Key Account Manager – Hospital Care

About the role

The Key Account Manager – Hospital Care will develop and execute strategic account plans for major corporate hospitals and institutions. Reporting to senior commercial leadership, the role focuses on driving growth through value‑based selling, building strong stakeholder relationships, and achieving sales targets while ensuring compliance with company policies and industry regulations.

Key responsibilities

• Develop and implement strategic account plans for assigned key hospitals and corporate accounts.
• Achieve monthly, quarterly and annual sales targets within the designated territory.
• Identify new hospital opportunities, expand existing business, and drive product adoption.
• Build and maintain relationships with KOLs, hospital administrators, purchase teams, pharmacists, microbiologists, intensivists, infectious disease specialists, anaesthesiologists and other key stakeholders.
• Conduct regular account reviews, monitor performance, and implement corrective actions as needed.
• Prepare state‑wise sales forecasts and maintain accurate CRM records, including the Must‑See List.
• Collaborate with Marketing, Medical Affairs, Supply Chain, Commercial Excellence, Finance and other internal teams to execute business plans.
• Ensure compliance with all company policies and industry regulations while interacting with healthcare professionals.
• Analyze account performance, track KPIs, and support Commercial Excellence with dashboards and reporting.
• Monitor competitor activities and market intelligence, and participate in sales meetings, training, product launches and development initiatives.

Required profile

• Bachelor’s degree in Science (Pharmacy, Life Sciences or equivalent); MBA preferred.
• Minimum 4 years of successful experience in hospital pharmaceutical sales.
• Proven track record managing corporate hospitals and institutional key accounts.
• Strong understanding of institutional selling and the hospital business environment.
• Knowledge of anti‑infective, critical‑care and hospital product portfolios is a plus.

Required skills