Key Account Manager ( Hospital Care )

Description The Key Accounts Manager will own end-to-end engagement with designated major hospital accounts and KOLs/KBLs to grow revenue, secure formulary/access, and convert opportunities. This role requires strategic account planning, cross-functional coordination, execution excellence, and data-driven performance management to meet monthly, quarterly and annual targets.

Essential functions

• Manage overall relationship with assigned key accounts; ensure value-selling and sustained account growth.

• Achieve monthly, quarterly and annual sales targets for the assigned segment and territory.

• Develop and execute account plans: forecast state-wise, map efforts to outcomes, and implement conversion pipelines.

• Drive new hospital entries, conversions, and expansion within corporate accounts.

• Monitor competitor activity and anticipated barriers; secure access and share-of-wallet.

• Build and maintain relationships with decision makers and influencers; engage KOLs/KBLs per compliance guidelines.

• Track and report account performance; design and deploy KPIs and dashboards for executive reviews.

• Use CRM/salesforce automation to maintain Must-See List (MSL), update uncovered doctors, and capture customer insights.

• Solicit and act on customer satisfaction feedback; investigate and resolve dissatisfaction.

• Support commercial excellence with channel performance reporting and execution analytics.

Additional responsibilities

• Collaborate with cross-functional teams (marketing, medical, supply chain, finance) to ensure product availability and successful account initiatives.

• Provide regular market and competitor intelligence to the regional team.

• Participate in and lead presentations, tenders, and contract discussions as required.

• Ensure compliance with company policies and industry regulations in all external engagements.

• Mentor/support junior field staff when required.

Qualifications / Education / Experience / Skills

• Education: Bachelor’s degree in Science or equivalent; MBA preferred.

• Experience: Minimum 3+ years of successful hospital sales/business development experience, with proven handling of hospital key accounts in pharma/medical.

• Skills & competencies:

  • Strong account management and value-selling capabilities.

  • Demonstrated ability to build stakeholder relationships (KOLs, procurement, hospital management).

  • Sales forecasting, pipeline development and conversion planning skills.

  • Analytical mindset; skilled with sales reporting platforms, CRM (Salesforce) and data analytics.

  • Excellent verbal and written communication and presentation skills.

  • Ability to work independently, manage multiple priorities, and perform under pressure.

  • Cross-functional collaboration experience and compliance-focused approach.

  • Entrepreneurial mindset, strong critical thinking and problem-solving skills.

Location / Travel

• Territory-based role; travel to hospitals and key accounts as required.

Compensation & targets

• As per company policy and role grade; tied to achievement of defined monthly/quarterly/annual sales targets