Key Account Manager- ModernTrade

Reporting to: Head – Modern Trade/eCommerce

Education: MBA, Bachelor’s degree in Business, Pharmacy, Life Sciences, or a related field

Experience:  5+ years of experience in key account management (including E-commerce), sales, or business development in the pharmaceutical or healthcare industry.

Location: Sun House, Mumbai

At Sun Pharma, we commit to helping you “Create your own sunshine”— by fostering an environment where you grow at every step, take charge of your journey and thrive in a supportive community.

Are You Ready to Create Your Own Sunshine?

As you enter the Sun Pharma world, you’ll find yourself becoming ‘Better every day’ through continuous progress. Exhibit self-drive as you ‘Take charge’ and lead with confidence. Additionally, demonstrate a collaborative spirit, knowing that we ‘Thrive together’ and support each other’s journeys.”

Job Decsription: 

We are seeking a results-driven Key Account Manager (KAM) to manage and grow relationships with our major pharmacy and E-commerce accounts. The ideal candidate will be responsible for developing strategic partnerships, driving sales growth, and ensuring seamless account management for key accounts.

Role and Responsibilities

• Account Management & Business Development

  • Develop and maintain strong relationships with key Modern Trade and E-commerce accounts.
  • Drive business growth by identifying and leveraging new opportunities within existing accounts.
  • Negotiate long-term agreements and annual business plans with key clients.
  • Ensure smooth order processing, supply chain coordination, and timely product availability.

  Sales & Revenue Growth

  • Achieve assigned sales targets and profitability goals for key accounts.
  • Monitor and analyse sales performance, market trends, and competitive activities to optimize strategies.
  • Work closely with internal teams (marketing, supply chain, regulatory) to align business objectives and deliver value-added solutions to customers.

  Customer Relationship Management

  • Act as the primary point of contact for key accounts, ensuring high levels of customer satisfaction and engagement.
  • Develop and execute Joint Business Plans (JBP) with customers to enhance partnerships.
  • Address client concerns and resolve issues in a timely manner.

  Market Intelligence & Reporting

  • Track competitor activities, pricing strategies, and market developments to refine business approaches.
  • Provide regular reports and insights on account performance, sales trends, and opportunities.
  • Collaborate with cross-functional teams to drive strategic initiatives.

  E-comm Marketing & Visibility:

  • Develop and implement best-in-class content across Ecomm platforms
  • Lead on-app campaigns to drive impressions, CTR, ATC etc
  • Leverage platform tools for merchandising and advertising.

  Reporting & Analysis:

  • Track KPIs like GMV, ROI, conversion rates, and customer feedback.
  • Prepare weekly/monthly performance reports and present insights to leadership.

Competency requirement

• Industry Knowledge: Strong understanding of the pharma supply chain, distribution models, and regulatory landscape.
• Excellent negotiation, communication, and relationship-building skills.
• Analytical Ability: Proficiency in data analysis, sales forecasting, and strategic planning.
• Comfortable using CRM software, sales analytics tools, and Microsoft Office Suite.
• Prior experience handling large pharmacy chains, hospital networks, or institutional accounts.
• Knowledge of market dynamics in prescription, OTC, and generic drug segments.
• Exposure to trade marketing and category management strategies in pharma retail.