Key Accounts Manager - Public Channel - Trivandrum

About AstraZeneca

AstraZeneca is a global, science-led, patient-focused biopharmaceutical company that focuses on the discovery, development and commercialization of prescription medicines for some of the world’s most serious diseases. But we’re more than one of the world’s leading pharmaceutical companies.

Job Description

An exciting opportunity has arisen for a Key Account Manager (KAM) – Public Channel role. The purpose of this position is to support the achievement of AstraZeneca India business goals by implementing value-based solutions with designated Key Account customers in the Public Channel. The KAM is responsible for delivering business objectives across assigned government and institutional accounts, ensuring effective execution of account strategies, and contributing to AstraZeneca’s position as the preferred partner of choice within key public healthcare institutions. 

This role requires KAM to adopt a highly customer-centric approach, understand the unique needs of each account, identify access and business opportunities, and execute targeted plans in coordination with internal stakeholders. The KAM will play a critical role in driving formulary inclusion, access breakthrough, procurement progression, fulfilment follow-up, and liquidation within assigned accounts, while maintaining high standards of compliance, collaboration, and execution discipline. 

This role is a core field-based commercial position within the Public Channel team, with specific focus on Government Institutes and other designated institutional accounts. 

Key Responsibilities

• Manage assigned public channel accounts: Own business delivery across designated Government Institutes and institutional accounts in line with AstraZeneca’s objectives. 

• Drive account growth and access: Advance business opportunities through focused work on formulary inclusion, access breakthrough, procurement progression, and preferential brand uptake. 

• Execute account plans effectively: Develop and implement account-specific strategies aligned to customer needs, business priorities, and Public Channel goals. 

• Ensure business conversion: Support realization of business opportunities through disciplined follow-up on fulfilment, supply coordination, and liquidation. 

• Build strategic stakeholder engagement: Develop productive relationships with key decision-makers and influencers across government and institutional accounts. 

• Enable cross-functional execution: Work collaboratively with internal stakeholders to ensure timely and effective delivery of account priorities. 

• Strengthen market competitiveness: Use customer, policy, market, and competitor insights to improve account execution and business performance. 

• Maintain compliant and professional conduct: Deliver all activities with integrity, strong communication, and alignment to AstraZeneca policies and external regulations. 

Typical Responsibilities

• Map and engage stakeholders: Identify relevant decision-makers, procurement contacts, formulary influencers, administrators, and other stakeholders within assigned accounts. 

• Assess customer needs and account dynamics: Gather insights on account priorities, institutional processes, therapy needs, and business potential to inform account actions. 

• Develop account-specific action plans: Create practical plans for each account in coordination with Business Units and other internal teams. 

• Support formulary inclusion efforts: Track and progress opportunities related to listing, access, and inclusion of AstraZeneca brands within target institutions. 

• Follow procurement processes: Monitor account-level procurement pathways, tender-related requirements, and institutional purchase timelines. 

• Track orders, fulfilment, and liquidation: Follow up on order flow, supply status, stock movement, and liquidation progress to ensure business conversion. 

• Coordinate internal support: Liaise with Distribution, Finance, Medical, Sales, and other teams to resolve account issues and support execution. 

• Monitor external developments: Keep updated on government policy changes, competitor activity, market shifts, and institutional developments affecting assigned accounts. 

• Support negotiations within approved guidelines: Participate in compliant discussions related to pricing, sales terms, payment coordination, and account-specific business arrangements. 

• Communicate account updates clearly: Share progress, risks, opportunities, and execution needs with relevant internal stakeholders in a timely manner. 

• Contribute to team collaboration: Work constructively across functions and support a customer-centric, collaborative way of working. 

• Maintain personal effectiveness: Demonstrate clear communication, ownership, adaptability, and commitment to continuous learning. 

Reporting To

ZBM – Public Channel 

Qualifications

External Candidates

• Minimum Graduation / bachelor's degree in science is preferred. 
• Minimum 2 years’ experience as a KAM (Institutional Business), with overall sales experience of 7–8 years. 

