Key Account Manager Anti-Infectives

Job Title: Key Account Manager Anti-Infectives (IC Role)

Department: Sales & Commercial (Prescription Division)

Reports To: Regional Business Manager

Job Location / Headquarters:

• Chennai
• Kolkata
• Mumbai
• Hyderabad

Job Purpose

The Key Account Manager (KAM) for the Prescription Business will be responsible for driving field sales, market share, and prescription volumes for the Anti-Infectives portfolio within a designated territory. The role focuses on building strong scientific partnerships with high-prescribing clinicians (KOLs), managing specialized clinic setups, and working closely with premium trade partners to ensure seamless product availability.

Key Responsibilities

1. Prescription Generation & Doctor Engagement

• Achieve and exceed monthly, quarterly, and annual prescription and sales targets for the anti-infectives portfolio.
• Identify, map, and regularly meet top-tier Key Opinion Leaders (KOLs) and high-prescription
• Deliver highly effective, scientific, and evidence-based product presentations tailored to the clinicians specific patient profile and therapy needs.

2. Strategic Account Management & Territory Planning

• Segment and prioritize the territory's doctor database to optimize call frequency and maximize ROI on marketing investments.
• Design and execute tailored scientific engagement programs, clinical round-table meets, and patient awareness campaigns in coordination with the Marketing and Medical Affairs teams.
• Analyze prescription trends, tracking new adoptions and shifting competitor dynamics to proactively adjust field strategies.

3. Trade Channel & Stockist Management

• Collaborate with key stockists, hospital attached-pharmacies, and prominent retail chemists to ensure 100% availability of the prescription portfolio, preventing any liquidation gaps.
• Monitor stock levels across trade channels to ensure fresh inventory is available, especially during seasonal peaks for anti-infective prescriptions.

4. Compliance & Market Intelligence

• Maintain accurate reporting of daily field activities, doctor feedback, and competitor campaigns using CRM tools.
• Ensure all field interactions and promotional activities strictly adhere to organization policies and healthcare compliance guidelines.

Qualifications & Experience

Education:

• Bachelors degree in Pharmacy (B.Pharm), Life Sciences (B.Sc.), or a related field.
• An MBA in Sales & Marketing is an added advantage.

Experience:

• 36 years of experience in pharmaceutical prescription sales.
• Strong preference for candidates with a proven track record of handling Anti-Infectives, Antibiotics, or Acute Care portfolios.
• Established relationships with leading consulting physicians and key trade partners within the assigned territory.

Core Competencies & Skills

• Scientific & Product Knowledge: Strong understanding of anti-infective molecules, therapeutic indications, dosage regimens, and competitive advantages.
• Impactful Detailing: Excellent communication and detailing skills to capture busy clinicians' attention and change prescription habits.
• Relationship Management: Exceptional interpersonal skills to build trust and long-term rapport with the medical community.
• Territory Acumen: Solid understanding of local trade operations, stockist networks, and chemist substitution dynamics.