Key Account Executive

Key Accounts Executive KRAs Selection Criteria-

• Age - should be below 30 yrs.
• Qualification- B. Pharm, M. Pharm / MBA
• Experience - minimum 3-years in Pharma Hospital Sales
• Communication - excellent verbal and written English Communication and strong interpersonal skill.

The Key Accounts Executive Job Functions Are

• Generate and increase prescription demand and meet targets.
• Ensure product availability in Hospital Pharmacy.
• Meeting with Purchase Head, Unit Head and Pharmacist in Hospitals.
• Corporate/Semi corporate Hospital and A class MHs Coverage
• Update knowledge
• Sharpen the skills
• Reporting and Feedback
• Stockiest work

Generate And Increase Prescription Demand And Meet Targets

• Prepare customer list - MSL
• Identify core doctors
• Target brands to right doctors
• Ensure regular visits
• Effective detailing of the product
• Implementation of the strategies
• Effective utilization of inputs
• Effective demand management
• Identify new customers/Hospitals

Ensure product availability

• Once the prescription is generated, the product should be available with the entire chemists surrounding the prescribing doctors
• KAE should visit chemists at their convenient time
• Conduct Retail Chemist Prescription Audit
• Spot the right prescriber and ensure fast movement of products
• Check for slow moving products and take corrective action
• Personal order booking
• Ensure availability at corporate Hospitals
• Ensure availability at the stockists

Meeting with purchase head, Unit head, pharmacist in hospitals.

• Meet with unit heads to have healthy relationship to make the brand awareness by conducting campaigns and activities.
• Convince Purchase heads to make the product availability in pharmacies.

Corporate/Semi corporate Hospital and A class MHs Coverage

• Ensure the coverage of universe of Corporate and A class MHs.
• 100% Coverage of Hospitals in the assigned territory.

Update Knowledge

• KAE must constantly update knowledge on:

• Our product

• Medical aspects

• Competitors

• Territory

• Customers

Sharpen The Skills

• Communication skills
• Detailing
• Presentation
• Listening
• Probing
• Analysing
• Objection handling
• Closing the sale

Interpersonal Relationship Reporting and Feedback

• The reports that have to be submitted to the company on a periodic basis
• Must see list
• Monthly tour program
• Daily report
• Expense statement
• Secondary sales statement

Stockist work

• Maintain adequate stock
• Book orders
• Ensure timely supply to retailers
• Provide stock and sales statement

Chemist Visit

• KAE should visit chemists on regular basis and performed below activities:
• RCPA - Retail Chemist Prescription Audit
• RCI - Retail Chemist Inventory
• POB - Personal Order Booking
• Competitor activities information to reporting manager