Hospital Business Manager – Government Institutional Sales | Cipla | Delhi NCR

Job Description

Role:

• Manager Market Access is responsible for maximizing business opportunities in the  Reimbursement for Cipla Limited brands in India.
• The role holder is responsible for managing the key accounts in the reimbursement sector and in including management of the overall commercial performance of the institutional business and developing key relationships.
• He/she is responsible for working with the sales team and cross-functional Cipla stakeholders to ensure an appropriate level of support for an account, including the identification and development of additional revenue opportunities.

Roles and Responsibilities

Develop the strategic plan for institutional sales in the Reimbursement accounts for the region by taking a short-, mid-and long-term view of the business 

• Conduct sales analytics for the entire region for Reimbursement institutional sales to help draw out trends that impact future business plans and provide inputs to the business manager for driving growth
• Track tenders released by Reimbursement accounts and collaborate with institutional teammates to respond in a timely manner
• Stay updated about changes in terms and conditions, criteria for selection of products, and competitor mapping with public bodies like Health Ministry – Secretary and Joint Secretary (Health), CGHS Directorate, Board Members of Railways, Director General Armed Force Medical Store, Medical Commissioner, ESIS and international agencies helping state-wise purchase
• Create awareness of scientific differentiation of Cipla Limited brands so that we are included in the e preferred list of products for the accounts managed
•   Monitor the progress of accounts managed and evolve action plans as appropriate (monitor account contacts, plan execution, profit, value, volume growth, and market share)

Identify the decision-making and influencing network (within and those impacting the accounts) for the Reimbursement bodies identified within the region 

• Develop/maintain effective relationships with national, regional, or local bodies/government officials and any other key stakeholders and decision-making authorities within prioritized accounts
•  Provide key account/customer insights to the marketing and strategy teams to help them co-create the marketing / strategic plan for Reimbursement
• Communicate account information, competitor information, and value proposition (insights) to the commercial team
• Coordinate with the distribution team to ensure the availability of products as per the account plans
• Demonstrate analytical skills to understand the formularies of accounts and create a penetration plan for formulary inclusions

Liaise with internal medicine and marketing teams for conducting scientific meetings at accounts

Create account mapping dockets and penetration plans for the assigned accounts

Conduct scientific studies in coordination with the medical team

Desired Candidate Profile

• 3-7 years of experience in Key Account Management – Market Access
• Pharmaceutical sales experience in Govt Institutions
• Age: less than 38 yrs.

Interview Preparation:

Interview Questions – Medical Representatives

Role & Responsibilities of Medical Representative