Key Account Manager

Place in Organisation

The KAM reports to the National account manager – Modern trade (EPD). He/She works in tandem with other functions viz. Sales, Finance, Legal, Supply Chain, Marketing & Brands. He/she would assist the NAM of MT / Key Projects in handling the Abbott Pharma Portfolio in domestic chain pharmacies. He/she would also independently manage some special projects on business development in specific international markets.

Role & Responsibility

The Key Account Manager (KAM) will be responsible for managing and growing business with organized pharmacy chains through strong customer partnerships, flawless execution, and data‑driven account management. The role requires hands‑on experience with modern trade / chain pharmacies and exposure to international or export business, including coordination with cross‑border stakeholders where relevant.

The KAM will work closely with internal stakeholders across Sales, Marketing, Finance, Supply Chain, Legal, and to drive sustainable growth for the Abbott Pharma portfolio.

Key Responsibilities

Key Account & Customer Management

• Serve as the single point of contact for assigned pharmacy chain buying and commercial teams
• Build and sustain strong, long‑term partnerships through regular engagement and structured governance
• Understand customer business models, expansion plans, and category strategies

Sales Growth & Joint Business Planning

• Design, negotiate, and execute Terms of Trade (ToT) and Joint Business Plans (JBPs)
• Drive monthly, quarterly, and annual sales targets, market share, and profitability

Operational Excellence

• Ensure timely purchase order execution, order fulfillment, and collections
• Monitor fill rates, service levels, expiry management, and returns
• Manage and resolve debit / credit notes efficiently

Data, Analytics & Reporting

• Analyze data to generate insights and support decision‑making for accounts and leadership
• Support the NAM in performance reviews and strategic evaluations
• Strategic & Cross‑Functional Initiatives
• Support new channel exploration, pilots, and scalable partnerships

• Collaborate on international/export‑linked initiatives, where applicable, including alignment with regional stakeholders

Preferred Candidate Profile

Experience & Functional Skills

• Strong experience managing organized pharmacy chains / modern trade accounts
• Proven track record in key account management, JBP execution, and ToT negotiations
• Exposure to international or export markets (direct or indirect), including cross‑functional coordination
• Solid understanding of pharma sales and marketing dynamics (Rx & OTX preferred)

Capabilities & Behaviors

• Highly data‑driven, with strong analytical and insight‑generation skills
• Comfortable operating in fast‑paced, high‑pressure, and complex customer environments
• High business acumen with a strong orientation to numbers and outcomes
• Experience supporting new channel development and pilots
• Familiarity with digital marketing concepts and omni‑channel thinking
• Strong stakeholder management and communication skills
• Proficient in using spreadsheets and Powerpoint

Travel Requirement

• Role requires travel for approximately 5–7 days per month