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.