Key Accounts Executive KRAs

Selection Criteria-

- Age – should be below 30 yrs.
- Qualification- B. Pharm, M. Pharm / MBA
- Experience – minimum 3-years in Pharma Hospital Sales
- Communication – excellent verbal and written English Communication and strong interpersonal skill.

The Key Accounts Executive job functions are:

- Generate and increase prescription demand and meet targets.
- Ensure product availability in Hospital Pharmacy.
- Meeting with Purchase Head, Unit Head and Pharmacist in Hospitals.
- Corporate/Semi corporate Hospital and A class MHs Coverage
- Update knowledge
- Sharpen the skills
- Reporting and Feedback
- Stockiest work

Generate and increase prescription demand and meet targets:

- Prepare customer list – MSL
- Identify core doctors
- Target brands to right doctors
- Ensure regular visits
- Effective detailing of the product
- Implementation of the strategies
- Effective utilization of inputs
- Effective demand management
- Identify current customers/Hospitals

Ensure product availability

- Once the prescription is generated, the product should be available with the entire chemists surrounding the prescribing doctors
- KAE should visit chemists at their convenient time
- Conduct Retail Chemist Prescription Audit
- Spot the right prescriber and ensure fast movement of products
- Check for slow moving products and take corrective action
- Personal order booking
- Ensure availability at corporate Hospitals




- Ensure availability at the stockists

Meeting with purchase head, Unit head, pharmacist in hospitals.

- Meet with unit heads to have healthy relationship to make the brand awareness by conducting campaigns and activities.
- Convince Purchase heads to make the product availability in pharmacies.

Corporate/Semi corporate Hospital and A class MHs Coverage

- Ensure the coverage of universe of Corporate and A class MHs.
- 100% Coverage of Hospitals in the assigned territory.

Update Knowledge

- KAE must constantly update knowledge on:
- Our product
- Medical aspects
- Competitors
- Territory
- Customers

Sharpen the Skills:

- Communication skills
- Detailing
- Presentation
- Listening
- Probing
- Analysing
- Objection handling
- Closing the sale

Interpersonal Relationship Reporting and Feedback

- The reports that have to be submitted to the company on a periodic basis
- Must see list
- Monthly tour program
- Daily report
- Expense statement
- Secondary sales statement

Stockist work

- Maintain adequate stock
- Book orders
- Ensure timely supply to retailers
- Provide stock and sales statement

Chemist Visit

- KAE should visit chemists on regular basis and performed below activities:
- RCPA – Retail Chemist Prescription Audit
- RCI – Retail Chemist Inventory
- POB – Personal Order Booking
- Competitor activities information to reporting manager

📌 Key Account Executive (Kolkata)
🏢 Himalaya
📍 Kolkata