National Key Account Manager

India, Maharashtra, Mumbai

Role and Responsibilities:
The primary function of a National Key Account Manager is to build customer relationships. On a broader level the responsibilities will be related to customer service, sales, marketing and public relations and to be the "face" of a company and help bring in new business and retain existing customers. The designated person also has an objective of raising awareness among / across the internal (Roche) team.
Business Strategy and Planning:
  • Plan the strategy for designated Key Accounts for the current year as well as for long term (3-5 years) to substantially increase share of business in the key accounts segment.
  • Build Strategy in conjunction with the sales, service and marketing team to persuade customers to switchover Roche solutions.
  • Drive Profitable growth.
  • Plan Marketing Budget.
  • Responsible for complete customer mapping. Eg: Identify stakeholder, span of business and business potential.
  • Plan on new initiative for Business growth.
Execution of Strategy & Management:
  • Lead and direct the team to achieve the goals (should have the capability – future requirement)
  • Manage customer relationship directly as well as indirectly through the sales force
  • Responsible for entire KOL management
  • Plan and implement “Stakeholder Management”
  • Ensure existing customers have their needs met and regularly renew contracts with the company
  • Responsible for Information Management and reporting pertinent data with Business Unit Head on quarterly and annual basis
  • Responsible for educating colleagues and customers on latest product or service information
  • Responsible to schedule new leads, number and location of client visits and statistics on sales calls and follow-up visits of the KAM team. These data will help the KAM team set its strategic direction
  • Continuous relationship with key accounts and upsell on new products or service
  • Responsible for Team Management and Development
  • Responsible for coaching the team, providing timely feedback and conduct performance appraisals.