Key Account Manager - South India

Danone · India

About Danone Group

Mission: ‘Bringing Health through Food to as Many people as Possible’

Danone is a global leader in food and beverages, focusing on Essential Dairy and Plant-based products, Waters, and Specialized Nutrition. Our mission is to bring health through food to as many people as possible by creating nutritious products, raising awareness about healthy eating and drinking habits, and conducting our business sustainably.

Danone’s dual focus on commercial performance and societal responsibility, combined with an ongoing commitment to innovation and the strengthening of its health-oriented brands, has resulted in strong performance worldwide. With nearly 90,000 employees and products sold in over 120 markets, Danone has generated more than €27 billion in sales annually.

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About Danone India:

India is among the countries in the Asia Pacific zone wherein Danone has its presence. Danone operates in India as Nutricia International Pvt. Ltd, focusing on nutrition with a range of products catering to pregnant mothers, infants, young children as well as adults. These products are manufactured in India and sold under recognized brands such as Aptamil, Dexolac, Nusobee, and Protinex, to name a few. Danone employs over 1,000 individuals across India and generates a turnover exceeding €150 million. The company's head office is in Mumbai, Maharashtra, with a manufacturing facility situated in Lalru, Punjab.

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Job Summary:

• Lead the Key Account Business for Danone SN in the Hospital Channel that includes Government Teaching Institutions, Private hospitals & Corporate Chain Hospitals with National & Regional presence. The role works on building and delivering the Key Account business strategy by strengthening key customer relationships, building new opportunities and delivering strong in pharmacy performance.

Key Roles and Responsibilities:

• Develop Customer Intelligence & identify the Decision-Making Units in the Key Hospitals
• Build Stakeholder Relationships in National / Regional / Government Accounts
• Work with cross functional teams for Account Engagement Plan implementation & proactively identify opportunities & threats
• Lead strategic negotiations with key stakeholders & decision-making units of the key Accounts to make Danone SN portfolio available in the formulary
• Implement trade terms & conditions as per Market Business Commercial Policy
• Collaborate with the Trade Sales Teams/ELN/HA to ensure strong integration of Key Account Business with Danone SN business
• Create an Annual Key Account Plan for selected accounts to build a collaborative partnership of mutual value
• Facilitate participation in tender business for ELN & HA category through Sales Development Team

Key Stakeholders:

Internal: Solutions, Sales, Marketing, Medical Affairs, HN Excellence and Finance

External: KOLs, Key Decision Makers, Distributors, Technical Committee, Purchase Committee, Hospital Administrators

Profile Required:

• Bachelor Degree, Preferrable Postgraduate with Marketing and Sales
• 12+ years’ experience with at least 3 years in Healthcare Key Account Management or as Area Nutrition Manager preferably handling Hospital Business