Key Account Manager- Oncology- Kolkata
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Job Description
Role: - Key Account Manager - Oncology
Location: - Kolkata
OBJECTIVES / PURPOSE
- Lead and orchestrate a cross-functional account team to deliver the Key account plan.
- Grow revenue and market share and meet or exceed targets of Takeda oncology portfolio in assigned key accounts by tailoring resources and engagement to a deep understanding of customer needs and local context.
- Maintain expert-level disease/therapy, product, competitor and ecosystem knowledge; capture and share insights and flex channels to maximize customer engagement.
- Act as a budget holder, making sound business decisions that benefit patients and the company while adhering to all applicable codes, laws and internal policies.
SCOPE
- Financial: Revenue/budget accountability as applicable to the role.
- Leadership / People: Individual contributor; leads cross-functional/account teams without formal line authority. Direct reports: 0.
- Geographic scope: Regional - Intercontinental; India/Kolkata
ACCOUNTABILITIES
- Build integrated account plans aligned to brand and access strategies; set clear objectives, KPIs and regular review cycles.
- Develop deep account and stakeholder maps; identify decision pathways and influence points across the ecosystem.
- Track performance, risks and opportunities; adjust tactics dynamically and lead the account team to deliver outcomes.
- Conduct peer-to-peer-like engagements with HCPs (including balanced scientific discussions) to align on shared objectives.
- Uncover underlying customer motivations; capture them accurately in CRM and use them to tailor subsequent interactions and content.
- Demonstrate resilience, assertiveness and persistence to overcome access barriers with busy specialists who have long-standing competitor relationships.
- Question entrenched treatment norms and highlight unmet needs using patient-centric storytelling that differentiates the brand and drives consideration.
- Proactively tailor content, cadence and channel to each HCP's preferences, deploying the optimal mix of face-to-face, real-time virtual and omnichannel tactics.
- Use CRM and AI-enabled tools to prioritize accounts, plan interactions and adapt quickly based on data; produce measurable engagement/outcome reports.
- Systematically capture, structure and share field insights; translate them into next-best-actions and account strategy updates.
- Leverage dashboards and analytics to refine targeting, optimize resource allocation and focus on the highest-value opportunities.
- Single point of accountability for orchestrating the cross-functional account team without formal line authority.
- Combines commercial acumen, scientific credibility and customer insight to differentiate Takeda in competitive specialty markets.
- Acts as a budget holder, balancing patient benefit, business value and compliance in every decision.
DIMENSIONS AND ASPECTS:
Technical/Functional (Line) Expertise (Breadth and depth of knowledge, application and complexity of technical knowledge)
Solid, experienced commercial and account-management expertise, with strong knowledge of Oncology/Hematology, the local healthcare and reimbursement system, and Takeda's products, competitors and the customer ecosystem. Applies omnichannel engagement, CRM and analytics to drive performance.
Leadership (Vision, strategy and business alignment, people management, communication, influencing others, managing change)
Demonstrates strong self-leadership and leads through influence and example, guiding cross-functional and account partners toward shared goals without formal authority. Supports less-experienced colleagues and adapts positively to change. Lives and role-models Takeda's six culture pillars (Patient-Centric, People-Minded, Respectful & Collaborative, Decision Effectiveness, Performance Culture and Enterprise Orientation).
Decision-making and Autonomy (The capacity and authority to make organizational decisions, autonomy in decision-making, complexity of decisions, impact of decisions, problem-solving)
Works with autonomy within established guidelines; makes and is accountable for decisions within own territory / account scope that affect account and customer outcomes. Applies Takeda's decision framework, balancing Patient, Trust, Reputation and Business priorities, and understands decision roles (Decide / Advise / Inform). Debates then commits, decides with the information available and acts with speed while staying within risk and compliance boundaries.
Interaction (The span and nature of one's engagement with others when performing one's job, internal and external relationships)
Extensive internal collaboration with Medical, Market Access, Marketing and Compliance, and external engagement with HCPs, key accounts and decision-makers across the ecosystem.
Innovation (The required level of scientific knowledge, knowledge sharing, innovation and risk taking)
Applies solid scientific and technical knowledge, shares field insights and takes sensible, compliant risks to improve engagement and outcomes. Uses CRM, data, digital tools and AI to prioritise and personalise interactions.
Complexity (Products managed, mix of businesses, internal and/or external business environment, cultural considerations)
Operates in a competitive specialty environment with evolving access conditions, multiple stakeholders and cultural considerations across the relevant geography.
Performance Culture (Ambitious goals, accountability, speed and delivery of measurable results)
Sets ambitious personal goals, takes ownership of results, works with pace and delivers measurable outcomes for patients and the business.
Enterprise Orientation (Cross-functional and cross-geography collaboration, sharing best practice, enterprise-first mindset)
Collaborates across functions and geographies, shares insights and best practice, and supports enterprise success beyond own territory.
EDUCATION, BEHAVIOURAL COMPETENCIES AND SKILLS
- Bachelor's degree in life sciences, business or a related field (Master's/MBA desirable).
- Pharmaceutical/specialty sales or key account management experience. Prior experience in Oncology/Hematology sales preferred.
- Proven ability to lead through influence and orchestrate cross-functional teams without formal authority.
- Strong knowledge of the relevant therapeutic area and the local key accounts/territory assigned.
- Account planning, negotiation, analytical, omnichannel and CRM skills.
- Fluency in the local language and good command of English; full compliance and ethical mindset.