institutional orders and resolution of account-related issues.
- Business Planning & Analytics
- Develop annual and quarterly institutional business plans.
- Maintain a robust chance pipeline and provide regular business forecasts.
- Track account-wise sales, margins, conversion ratios, outstanding payments and growth opportunities.
- Present periodic business reviews to senior management with actionable insights.

Desired Candidate Profile

We are looking for someone who has:

- 3–5 years of experience in Institutional / Key Account / Government / Corporate Healthcare sales,



preferably within the pharmaceutical industry.
- Proven experience in developing Government, PSU, hospital or corporate institutional accounts.
- Strong understanding of tender business, institutional procurement and commercial negotiations.
- Existing relationships/network within relevant Government, PSU, corporate hospital or institutional ecosystems will be an advantage.
- Strong negotiation, communication and stakeholder-management skills.
- Commercial acumen with the ability to understand pricing, margins, credit terms and account profitability.
- Ability to work independently and build a business vertical with limited handholding.
- Strong analytical and reporting capabilities.
- High ownership, persistence and an entrepreneurial approach to business development.

What the Role Offers

- Opportunity to build and lead a high-potential institutional business vertical within a fast-growing pharmaceutical organisation.
- Exposure to strategic Government, Corporate and Institutional accounts.
- Opportunity to work closely with senior leadership and cross-functional teams.
- A high-ownership role with significant scope for business growth and career progression.
- Performance-linked rewards aligned with business development and institutional growth.

Key Performance Indicators

Success in this role will be measured through:

- New institutional accounts acquired and activated
- Government/PSU/corporate account empanelment
- Tender participation and conversion
- Institutional sales and profitable revenue growth
- Account retention and repeat business
- Size and quality of the institutional opportunity pipeline
- Collection and receivables management
- Development of strategic/key accounts

Compensation:

As per industry standards

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