Experience: 10+ Yrs
Industry: Pharma / Medical Devices / Healthcare
Location: Multiple Regions (North / South / East / West India)
Role Summary
The Regional Key Account Manager (RKAM) will be responsible for managing and expanding strategic relationships with key hospitals, institutional buyers, distributors, and large healthcare networks within the assigned region. The role focuses on driving regional revenue growth, strengthening customer partnerships, and ensuring effective implementation of sales and market development strategies.
Key Responsibilities
Develop and manage relationships with key hospitals, ophthalmology centers, institutional customers, and distributors within the region.
Identify and onboard new institutional accounts and strategic partners.
Ensure high levels of customer satisfaction and long-term partnerships.
Achieve regional sales targets for assigned key accounts.
Drive product adoption and increase market penetration within institutional accounts.
Monitor sales performance and prepare regional forecasts.
Develop regional strategies to expand presence in key healthcare institutions.
Identify business opportunities for new product introductions.
Support tender participation and institutional procurement processes.
Work closely with regional sales teams, marketing, product management, and supply chain to ensure smooth execution of sales strategies.
Coordinate with distributors and channel partners to strengthen market reach.
Track competitor activities, pricing trends, and market dynamics.
Provide insights to management for improving product positioning and pricing strategies.
Conduct regular meetings with key stakeholders such as hospital management, procurement heads, and clinicians.
Support clinical education programs, product demonstrations, and workshops.
Maintain accurate CRM records and account plans.
Provide periodic reports on sales performance, pipeline opportunities, and account development.
Educational Qualification
Bachelor s degree in Science / Pharmacy / Optometry / Biomedical / Life Sciences
MBA in Marketing / Healthcare Management preferred.
Experience Requirements
Experience in sales or key account management in pharma, ophthalmology, or medical devices.
Proven experience managing institutional sales or hospital accounts.
Experience working with regional distributors and large healthcare networks.
Key Competencies
Strategic Account Management
Relationship Building & Negotiation
Sales Planning & Forecasting
Market Analysis
Stakeholder Management
Business Development
Communication & Presentation Skills
Key Performance Indicators (KPIs)
Regional revenue growth from key accounts
Number of new institutional accounts acquired
Key account retention and satisfaction levels
Market share growth in the assigned region
Successful participation in institutional tenders
Regional KAM • Kolkata, West Bengal, India
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