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Description
Job Description Role : Key Account Manager (B2C) Job Grade : L6D L6C Designation : Assistant General Manager Direct Reportees : NIL Function: Sales Department : Domestic Sales Location: Govandi, Mumbai Reporting to National Business Manager Role Objective : We are seeking a results-driven Key Account Manager (B2C) to manage and grow relationships with our major B2C accounts. The ideal candidate will be responsible for developing strategic partnerships, driving sales growth, and ensuring seamless account management for key clients in the pharmaceutical sector. Tasks And Responsibilities Market Intelligence & Reporting Track competitor activities, pricing strategies, and market developments to refine business approaches. Provide regular reports and insights on account performance, sales trends, and opportunities. Collaborate with cross-functional teams to drive strategic initiatives. Create Insights for business using data centricity and key trends. Account Management & Business Development Develop and maintain strong relationships with B2C accounts.( Organized Retail chains including e-pharmacies , Organized Retail chain National & Regional & Omni players) JBP with channel partners including conceptualization to execution. Completing MoU with all channel partners. Drive business growth by identifying and leveraging new opportunities within existing accounts. Ensure speedy new product launch & availability across B2C accounts , in targeted geographies. Negotiate long-term agreements and annual business plans with key clients. E2E accountability for growing sales with account , right from PO generation, supply chain coordination, timely product availability as well as tracking POD and on time payment. Sales & Revenue Growth Achieve assigned sales targets and profitability goals for key accounts in line with brand objectives. Monitor and analyze sales performance, market trends, and competitive activities to optimize strategies. Work closely with internal teams (marketing, supply chain, regulatory) to align business objectives and deliver value-added solutions to customers. Customer Relationship Management Act as the primary point of contact for key accounts, ensuring high levels of customer satisfaction and engagement. Develop and execute Joint Business Plans (JBP) with customers to enhance partnerships. Address client concerns and resolve issues in a timely manner. People and Culture Promote and embody the USV Credo Promote fairness, transparency and an unbiased approach in team management Drive recruitment and induction to ensure job fit and culture fit candidates are onboarded within timelines Resolve people issues and conflicts, provide guidance to achieve harmonious and productive work environment Develop a high-performance culture through periodic reviews, coaching, mentorship and talent development initiatives Cultivate adaptability within the team to navigate market and organisational changes effectively Foster team collaboration and encourage cross-functional coordination to achieve shared goals Facilitate interactions with HCPs and Key Opinion Leaders to strengthen relationships and generate valuable insights and returns for the organisation STAKEHOLDER INTERACTION Type of Interaction: Internal Interaction with: Sales Associates, Area Business Manager, Regional Business Manager, National Business Manager, Vice President, Senior Vice President Nature of Interaction: Routine communication in connection with specified tasks and handling escalations from accounts. Communication requiring some level of diplomacy, coordination, synergy and sensitisation on IR matters Type of Interaction: External Interaction with: Healthcare Professionals / Clearing and Forwarding Agents / Stockist / Chemists Nature of Interaction: Routine communication and Communication around escalated or difficult queries with customers or clients, influencing, conflict resolution Preferred Candidate : Education: Bachelors degree in Business, Pharmacy, Science, or a related field (MBA preferred). Professional & relevant experience: 5+ years of experience in key account management, sales, or business development in the pharmaceutical or healthcare industry. Industry Knowledge: Strong understanding of the pharma supply chain, distribution models, and regulatory landscape. Excellent negotiation, communication, and relationship-building skills. Analytical Ability: Proficiency in data analysis, sales forecasting, and strategic planning. Comfortable using Google Applications, sales analytics tools, and Microsoft Office. Prior experience handling large pharmacy chains, hospital networks, or institutional accounts. Knowledge of market dynamics in prescription and generic drug segments. Exposure to trade marketing and category management strategies in pharma retail. Functional Competency : (Proficiency Levels from 1 5, with 1 being basic and 5 being mastery) Achievement Orientation (3) Digital fluency (3) Data-driven decision-making (3) Driving high performance in teams (3) Customer centricity (3) Behavioural Competency: Resilient - Calm, Emotionally Stable, Confident and Recovers quickly Extrovert - Positive, Sociable, High on Energy, Takes Charge, Builds Trust and Tactful Originality - Curious, Practical approach and Adaptive to change Accommodation - Team Player, Collaborator, Humble and Vocal Consolidation - Structured planner, Organised, Focused, Achievement Orientated and High on Integrity
