Pharma Key Accounts Manager

Role Overview The Commercial Account & Channel Manager is responsible for driving sustainable revenue growth, market access, and channel effectiveness across both direct key accounts (open market / uni-branded portfolio) and indirect channels (distributor-led branded generics business). This role requires a balance of strategic account planning, commercial acumen, and hands-on execution, ensuring strong customer partnerships, optimized pricing strategies, and disciplined distributor management. The position plays a critical role in expanding market presence, strengthening trade relationships, and delivering against sales and profitability targets. Key Responsibilities 1. Strategic Key Account Management (Open Market / Uni-Branded Portfolio) Lead end-to-end management of assigned key accounts, including hospitals, clinics, pharmacy chains, and institutional buyers Develop robust account plans covering sales targets, assortment expansion, distribution objectives, and profitability improvement Drive account penetration and share-of-wallet growth through strategic engagement and tailored commercial initiatives Establish and maintain high-level stakeholder relationships (procurement, medical, operations, and commercial teams) Analyze account performance using sell-in/sell-out data to identify risks, gaps, and growth opportunities Ensure consistent execution of trade programs, agreements, and service-level expectations 2. Business Development & Market Expansion Identify and onboard new open-market accounts , expanding reach and availability of the portfolio Increase product listings and visibility across priority accounts and channels Lead execution of sell-in and sell-out programs , including promotions, bundling strategies, and account-specific activations Support new product introductions , ensuring strong launch execution, distribution build-up, and early adoption Collaborate with cross-functional teams (Marketing, Medical, Supply Chain) to align commercial initiatives with overall brand strategy Provide market intelligence and customer insights to refine go-to-market approaches 3. Pricing & Commercial Strategy Execution Develop and recommend account-specific pricing strategies, discount structures, and trade terms within company guidelines Ensure alignment between pricing strategy and profitability targets , balancing volume growth with margin protection Monitor market pricing trends, competitor movements, and channel dynamics to inform tactical decisions Lead commercial negotiations with key accounts, securing favorable and sustainable agreements Enforce pricing discipline across accounts and channels, minimizing leakages and inconsistencies 4. Distributor & Channel Management (Branded Generics Portfolio) Manage and develop distributor partners to ensure strong market coverage, availability, and execution excellence Drive joint business planning (JBP) with distributors, including target setting, growth strategies, and investment priorities Conduct regular business reviews to evaluate sales performance, stock levels, receivables, and operational KPIs Strengthen distributor accountability on forecasting accuracy, inventory management, and sell-out performance Ensure strict adherence to pricing policies, discount structures, and trade marketing programs Identify capability gaps and work with distributors to improve field execution, coverage, and reporting quality 5. Performance Management, Forecasting & Reporting Deliver accurate sales forecasts, demand plans, and pipeline visibility across accounts and distributors Track and analyze KPIs including revenue growth, distribution reach, account profitability, and program effectiveness Utilize CRM and analytics tools to maintain data-driven account management and decision-making Prepare and present business reviews, performance reports, and strategic recommendations to internal stakeholders Continuously identify opportunities to improve commercial efficiency and channel productivity Qualifications & Experience Bachelor's degree in Business, Marketing, Pharmacy, or a related discipline Minimum 3–5+ years of relevant experience in: Key account management Pharmaceutical, healthcare, or FMCG commercial roles Distributor-led or multi-channel sales environments Proven track record in managing key accounts and driving revenue growth Experience in handling pricing, trade terms, and commercial negotiations Exposure to open market channels and/or institutional accounts is highly advantageous Strong working knowledge of Excel, PowerPoint, and CRM/reporting systems Core Competencies Commercial Acumen: Strong understanding of pricing, margins, and channel economics Negotiation & Influence: Ability to secure favorable terms while maintaining long-term partnerships Account Management Excellence: Structured approach to planning, execution, and performance tracking Analytical Thinking: Ability to translate data into actionable business insights Stakeholder Management: Effective engagement across internal teams and external partners Execution Discipline: Strong follow-through and ability to manage multiple priorities in a dynamic environment