Key Account Manager

Merck Gruppe - MSD Sharp & Dohme; Bhubaneswar Municipal Corporation; On-site; INR 8,00,000 - 12,00,000; Full time

Job summary

A global biopharmaceutical company is seeking a Key Account Manager in Bhubaneswar to manage customer relationships and drive sales in oncology. The ideal candidate will have over 5 years of relevant experience and strong communication skills. You will be responsible for effectively reaching out to healthcare providers, increasing product awareness, and executing strategies to achieve sales goals.

Qualifications

• 5 or more years of relevant experience, minimum 3 years in oncology sales.
• Proven experience in articulating data-driven findings.
• Strong product knowledge and adaptability.

Responsibilities

• Manage therapy area by reaching out to customers and increasing product awareness.
• Identify key medical practitioners and prioritize systematic customer coverage.
• Tactically plan and execute field working as per approved programmes.

Skills

Account Management

Oncology Sales

Communication

Relationship Management

Customer Experience Management

Education

Degree in Sciences / B Pharm / Equivalent

Job description

Key Account Manager

Key Account Manager is responsible for efficiently managing the therapy area by effectively reaching out to customers, increasing product awareness, answering queries, and introducing new products. Also responsible for customer focus, having industry knowledge, scheduling and planning the frequency of calls, and personally visiting the targeted doctors as per the agreed coverage list.

Based in Mumbai, named one of the Best Companies for Women in India by Avatar, 2019, 2020 and 2021.

Join the premier biopharmaceutical company that has been in Asia Pacific for over 60 years.

Our sales team supports our customers by providing clinical information about products, educational information, clinical training programmes and resources. We support healthcare providers and healthcare systems in meeting the goals of the patients in their communities.

Your role at our organization is integral to helping the world meet new breakthroughs that affect generations to come, and we’re counting on your skills and inventiveness to help make meaningful contributions to global medical advancement.

WHAT YOU WILL DO

Key Responsibilities

Customer Focus and Coverage

• Proficient with the therapy and product related features/benefits, including scientific information, so as to effectively communicate with physicians and handle product related customer queries.
• Actively participate in identifying key and potential medical practitioners and specialists in the respective therapeutic segment in the assigned territory, and prioritise for systematic customer coverage to generate maximum prescription sales for the company’s range of products as per the business plan.
• Schedule and plan the frequency of calls and personally visit the targeted doctors as per the agreed coverage list. Call on the chemists, wholesalers as the case may be to track in‑market sales of the products, booking of orders to ensure timely and adequate availability of products to meet market demand.
• Utilise customer‑focused selling techniques (CSSP), continually assess the knowledge of the customer and strategise to maintain high customer confidence and knowledge of company products.
• Maintain current, approved protocol (CSSP) and promotional materials to be included in sales presentation/detailing.
• Contact customers on a regular basis and deliver informative sales presentations based on customer need.
• Constantly explore opportunities to develop new business within the assigned therapy area.

Sales Performance & Results

• Achieve and exceed the sales targets on a consistent basis through effective implementation of sales promotion strategies and follow‑up initiatives.
• Be a specialist in product knowledge, therapy knowledge and detailing skills to enhance productivity levels as expected by the company.
• Carry out product visibility and ancillary or incidental activities related to company product or other product as decided from time to time, in accordance with any arrangement or agreement entered into by the company with such other company.
• Explore opportunities to develop new businesses within the assigned therapy area.

Planning & Sales Performance Management

• Tactically plan to generate tertiary demand generation.
• Plan and execute field working as per approved tour programmes to cover all stakeholders as per decided frequency.
• Take follow‑up initiatives on feedback and customer service requirements.
• Handle special product campaigns, new product launch campaigns as per company plans.
• Cover nursing homes, clinics and hospitals as per agreed coverage requirements.
• Collect data on annual budget for medicines, mode of purchase, rate contract/tendering etc. as may be required and take initiatives to tap these business growth avenues.
• Assist in the collection of receivables, as per company policy.

Key Account Management

• Nurture strategic relationships with top accounts, so a KAM must possess in‑depth knowledge of the company and its customers.
• KAMs need to have a strategic perspective that goes beyond short‑term gains. They must juggle many moving parts and orchestrate deals and long‑term plans that align with a mutually beneficial strategy.

Communication Meets

• Actively participate in cycle meetings, periodic sales & marketing meetings and conventions.
• Conduct group meetings, medical education camps, speaker programmes as may be necessary from time to time for the assigned therapy area.
• Guide and help other team members within the therapy area to design and execute scientific activities as per experience.

Coaching and Supervision

• Actively participate in training, orienting and hand‑holding new comers.
• Mentor trainees, probationers and freshly inducted sales professionals in the assigned therapy area.
• Expertise in the therapy area and constantly provide guidance and coaching to TMs and STMs as per need.
• Sanction leave of sales professionals as per company procedure.
• Liaise with stockists and distributors in connection with customer service requirements; provide guidance and coaching to TMs as per need.
• Approve claims up to prescribed limits of authorized stockists, distributors, retailers in respect of breakages, date expiry, spoilage etc. after due verification. For larger claims, provide accurate and vital inputs to management for appropriate action.

Company, Industry & Product Knowledge

• Demonstrate above average knowledge of all company marketed products, disease, therapy area, competitor products, promotional strategies and objectives. Develop a clear understanding of the company’s SOPs and protocols pertaining to the area of work.
• Imbibe guidelines pertaining to adverse event reporting and take prompt action in compliance with the requirements.

Market Analysis

• Maintain quality customer list, current profile of assigned key accounts, key influencers & clinical thought leaders.
• Execute marketing strategies in consonance with marketing guidelines.
• Collect market intelligence, conduct market surveys, participate in special projects etc.
• Actively seek and display knowledge of key customers in territory and therapy area.

Building Relations

• Lead the scientific engagement of key stakeholders within the therapy area to establish a leading corporate image.
• Develop and maintain strong relationships with customers and build up a healthy rapport with them.
• Work collectively with other team colleagues in arranging speakers, displays, special programmes and CMEs to meet the educational needs of customers.

Distribution & Resource Allocation

• Ensure adequate inventory level with trade partner and take prompt actions to prevent date expiry of products.

Adherence to Internal Tools & Processes/ Administration /Values

• Ensure timely submission of daily call report, sales documents, feedback reports, expense reports and other administrative duties completed accurately and timely.
• Adhere and demonstrate leader behaviours.
• In the discharge of responsibilities, undertake any other jobs as may be assigned by management from time to time.

WHAT YOU MUST HAVE

• Degree in Sciences / B Pharm / Equivalent
• 5 or more years of relevant experience (minimum 3 years of experience in oncology sales)
• Proven experience in articulating data‑driven findings to various audience levels and translating them into actionable recommendations.

Required Skills

Account Management, Adaptability, Bidding Process, Communication, Contract Management, Customer Experience Management, Data‑Driven Marketing, Demand Generation, Healthcare Education, Hospital Experience, Marketing Capabilities, Oncology Sales, Operational Delivery, Product Knowledge, Project Planning, Relationship Management, Sales Operations, Sales Process Management, Strategic Planning

Preferred Skills

Current Employees apply

Employee Status: Regular

Relocation:

VISA Sponsorship:

Travel Requirements:

Flexible Work Arrangements: Not Applicable

Shift:

Valid Driving License:

Hazardous Material(s):

Job Posting End Date: 12/1/2025

*A job posting is effective until 11:59:59PM on the day BEFORE the listed job posting end date. Please ensure you apply to a job posting no later than the day BEFORE the job posting end date.

Requisition ID: R371662