Key Account Manager

Principal Accountabilities

• Achievement of Budgeted Sales Targets
  

Achievement of overall Monthly Sales Targets leading to achievement of Annual Sales Targets
Achievement of Brand-wise Sales Targets esp. for Thrust BrandsEnsuring achievement of targets by each FO territory and maximizing productivityImprove business hygiene by reducing sales returns & expiriesEffective forecasting to ensure smooth availability & distribution of productsCo-ordination with business partners/ distributionEnsuring achievement of collection targets

• Customer Development/ KOL Development
  

Development of brand specific core customers & develop their business contributions
Monitoring the efforts of field officers with specific focus on ensuring Dr Call Average of 12 and minimum 95% MCR coverageSupporting the implementation of strategic alliance programs for maximizing ROI from KOLs through ensuring periodical visits asmandated by HODevelopment & sustenance of relationships of KOLs through personal visitsPeriodically track the contribution from KOLs and ensure interventions under the guidance of SMs in protecting & developing thebusiness from KOLs

• Product Development
  

Identification and development of core customers for each product and maximizing their returns
Developing mechanisms to track the performance progress of these products and addressing gaps if any

• Team Development/ Competence Development
  

Developing the in-clinic effectiveness through channelizing the efforts of Field Officers in terms of Right Customer, Right Product and
ensuring Right Frequency of visitsImproving in clinic competence of FOs by developing their product knowledge, application of selling skills through joint call coachingDevelopment of teamwork and culture amongst the FOsEnsuring business process discipline & hygienePlanning & Organizing the efforts of self/ teamEfforts to retain the team and filling up of vacancies if any

• Effective Implementation of Marketing Programs
  

Ensuring effective implementation of marketing programs (CMEs/ Symposiums/Camps etc) thereby develop key brands in each territory
through a team of FOsPeriodically track the implementation of marketing programs and address the gaps if anyPreparation of action plans during cycle meetings with an objective of improving implementationTracking the efforts of team members in terms of call average and coverage through Phyzii and ensuring complianceImplementation of local strategies under guidance of SMs

• Reporting & Administration
  

Timely Phyzii reporting of Self & ensuring the discipline of FOs in timely reporting of Phyzii as per timelines
Maintaining the secondary sales & primary sales records of each territory and ensuring the same in case of FOsUpdation of MCR, Chemist list and Institution list on a periodical basis as mandated by HOEnsuring effective DWP and implementation of the sameEnsuring discipline through control tools like STP, TP and other monitoring tools