Key Account Manager
4 days ago
Astellas Pharma India is looking for a Key Account Manager, based in Delhi. Candidates with background in Oncology will be highly preferred.
Purpose of the position:
The Key Account Manager is an individual contributor and the incumbent will be responsible for contributing to registration and driving sales of Astellas products in Public Market institutions, raising demand for Astellas products, registration of new molecules and timely payments for supplies.
Actively engage and establish a strong rapport with the Key Decision Makers of various Public Market accounts to ensure timely supply of AID products to the beneficiary patients
o Superior understanding of the market, stakeholders, customers, competition
o Establish value of the product and solve clinical questions of treaters and decision makers
o Achieve business objectives by establishing leverage points of Astellas products
o Ensure close collaboration with the team, within and above the territory
o Elevate Astellas image in the HCP/Key decision maker communities
Core Tasks, Responsibilities:
a. Chartering New Growth Avenue
o Creates strategy to make aggressive entry and drive sales numbers and business for all the Astellas brands in Govt./ Semi Govt. institutions across assigned zone
o Contributes to registration in Institutions, namely Central Govt. (Ministry of Defense and Ministry of Health and Family Welfare), State Govt., Semi Govt. Public Sector Undertakings and Railways
o Scrutinizes the formulary for major institutions across the assigned zone and takes steps to update Astellas products in the formulary
o Ensuring adequate stocks availability and liquidation of stocks supplied in Government accounts
b. Leveraging Growth Opportunities
o Identifying all tender opportunities and responsible for timely participation in these tenders resulting in revenue generation
o Initiates and supports in process for registration of newer molecules in major institutions across the assigned zone
o Close coordination with Market Access team for identifying opportunities and chartering growth of Astellas brands
c. Engaging KOLs and Key decision makers
o Maps potential of territory and develops new KOLs and KDMs
o Builds sustainable, long term relationships with Key Opinion Leaders and KDMs in assigned zone
d. Collaborating with Stakeholders
o Collaborates with trade sales team to drive demand and recommendations for Astellas products
o Works closely with distributors and collaborators to enhance Astellas product purchase/ indents
o Monitor sales liquidation and demand generation in public market accounts
e. Financial Recovery
o Responsible for ensuring timely payment for supplies made to institutions and adheres to all process requirements especially documentation for the same.
f. Channel management and Market Intelligence
o Identifies right channel management partners for each institution
o Gathers market intelligence and shares the same with Sales and Marketing leads for mutual business goals
Quantitative Dimensions:
o Expected to make product entry and repeat purchases in Major Govt. Institutes such as Command / Army / Naval Base Hospitals, C.G.H.S., ESIS, All Railways, Govt. / Semi Govt. formulary
o Enhance awareness for Astellas brands in major public market accounts and create financial leg room for disease areas of interest
o Responsible for covering all key stake holders in Institutes like HCPs, Purchase In-charge, Storekeeper, finance departments etc. for smooth execution of job responsibilities.
o Responsible to drive long term engagement strategies between Institute and Organization by ethically driving science-based communication and business need activities.
o Pro-actively keep tap of changing policies of Institutes responsible for and communicate counter measures to safe guard existing and enhance future business.
o Collaborate with cross functions such as Trade sales team/ Market Access / Regulatory Affairs / Marketing team for proposed current and future plan to drive business goals of company
Compliance
o Ensure that all activities are in line with relevant India regulations, local pharma code and Company business principles and values; is accountable for individual’s compliance to business ethics and regulations
Adverse Event Report
o Be responsible for reporting all available information of an adverse event within one business day of awareness
Requirements
1. Business Skills
2. Collaborative skills
3. Knowledge
- Understanding of key stakeholders in respective public accounts
- Channel partner identification
- Good at planning and time management
- Attention to details
- Persuasive skills
- Positive working attitude and willing to learn and take up challenges
- Independent, and sales & result driven
- Good communication skill, negotiation and presentation skills
- Able to multi-tasks, able to work with high work pressure
- Competence English
Work Experience
- 3-5 years experience in Key Account Management role engaging stakeholders/treaters in core public market areas like Defense, CGHS, Railways, ESI etc
- 5-7 years experience in sales function in haematology-oncology segment with innovator brands
- Domain knowledge proficiency (cancer/relevant disease area)
- Experience in MNCs with innovative product promotion will be desirable
Qualifications
- Bachelor’s degree in Science/Pharmacy
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