Job
Description
We are hiring for a Global Pharmaceutical MNC based in BKC, Mumbai for the position of Key Account Manager – Channel Management. Designation: Key Account Manager – Channel Management Location: BKC, Mumbai Experience: Minimum 5+ years in Modern Trade and Channel Management within the Pharmaceutical industry Job description: 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. Relevant candidates can share their CV at pooja.j@domniclewis.com Show more Show less
