Key Account

Job Purpose

Develop and implement a key account management capability, leveraging Cipla's relationships and strengths across therapies, to prioritize, segment, and service key corporate hospitals

Key Roles and responsibilities

• Develop and drive implementation of Cipla India's key accounts strategy and roadmap, by segmenting, prioritizing and targeting the key corporate hospitals (long-term partnership approach)
• Single face of Cipla: Build quality relations and manage key stakeholders across key accounts, by interacting with decision-makers, influencing the formulary (Purchase, pharmacy, therapeutic committee, KOLs)
• Customize the offering of portfolio and value-added services for key accounts, by leveraging Cipla's capabilities across therapies & functions (incl. Partnership in practice, trainings, marketing, etc.)
• Oversee smooth operations for servicing key accounts and ensure order fulfilment (incl. managing ASUs and depot processes), and facilitate compliance requirements with commercial team.
• Responsible for increasing secondary business from Key Accounts
• Ensure brand matrix productivity through effective business planning & market updates
• Manage the profitability of business through priority products of all focused therapies.

Achieve and maintain P&L of key corporate hospitals (incl. revenue growth, absolute GC,

wallet share, etc.) and full view of central and therapy-specific investments

Relevant experience:

• Should have experience as a Key account manager - handling corporate hospital accounts
• Stakeholder management: Mapping key stakeholders, developing relationships at the right level, and engaging them to position Cipla capabilities/ offering
• Negotiations and financial management: Negotiate MoU/ price agreements to optimize Cipla's offering across therapies
• Communication and Influencing skills: Leveraging Cipla relations across leadership and therapies to maintain regular personal connections with key touchpoints and ensure ongoing fulfillment of their needs