Key Account Manager

Job title : Key Account Manager

Summary of the Role

• The Key Account Manager drives revenue growth and market share by building long-term strategic relationships with hospitals, government health establishments, and major pharmacy chains.
• This role focuses on winning tenders, securing prime retail shelf space, and leading a team of Medical Sales Representatives to ensure 100% product availability, visibilty and flawless in-store execution.

Key Responsibilities

• Identify, map, and secure new sales opportunities within hospitals, clinics, government healthcare facilities and chain pharmacy outlets
• Direct and mentor assigned Medical Sales Representatives in ensuring execution of marketing codes, daily Focused Detailing Rounds engagements, organizing clinical presentations, hospital and in-store meetings to drive brand recommendations from doctors, pharmacists, pharmacist assistants, nurses, laboratory scientists.
• Oversee the execution of in-store pharmacy activations, health days, and consumer engagement activities led by the field team.
• Negotiate and maintain prime, eye-level shelf space for all company's products across all pharmacy chains with targeted promotional campaigns, premium point-of-sale materials and in-store marketing support.
• Ensure zero stock-outs, and 100% shelf presence of all company’s field products in key stores.
• Lead end-to-end tender submissions, negotiate contract terms, and oversee rigorous contract performance and compliance.
• Cultivate long-term strategic partnerships with healthcare administrative officers, hospital management, procurement heads, and key opinion leaders (KOLs).
• Manage and coach Medical Sales Representatives to ensure high performance, discipline, and target achievement.
• Partner with the marketing team to translate brand initiatives into flawless in-store execution and commercial product launches.
• Continuously track retail pricing, stock rotation, and competitor activities to safeguard market share.
• Conduct regular field visits to coach staff, audit compliance, and ensure peak commercial execution.

Key Performance Indicators (KPIs)

• Total volume and revenue growth across assigned hospitals and pharmacy chains.
• Percentage of shelf space secured for company's Field products vs. competitors.
• Percentage of bids and tenders won and corporate contracts renewed.
• Success rate of field activations and marketing codes execution by subordinates.

Job Requirements

• Bachelor’s Degree in Pharmacy (B.Pharm), Pharmacology, or related Biomedical Sciences.
• Minimum of 4 years in pharmaceutical or nutraceutical sales, with at least 2 years managing institutional accounts or pharmacy chains.

Required Competencies & Skills:

• Strategic account management, and business development.
• Mastery of institutional procurement systems, public/private tender lifecycles, and compliance frameworks.
• Proven ability to negotiate high-stakes products listings, pricing tiers, and retail merchandising agreements.
• Elite communication skills to influence decision-makers at both medical and corporate executive levels.
• Competence in utilizing sales metrics, market data, and promotional ROI to make business-critical decisions
• Existing relationships with hospital procurement officers, health boards, and pharmacy chain category buyers.
• Strong negotiation, contract/tender management, team leadership, and data analysis.