For Internal Candidates

• Minimum Graduation / bachelor's degree in science is preferred. 
• Minimum 2 years’ experience in AstraZeneca, with overall sales experience of 5 - 7 years. 
• Candidates should not be under any disciplinary action or Performance Improvement Plan (PIP).

Languages

• Professional proficiency in English is required. Proficiency in Hindi and other relevant local languages is an advantage. 

Experience and Knowledge

The ideal candidate should possess strong knowledge of AstraZeneca’s brand portfolio and related therapeutic areas, especially Oncology. 

The candidate should demonstrate understanding and/or experience in: 

• Local institutional business and Government account dynamics

• Government policies relevant to pharmaceutical business

• Tender documentation and institutional procedures

• Key account business within Oncology and/or Immunology

• Field sales and account management

• Sales management exposure and understanding of field capability development

• Local pharmaceutical market, healthcare environment, customer landscape, and competition

• Current industry environment and likely future trends

• Commercial execution in institutional settings

Experience should reflect successful engagement in sales and key account businesses, particularly in Oncology franchises, with strong ability to work within complex public healthcare systems. 

Skills and Capabilities

The role requires strong interpersonal, organizational, and stakeholder management skills. 

The successful candidate should demonstrate: 

• Ability to communicate technical information effectively to diverse audiences at multiple levels within and outside the organization 

• Strong planning and execution discipline

• Good commercial understanding

• Negotiation and influencing capability

• Cross-functional collaboration

• Ability to interpret account needs and translate them into business actions

• High personal accountability and customer focus

• Comprehensive computer skills, including proficiency in Microsoft Office applications

Behavioral Expectations

The KAM is expected to operate with integrity, transparency, and professionalism in all interactions. The role requires a strong commitment to collaboration, reliability, and delivery on commitments. 

The incumbent should be customer-centric, execution-focused, and able to balance strategic thinking with operational follow-through. The KAM should actively seek to understand account needs, communicate openly, and contribute positively to team effectiveness. 

The role also requires adaptability, a learning mindset, and willingness to take on evolving business responsibilities within the Public Channel team. 

Compliance Expectations

The KAM must ensure that all activities are conducted in line with AstraZeneca policies, the Code of Conduct, and all applicable external regulations. All account interactions, pricing-related discussions, fulfilment coordination, and stakeholder engagement activities must be performed within approved and compliant boundaries. 

Why AstraZeneca?

At AstraZeneca we’re dedicated to being a Great Place to Work. Where you are empowered to push the boundaries of science and unleash your entrepreneurial spirit. There’s no better place to make a difference to medicine, patients, and society. An inclusive culture that champions diversity and collaboration, and always committed to lifelong learning, growth, and development. We’re on an exciting journey to pioneer the future of healthcare.

You can find alternative messaging to use in the ‘Global Talent Attraction Story messaging’ section of the Global Playbook on the Employer Brand Portal - try to use other examples in order to make it different for candidates!

So, what’s next?

• Are you already imagining yourself joining our team? Good, because we can’t wait to hear from you.
• Are you ready to bring new ideas and fresh thinking to the table? Brilliant! We have one seat available, and we hope it’s yours.

Where can I find out more?

Our social media, Follow AstraZeneca on LinkedIn https://www.linkedin.com/company/1603/

Follow AstraZeneca on Facebook https://www.facebook.com/astrazenecacareers/

Follow AstraZeneca on Instagram https://www.instagram.com/astrazeneca_careers/?hl=en

If you have site, country or departmental social media then feel free to switch any of the above links.

Date Posted

Closing Date

AstraZeneca embraces diversity and equality of opportunity.  We are committed to building an inclusive and diverse team representing all backgrounds, with as wide a range of perspectives as possible, and harnessing industry-leading skills.  We believe that the more inclusive we are, the better our work will be.  We welcome and consider applications to join our team from all qualified candidates, regardless of their characteristics.  We comply with all applicable laws and regulations on non-discrimination in employment (and recruitment), as well as work authorization and employment eligibility verification requirements.