Key Account Manager – Hospital Channel (South India)

About the role

Danone is seeking a Key Account Manager to lead its hospital channel business in South India. The role focuses on government teaching institutions, private hospitals and corporate chain hospitals, driving growth of the Danone Specialized Nutrition (SN) portfolio.

Key responsibilities

• Develop customer intelligence and identify decision‑making units in key hospitals.
• Build and maintain stakeholder relationships across national, regional and government accounts.
• Collaborate with cross‑functional teams to implement account engagement plans and identify opportunities or threats.
• Lead strategic negotiations with key stakeholders to secure inclusion of Danone SN products in hospital formularies.
• Implement trade terms in line with market commercial policy.
• Coordinate with Trade Sales, ELN and HA teams to integrate key account activities with overall business.
• Create and execute an annual key account plan for selected accounts.
• Facilitate participation in tender processes for ELN and HA categories through the Sales Development Team.

Required profile

• Proven experience managing key accounts within the hospital or healthcare channel.
• Strong ability to build relationships with senior decision‑makers and navigate complex organizational structures.
• Excellent negotiation skills and commercial acumen.
• Capability to work cross‑functionally with sales, marketing, medical affairs and finance teams.
• Strategic mindset with a focus on long‑term partnership development.

Required skills

What we offer

• Opportunity to lead a strategic business unit within a global nutrition leader.
• Collaborative environment with cross‑functional support.
• Exposure to a diverse portfolio of health‑focused products.