Key Account Manager

Merck Sharp & Dohme (MSD); Rajkot; On-site; INR 900,000 - 1,300,000; Full time

Job summary

Merck Sharp & Dohme (MSD) is seeking a Key Account Manager in India to efficiently manage the therapy area by reaching out to doctors, increasing product awareness, and answering queries. The role focuses on customer focus, industry knowledge, and planning call frequency while visiting targeted physicians as per the coverage list.

The Sales team supports healthcare providers with clinical information, education, and resources to help meet patient goals in the community.

Responsibilities

• Identify key medical practitioners and prioritize coverage.
• Plan frequency of calls and visit doctors per coverage list.
• Deliver sales presentations based on customer needs.
• Develop new business opportunities in therapy area.

Skills

Therapy product knowledge

Customer-focused selling

Communication skills

Strategic account management

Job description

Key Account Manager is responsible for Efficiently manage the therapy area by effectively reaching out to customers and increases product awareness, answer queries and introduce new products. Also responsible for Customer Focus and have industry knowledge and schedule and plan the frequency of calls and personally visit the targeted doctors as per agreed coverage list.

Our Sales team support our customers by providing clinical information about products, educational information, clinical training programs and resources.

We support healthcare providers and healthcare systems meet 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.

Responsibilities

Customer Focus and Coverage

• Proficient with the therapy and product related features/benefits including scientific information thereto, so as to effectively communicate with the medical doctors 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 prioritize for the purpose of systematic customer coverage so as to generate maximum prescription sales for the company s range of products as per business plan.
• Schedule and plan the frequency of calls and personally visit the targeted doctors as per 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.
• Utilize customer focused selling techniques (CSSP), continually assessing the knowledge of the customer and strategize to maintain high customer confidence and customer knowledge of company products.
• Maintain current, approved protocol (CSSP) and promotional materials to be included in sales presentation/ detailing.
• Contact customers on regular basis and deliver informative sales presentations based on customers need.
• Constantly explore opportunities to develop new business within assigned therapy area.

Sales Performance & Results

• Achieve and exceed the sales targets on a consistent basis through effective implementation of the sales promotion strategies and follow-up initiatives.
• Specialist in the product knowledge, therapy knowledge and detailing skills so as to enhance productivity levels as expected by the Company.
• Carry out Product Visibility and such ancillary or incidental activities related to the Products of the Company or Products of any other Company as may be 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 assigned therapy area.

Planning & Sales Performance Management

• Tactically plans to generate tertiary demand generation
• Plans and executes field working as per approved tour programmes so as to cover all stakeholders as per decided frequency
• Takes follow-up initiatives on feedback and customer service requirements.
• Handles special product campaigns, new product launch campaigns as per Company s plans.
• Covers the Nursing homes, clinics and hospitals as per agreed coverage requirements
• Collects data on annual budget for medicines, mode of purchase, rate contract/tendering etc. as may be required and takes initiatives to tap these business growth avenues.
• Assists in the collection of receivables, as per company policy.

Key Account Management

• To nurture strategic relationships with top accounts, so a KAM must possess an in-depth knowledge of the company and its customers.
• KAMs need to have a strategic perspective that goes beyond short-term gains. They must be able to 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 meeting and conventions.
• Conducts group meetings, medical education camps, speaker programmes as may be necessary from time to time for assigned therapy area.
• Guides and helps other team members within therapy area to design and execute scientific activities as per experience.

Coaching and supervision

• Actively participate in training, orienting and handholding the new comers
• To be a Mentor to the Trainees, probationers and freshly inducted sales professionals in the assigned therapy area.
• Expert in the therapy area and constantly providing guidance and coaching to TMs and STMs as per need.
• To sanction leave of the sales professionals, as per company procedure.

Disclaimer: This job posting has been aggregated from external source. Role details, content, and availability are subject to change. Applicants are advised to confirm the latest information directly on the company website before applying.