Key Accounts Lead

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Role Overview:

We are looking for a seasoned and strategic Key Accounts Lead to spearhead business growth across B2B channels, retail chains, and e-commerce platforms. This role entails overseeing high-value accounts through a team of Key Account Managers and collaborating closely with cross-functional stakeholders at country, regional, and global levels.

Key Responsibilities:

1. Financial Management:

• Deliver targeted revenue by identifying growth opportunities and executing strategic account plans.
• Ensure achievement of Standard Gross Profit (SGP%) across key accounts.
• Lead sales forecasting to support supply chain and production planning.
• Collaborate with internal teams to ensure timely stock availability and fulfillment of customer demand.

1. Strategic Key Account Management:

• Strategically manage and expand existing business across key accounts, ensuring sustained revenue growth and profitability.
• Continuously identify and assess strategic growth opportunities within the ‘subcutaneous drug delivery’ space, in alignment with the organization’s strategic imperatives.
• Develop and maintain a structured pipeline of accounts, ensuring systematic progression through all stages—from opportunity identification and qualification, product evaluation, clinical testing and validation, commercial negotiations and closure.
• Establish a robust account management framework, including the identification and engagement of key stakeholders across commercial, product development, regulatory, and supply chain functions.
• Develop and sustain executive-level relationships with key decision-makers and influencers across strategic accounts, ensuring long-term engagement and alignment.
• Collaborate cross-functionally and globally to ensure seamless execution of account strategies, leveraging insights and resources to deliver tailored solutions that meet client and market needs.

1. Retail Chain Management:

• Conduct comprehensive market mapping and segmentation to identify and prioritize retail pharmacy chains with strategic relevance.
• Maintain an up-to-date database of key accounts, including key contacts, business potential, and engagement history, to support targeted outreach and strategic planning.
• Develop and execute joint business plans with key pharmacy chains.
• Negotiate commercial terms, annual contracts, execution of marketing programs and stock availability.
• Track account performance through structured KPIs and analytics, identifying growth opportunities and implementing corrective actions where necessary.

1. e-Commerce Channel Leadership:

• Manage partnerships with major e-commerce platforms (1mg, PharmEasy, Amazon Pharmacy, Netmeds, etc.).
• Drive online sales through optimized listings, promotions, and inventory planning.
• Analyze performance metrics and implement growth strategies.
• Collaborate with Sales Head, Marketing and Regional e-Commerce Lead to drive strategic promotions on the platform to deliver targeted revenue growth.

1. Team Leadership & Development:

• Lead and mentor team of Key Account Managers.
• Set clear goals, provide coaching, and support career development.
• Foster a collaborative and high-performance team culture.

1. Reporting & Analytics:

• Monitor KPIs and prepare regular performance reports.
• Use data-driven insights to identify opportunities and mitigate risks.

Qualifications & Skills:

• Bachelor’s degree, MBA preferred
• Minimum 15 years of experience in sales, preferably with an exposure to Key Accounts Management
• Proven leadership experience with direct reports
• Strong stakeholder management skills, including global collaboration
• Analytical mindset with proficiency in Excel and sales dashboards
• Excellent communication, negotiation, and presentation skills
• Willingness to travel as needed