Key accounts manager roles and responsibilities, business development, revenue generation, customer engagement

1. Budget
Stakeholders
Identify Speciality
Patient footfall
Procurement type
Product
Target
Customer
Customer Engagement
Strategy
Govt Policies
Procurement
Monitoring
Activity
Tender tracking
KAM
Roles & Responsibility of KAM in pharma sector

2. Fwd order
Admin work
Billing details
Sales plan
Reporting

3. PAC
Generic
KOL/HOD
MD/Technical head
Nurses
Technicians
Paharmacist/Storepersons
CME
Influencer
In clinic discussion
Collaborative work
Involving distributor
Referral Hospital
Queries & solution
Policy related with Pdt
Policy related with Budget
Co./Product registration
Indent generation
Quantity
Price
Time
Order generation
Stock Liquidation
Payment recovery
Ensuring completion of activity
Competitors activity
Shortlisting products
Rate approvals
Rate Contract/LP
Description
Budget allocation for medicine/surgical/hosp equipment etc
Director/Dean/HOD/Tech.Head/Pharmacist/Stores
Onco/Med/Nephro/Derma etc
No of patients visiting OPD/IPD
Only HOD of the oncology department have the authority o
indend of onco product.
Proprietary product that don't have competitor
Insulin Regular/Atorvastatin/Glimepiride/Erythro etc
Ex Govt policy for covid/ emergency procurement
Inhouse/outside CME on latest updates about the product d
Customer making decesion to include the product in hospita
Inclinic discussion with sr managers
Collaborative work with medical/marketing/trade team
If the customer want to deal with selective distributor
Patient taking treatment from referral hospital then trackin
Solving customer queries regarding product/service etc
f KAM in pharma sector
Monitoring activities and impact of customer engagement o
the procurement process
Special budget allocation for perticular disease

4. Tender docs
Original/Email
RC rate
Stamping
Shelf life
Timely supply
Monthly/Quarterly/Yearly
Tour Plan
Daily Reporting
Expense

5. Description
rgical/hosp equipment etc
harmacist/Stores
ment have the authority of inclusion/generating
ve competitor
epiride/Erythro etc
cy procurement
dates about the product development
ude the product in hospital because of influenced by other person/doctor recommendatoin
rs
marketing/trade team
selective distributor
erral hospital then tracking the file, prescribers
g product/service etc
of customer engagement on procurement, Tracking all
cular disease