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Associate Director - Key Account Management

Secunderabad, Telangana
Job Code:
  • Biotechnology & Science
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Job Details

Job DescriptionThis is a supervisory, professional position responsible for developing, reviewing and executing strategic marketing, business development activities for Key Account customers in the Chemical Medicines (Pharmaceutical) program unit for USP in the greater India region. The incumbent in this role will be involved in strategy development and evaluation, and will be responsible for customization of strategic planning, creation and execution of action plans for Key Accounts in the South Asian markets. The incumbent will be responsible for a deep understanding and assessment of customer needs, standards acquisition activities, evaluation of opportunities, new products / service Pilot/ Introduction & Launches, Market situation analysis for the key account in the greater India region. The incumbent will collaborate closely with the Strategic Customer Development function, the External Affairs function and the Market Intelligence and Analytics functions within SMEA in India and the Global marketing and science teams in the US, to fulfill the above responsibilities.Roles and ResponsibilitiesPeople Management and Leadership Lead the Key account function for the Chemical Medicines (i.e. Pharmaceuticals) segment, which comprises of approximately 70% of the current reference standards activity in USP India. Train, support, mentor and develop talent/team while driving results for the organization.Collaborate extensively and closely with the other three functions, within the Strategic Marketing and External Affairs (SMEA) department in USP India, namely - the Strategic Customer Development function, the External Affairs function and the Market Intelligence & Analytics function.Key Account Customer ManagementSupport Indias Annual Business Plan by incorporating relevant strategies and tactics for USPs products and services, for Key accounts in Chemical Medicines, developed in close collaboration with Global Strategic Marketing successfully implement the business plan for Key accounts in the greater India region.Implementation of Key Account management system. Create, establish, execute and monitor the Key Account Management processes, Develop a keen and comprehensive understanding/analytics of Key account Customer needs, create metrics, measure and report periodically report progress on all activities, lead generation to product/service usage and to drive efficiencies and ROI on all resources. Work with MIA function on the analytics. Identify opportunities for new business development to further the USP Mission. Conduct necessary research on product demand, price strategy etc. to support the business development. Develop strong and compelling business cases for new opportunities for USP, w.r.t. the key accounts and collaborate widely across USP to gain acceptance and gain approvals for new ideas/opportunities.Work closely with the channel partner thereby ensuring new business development and sustaining existing business. Responsible for the distributors performance for the key account segment. Develop customer contacts & build Relationships in QA, QC, Regulatory as well as CXO/CEO level relationships in the Key accounts.Work closely with SCD team on Pharmacopeial Education initiatives, lead the development of new curriculum based programs to respond to Key account customer need of skill enhancement. Identify Education Needs & work with SCD to develop Course Calendar and to Train & Guide Industry Analysts on effective use of USP Standards & Process (Teaching EUU & EURS).Work with SCD team to engage key account customers in USP Days, Exhibitions, Stakeholder meets, PE programs, workshops, user-forums. Advocate and promote USPs mission, products and services, Communicate & Update Key Accounts on standard setting activities. .Represent specific Industry Concerns/ Issues to USP.Work closely with the External Affairs team to support them on identifying, engaging and leveraging relationships with regulatory stakeholders, trade associations and industry bodies. Standards Acquisition (Donations)To lead the team to coordinate monograph acquisition and bulk acquisition activities from customers. Identify Potential sponsor organization. Approach established contact & identify key influencer/ decision maker. Match priority monographs list against customer product list .Identify Potential articles with due diligence of regulatory status & MARS check. Engineer donations of standards for new compendium by proactive identification of products & potential sponsors.Desired ProfileThe incumbent must fulfill the following criteria to be considered for this role1. Experience in Key Account Management, Sales and/or Marketing, Strategic planning and execution. Knowledge of change management. Experience in business development, identifying and framing opportunities. 2. Experience and ability to build strong relationships at a Senior Management/ CXO/CEO level within Key customers.3. Experience in Sales, Market and Customer analytics. Knowledge of structuring Key account management/sales processes, leading customer facing teams, setting goals and measuring results. Experience working with Channel partners. 4. Experience in planning marketing strategies and execution. Motivate teams to produce results and simultaneously manage several projects5. Experience of people management and career development of the team.6. Work requires a sharp, analytical mind-set, excellent written, verbal communication and presentation skills. Requires excellent interpersonal skills. Experience and ability to collaborate extensively, internally across various functions, within the region and with the global headquarters, in a highly technical environment. 7. Ability to travel extensively.8.B.Sc/M.Sc (Chemistry) and an MBA (Marketing) with minimum of 10-15 years of Key Account Management, Sales, Marketing or Business development experience in pharmaceutical or allied pharmaceutical industry.
Degree: MBA/ PGDM

Additional Degree: B.Sc. (Science)

Experience: 10-15


Sales/Business Development
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