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PUBLIC ACCOUNTS HEAD

PUBLIC ACCOUNTS HEAD

ConfidentialDelhi
30+ days ago
Job description

Strategic Planning & Business Development :

  • Develop and execute a national strategy to grow institutional business with government entities such as central (CARE Accounts) and state accounts, public hospitals and PSUs.
  • Identify new business opportunities, assess market trends, and establish partnerships with key stakeholders in the government healthcare sector.
  • Work closely with internal functions (marketing, sales, regulatory, supply chain etc.) to align business objectives with institutional requirements.

Tender & Contract Management :

  • Lead the end-to-end process for government tenders, rate contracts, and bulk supply agreements.
  • Ensure timely submission of bids, compliance with regulatory requirements, and price competitiveness.
  • Monitor contract execution and fulfilment, resolving any operational challenges.

    • Key Account Management & Relationship Building :

  • Maintain strong relationships with key government officials, procurement officers, and decision-makers in health departments, public hospitals, and other institutional buyers.
  • Represent the company in government meetings, industry associations, and healthcare policy discussions.
  • Build trust and long-term partnerships to secure repeat business and preferred supplier status.
  • Creates and implements programs designed to build long-term relationships with Accounts
  • Develop deep understanding of the customer organization, structure, business strategy and priorities.

    • Revenue Growth :

  • Drive revenue based on assigned targets and ensuring profitability from institutional business.
  • Monitor and analyse performance, identify gaps, and implement corrective actions.
  • Leads negotiations, contracting, payment terms, formulary management and commercial agreements with government bodies / assigned Key Accounts

    • Regulatory & Compliance Management :

  • Ensure adherence to government procurement policies, pricing regulations, and statutory requirements.
  • Liaise with internal compliance and legal teams to navigate complex government regulations.
  • Stay updated on policy changes impacting pharmaceutical procurement in the public sector.

    • Cross-functional Collaboration & Operational Excellence :

  • Work closely with supply chain and logistics teams to ensure smooth product delivery and inventory management for government contracts.
  • Leads Account management teams and other assigned resources to develop and deliver Account business plans.
  • Collaborate with market access team functions to develop initiative catering to government healthcare programs.
  • Train and mentor the institutional team to enhance their effectiveness in handling government business.

    • People Management and Development :

  • Acts as mentor to other Key Account Managers and their first line managers by sharing best practices, inspiring and guiding them to accomplish common goals.
  • Builds team and foster a spirit of collaboration and mutual respect among team members.
  • Identify and nurture individual team members' talents and skills, as well as the capability to provide constructive feedback for improvement.

    • Qualifications

    Education :

  • Bachelor's degree in Pharmacy, Life Sciences, or Business Administration. MBA or equivalent is preferred.
  • Experience : 12-18 years in institutional sales / key account management, with a strong focus on government business in the pharmaceutical industry.
  • Industry Knowledge : Deep understanding of government procurement processes, tendering, and institutional business models in healthcare.

    • Skills :

  • Strong negotiation and relationship management skills.
  • Knowledge of government policies, pricing structures, and regulatory frameworks.
  • Ability to analyze market trends and drive data-driven decision-making.
  • Internal and External Stakeholder Management skills
  • Excellent communication, leadership, and strategic thinking abilities.
  • Capable of identifying, analyzing, and resolving work-related problems, making decisions that benefit everyone involved.
  • Must have the ability to organize workflow, delegate responsibilities, and ensure the completion of tasks within set timeframes.
  • Ability to set clear expectations, measure and monitor team member performance, and provide timely and useful feedback.
  • Understanding and handling own and others' emotions, demonstrating empathy, and building effective interpersonal relationships at work.
  • Able to manage individuals with diverse backgrounds and adapt management style to meet the needs of different individuals.
  • Ability to lead and manage change in a positive and inclusive manner.

    • Skills Required

    Tender Management, Key Account Management, Strategic Planning, Business Development

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