Head - Key Account & Market Access - Healthcare - IIM/MDI/ISB

Head - Key Account & Market Access India
Role Overview:
This pivotal leadership role is entrusted with spearheading the strategic market access and institutional sales initiatives across India. The incumbent will be responsible for defining and executing comprehensive strategies to secure optimal market access for our product portfolio, with a strong focus on cultivating and expanding relationships with major corporate hospital chains and navigating complex tendering processes. Working closely with internal teams including sales, marketing, regulatory affairs, and finance, this role drives revenue growth, enhances market share, and ensures the successful launch and sustained availability of our products. The impact of this role directly translates into significant business outcomes, influencing P&L performance and solidifying our presence within the highly competitive Indian healthcare landscape.
Key Responsibilities :
- Develop and implement robust Market Access Strategy frameworks to ensure optimal product positioning, pricing, and reimbursement across diverse institutional segments.
- Lead and manage all aspects of Institutional Sales, driving aggressive growth targets by identifying new opportunities and expanding existing footprints within the public and private healthcare sectors.
- Cultivate and nurture strategic Key Account Management relationships with top-tier corporate hospital chains, government bodies, and large institutional buyers to secure long-term partnerships and drive significant volume.

- Oversee engagement with Corporate Hospital Chain networks, negotiating favorable terms for product listing, formulary inclusion, and strategic collaborations.
- Strategically manage the entire Tendering process, from identification and bid preparation to negotiation and contract finalization, ensuring compliance and competitive advantage.
- Drive the Market Access component of Product Launch initiatives, collaborating closely with cross-functional teams to ensure seamless market entry and rapid uptake for new therapies.
- Collaborate with Regulatory Affairs to anticipate and influence policy changes, ensuring our market access strategies are aligned with the evolving regulatory landscape.
- Assume full P&L responsibility for the institutional and key account business unit, driving profitability through effective revenue generation, cost management, and strategic resource allocation.
- Build, mentor, and lead a high-performing team, fostering a culture of excellence, accountability, and continuous improvement.
- Conduct in-depth market analysis and competitive intelligence to identify emerging trends, challenges, and opportunities, informing strategic decision-making.
Required Skillset :
- Demonstrated expertise in developing and executing successful Market Access Strategy within the Indian pharmaceutical or medical device industry.
- Proven track record in Institutional Sales and Key Account Management, particularly with large Corporate Hospital Chains and government procurement agencies.
- In-depth understanding and hands-on experience with Tendering processes, including bid preparation, negotiation, and contract management.
- Strong commercial acumen with a clear understanding of P&L management and its drivers within a complex business environment.
- Experience in leading the market access aspects of Product Launch cycles, from pre-launch planning to post-launch optimization.
- Foundational understanding of Regulatory Affairs and its implications on market access and commercial strategies.
- Exceptional leadership capabilities, with a history of building and inspiring high-performing teams.
- Superior negotiation, communication, and stakeholder management skills, capable of influencing at all levels.
- Strategic thinker with strong analytical and problem-solving abilities, adept at navigating complex market dynamics.
- MBA from a premier institute or a relevant advanced degree is highly preferred.
- Ability to operate effectively in a dynamic, pan-India environment, requiring extensive travel and remote collaboration to achieve business objectives.