Key Accounts Manager

2 weeks ago

Mumbai, Maharashtra, India Domnic Lewis Full time

We are looking for an excellent candidate for Key Accounts Manager - Channel Management role for a Global Pharmaceutical Company based in Mumbai.

Designation: Key Accounts Manager - Channel Management

Role: Key Accounts Manager - Channel, Retail, e-Comm & Corp. Hospitals

Reporting to: Head Strategic Alliances & Modern Trade

Location: BKC, Mumbai

Role Objective:

We are seeking a Key Accounts Manager to lead and execute the channel sales strategy across e-pharmacies, corporate hospitals, and modern retail chains for pharmaceutical brands. This role focuses on driving revenue growth and market expansion by building strategic partnerships, optimizing sales processes, and leveraging data-driven insights. The ideal candidate should have a strong understanding of the healthcare landscape and B2B sales dynamics.

Key Responsibilities

Sales & Revenue Generation

  • Develop and implement sales strategies to maximize revenue across e-pharmacies, corporate hospitals, modern retail chains, major pharmacy outlets near hospitals, and stand-alone pharmacies.
  • Establish and monitor key performance indicators (KPIs) to track channel performance and identify areas for improvement.
  • Identify and develop new business opportunities within existing and potential channel partners.
  • Negotiate contracts and agreements with key partners, ensuring mutually beneficial terms and compliance.
  • Utilize CRM and sales automation tools to optimize operations and reporting.

Portfolio & Channel Management

  • Analyze key account performance, identify growth opportunities and optimize resource allocation.
  • Drive channel integration and collaboration, leveraging each channel for maximum impact.
  • Conduct market research and competitive analysis to assess trends, opportunities, and risks.
  • Develop and execute joint business plans with key account partners, outlining shared goals and strategies.

Budgeting & Forecasting

  • Develop and manage annual budgets for channel partnerships, ensuring efficient resource allocation and maximizing ROI.
  • Accurately forecast sales performance across all channels to support strategic planning.

Stakeholder Interaction

Internal: Sales Teams, Product Management, Operations & SCM, Medical & Scientific Affairs, IT, Finance & Accounts.

External: Channel Partners, Key Opinion Leaders (KOLs), Category Heads, Platform Heads, Wholesalers/Distributors.

Job Requirements

Professional Experience & Skills

  • 2-3 years of experience in modern trade/channel sales, preferably in B2B, e-commerce, corporate hospitals, and retail pharmacy chains.
  • Proven track record of managing channel sales, partner ecosystems, and driving sales growth.
  • Strong experience in negotiation, sales forecasting, and channel management at scale.
  • Experience working cross-functionally with product, marketing, and operations teams.
  • Knowledge of healthcare/pharmaceutical industry and its channel dynamics.

Academic Qualifications

  • Bachelor's degree in Science or Pharmacy with a PGDBM / MBA in Sales & Marketing or Channel Management.

Desired Behaviors

  • Proactive mindset – taking initiative to build new partnerships and explore new markets.
  • Adaptability – thriving in a dynamic sales environment with changing market conditions.
  • Collaboration – working closely with marketing, operations, and product teams.
  • Results-driven – focused on achieving and exceeding sales targets.
  • Problem-solving skills – creative and resourceful approach to resolving challenges.
  • Customer-centric – understanding B2B customer needs and enhancing partner experience.
  • Resilience – handling setbacks and market fluctuations with a strategic outlook.

Interested candidates can reach out to me at pooja.j@domniclewis.com

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