Key Account Manager Wholesaler Channel

Company Description

Dr. Reddy’s Laboratories Ltd. is a leading multinational pharmaceutical company based across global locations. Each of our 24,000 plus employees comes to work every day for one collective purpose: to accelerate access to affordable and innovative medicines because Good Health Can’t Wait.

We started in 1984 with a modest investment, 20 employees and a bold vision. Today, we have research and development centres, manufacturing facilities or a commercial presence in 66 countries. 

For nearly four decades, we have stood for access, affordability and innovation based on the bedrock of deep science, progressive people practices and robust corporate governance. As the pharmaceutical industry evolves and undergoes disruption, we see an opportunity – to strengthen our core further (the next steps) and to build the future (the new bets).

‘The Next and the New’ is how we aim to continue to be the partner of choice – purpose-driven, future-ready and sustainable.  Our aim is to reach over 1.5 Bn+ patients across the world by 2030 by growing our core businesses and building for the future with sustainability at the core of our purpose and strategy. Sustainability for us means operating in a manner that respects people, planet and purpose – helping us conserve precious resources, serve our patients, create value for stakeholders, give back to society, fulfil our potential and maintain our integrity and transparency

Dr Reddy’s maintains a work environment, free from discrimination and is an equal opportunity employer. We are committed to employ & nurture all qualified diverse workforce without regard to race, colour religion, nationality, sex, age, disability status, genetics, sexual orientation, gender expression, citizenship or any other characteristic or classification protected by applicable law(s) of the country we operate in. We treasure every talent, and recognize merit and diversity in our organization.

Job Description

The Key Account Manager (KAM) will be responsible for driving strategic growth and operational excellence across wholesaler key accounts. This role requires a dynamic individual with strong analytical, relationship-building, and execution capabilities.

• Sales Performance & Strategy
  • Achieve company sales targets for wholesaler key accounts.
  • Develop and implement a comprehensive key account management strategy tailored to the South African market.
  • Conduct in-depth market and channel research & analytics to support accurate sales forecasting and strategic planning.
• Inventory & Procurement Management
  • Ensure optimal stock levels across wholesaler channels to prevent stockouts.
  • Facilitate timely procurement processes for designated customers to ensure uninterrupted order fulfillment.
• Stakeholder Engagement & Relationship Management
  • Lead regular executive-level meetings to align on landing estimates and strategic priorities.
  • Build and maintain strong relationships with wholesalers, associated pharmacy groups, and key pharmacy stakeholders.
  • Personally engage with target clients including wholesalers, hospital groups, retail chains, buying groups, IPAs, and medical aids.
• Customer Service & Support
  • Address customer queries promptly, providing exceptional customer care and support.
  • Maintain a comprehensive database of targeted clients, enriched with insights and analytics.
• Sales & Marketing Alignment
  • Ensure sales activities are aligned with marketing objectives through cross-functional collaboration.
  • Support promotional initiatives including conferences, speaker programs, and other events as required by business and wholesaler needs.
• Field Engagement & Team Collaboration
  • Collaborate with Regional Sales Managers and Commercial Sales Representatives to drive sales pull-through in line with individual wholesaler strategies.
  • Spend time in the field to support sales teams and strengthen customer relationships.
• Reporting & Strategic Input
  • Liaise with Regional Sales Manager, National Sales Manager, and Product Managers to identify and capitalize on business opportunities.
  • Implement action plans in accordance with the company’s marketing and sales strategy.

Qualifications

Essential Key Skills and Competencies

• Proven ability to develop and execute key account strategies with a strong understanding of wholesaler dynamics and pharmacy networks in the South African (SA) pharmaceutical market.
• Track record of achieving and exceeding sales targets & ability to identify and capitalize on new business opportunities.
• Proficiency in analyzing market trends, customer behaviour, and channel performance.
• Skilled in sales forecasting and demand planning.
• Experience in managing stock levels and coordinating procurement processes.
• Understanding of supply chain operations within pharmaceutical sectors.
• Excellent interpersonal and communication skills and the ability to build and maintain long-term relationships with diverse stakeholders.
• Ability to work effectively across sales, marketing, and support teams.
• Skilled in aligning sales activities with broader business objectives.
• Experience in spending time in the field with sales teams and customers as a KAM.
• Strong observational and coaching skills to support sales pull-through.
• Experience in organizing and executing promotional events, conferences, and speaker programmes.
• Proficiency in developing and maintaining client stakeholder mapping (granular databases) and generating actionable insights.
• Strong numerical reporting and presentation skills (Advanced in Excel, Word and PowerPoint)
• Skilled in negotiating contracts, pricing, and terms with pharmaceutical wholesalers.
• Ability to influence decision-makers at executive / C-Suite levels.
• Deep understanding of business drivers and market forces.
• Ability to interpret data to ensure informed business planning.
• Focused on achieving measurable outcomes and continuous improvement.
• Comfortable working in a dynamic, fast-paced environment.
• Capable of leading C-Suite level meetings, KAM initiatives, and drive cross-functional stakeholder engagement.
• Committed to delivering exceptional customer experiences.
• Clear, persuasive, and professional in both written and verbal communication.
• Resourceful in resolving issues and overcoming obstacles.

Behavioral dimensions required

• Demonstrates unwavering integrity and consistently adheres to all compliance and ethical standards.
• Customer-centric and results-oriented, with a strong commitment to delivering value and exceeding expectations.
• Entrepreneurial and innovative, proactively seeking new ideas and approaches to drive growth and efficiency.
• Inclusive and collaborative, fostering trust and respect across diverse teams and stakeholders.
• Agile and adaptable, thriving in dynamic environments and embracing change with resilience and flexibility.

Additional Information

Our Work Culture
Ask any employee at Dr. Reddy’s why they come to work every day and they’ll say, because Good Health Can’t Wait. This is our credo as well as the guiding principle behind all our actions. We see healthcare solutions not only as scientific formulations, but as a means to help patients lead healthier lives, and we’re always attuned to the new and the next to empower people to stay fit. And to do this, we foster a culture of empathy and dynamism. People are at the core of our journey over the last few decades. They have been supported by an enabling environment that buoys individual ability while fostering teamwork and shared success. We believe that when people with diverse skills are bound together by a common purpose and value system, they can make magic.
For more details, please visit our career website at https://careers.drreddys.com/#!/