Key Account Manager -Service (Permanent) (Hyderabad)

Trikona Pharmaceuticals; Hyderabad; On-site; INR 1,800,000 - 2,600,000; Full time

Job summary

Trikona Pharmaceuticals seeks an Institutional Sales cum KAM Manager to lead head-office relationships with corporate hospital chains, private medical groups, and buying hubs. The role bridges marketing strategy and field execution, designing corporate policies, securing formulary approvals, and driving high-value institutional revenue growth.

The candidate will manage top-tier accounts, negotiate central rate contracts, and ensure compliance across regional units, while collaborating with

Qualifications

• MBA or Post Graduate Degree in Pharma Management is highly preferred.
• Experience: 5 to 8 years in pharmaceutical institutional sales or key account management.
• Experience managing large corporate hospital chains at regional or national level is desirable.
• Strong understanding of hospital procurement processes, tender management, and margin structures.

Responsibilities

• Head-office anchor for top-tier corporate hospital accounts; develop annual account plans and map decision-makers.
• Establish central rate contracts, price structures, and commercial agreements with margin guidelines.
• Drive formulary inclusion and preferred-partner status for the company portfolio across hospital networks.
• Collaborate with medical affairs and brand marketing to build data-driven value propositions for hospital therapeutics committees.
• Liaise with KAMs to ensure seamless execution of central contracts and campaigns.

Skills

Commercial acumen

Relationship building

Negotiation

Forecasting

KAM management

Hospital procurement

Education

MBA in Pharma Management

Job description

Institutional Sales cum KAM Manager Corporate Hospitals Position Overview

Sales & Marketing / Institutional Business
Report To: Head of Marketing
Corporate Head Office
Position Type: Full-Time

The Institutional Sales cum KAM Manager will be responsible for managing the on field KAMs, building, maintaining, and expanding strategic relationships with major corporate hospital chains, private medical groups, and buying hubs. Operating from the Head Office, this role bridges marketing strategy and field executiondesigning corporate commercial policies, securing formulary inclusions, and driving high-value institutional revenue growth.

Strategic Account Management & Governance

Serve as the primary head-office anchor for top-tier corporate hospital accounts (e.g., Formulate and execute comprehensive annual account plans, mapping out decision-makers, procurement cycles, and growth opportunities.

Establish central rate contracts, price structures, and commercial agreements in alignment with corporate margin guidelines.

Formulary Inclusion & Portfolio Expansion

Drive head-office level negotiations to secure listing and preferred-partner status for the company's portfolio (acute, chronic, and premium specialized segments).

Collaborate with the medical affairs and brand marketing teams to build data-driven, clinical value propositions tailored for hospital therapeutics committees.

Monitor ongoing compliance with central agreements across all regional hospital branches.

Cross-Functional Execution & Field Alignment

Liaise closely with Key Account Managers (KAMs) to ensure seamless on-the-ground execution of central contracts.

Design and implement specialized medical networking campaigns and corporate "Doctor-Connect" initiatives to build brand advocacy among key opinion leaders (KOLs) and department heads.

Provide regional sales teams with the necessary data tools, commercial terms, and pitching frameworks for hospital-level execution.

Market Intelligence & Analytics

Track institutional sales performance, stock liquidation, and account-wise return on investment (ROI).

Analyze market trends, competitor pricing strategies, and hospital procurement shifts to proactively adapt head-office strategies.

Forecast product demand across key hospital networks to ensure supply chain continuity and minimize stock-outs.

Key Performance Indicators (KPIs)

• Achieving annual sales targets within assigned corporate hospital accounts.
• Formulary Inclusion Rate: Number of recent products successfully listed in major hospital formularies per quarter.
• Contract Compliance: percentage adherence to central rate agreements across regional hospital units.
• Account Retention & Expansion: Year-on-year growth of existing accounts and successful cross-selling of premium segments.

Experience & Qualifications

• Pharma + An MBA or Post Graduate Degree in Pharma Management (from institutions like NIPER, IIHMR, or equivalent) is highly preferred.
• Experience: 5 to 8 years of proven experience in pharmaceutical institutional sales or key account management, with at least 23 years managing large corporate hospital chains at a regional or national level.
• Commercial Acumen: Strong understanding of hospital procurement processes, tender management, margin structures, and rate contract negotiations.
• Relationship Building: Demonstrated ability to network with and influence C-suite hospital executives, procurement heads, and senior medical directors.
• Proficient in data-driven decision making, forecasting, and tracking account profitability.
• Communication: Exceptional negotiation, presentation, and collaborative skills to align head-office strategy with field-level execution.