Key Account Manager - Immunology

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Job Function:

Pharmaceutical Sales

Job Sub Function:

Sales – Immunology (Commission)

Job Category:

Professional

All Job Posting Locations:

Chennai, Tamil Nadu, India

Job Description:

Position Summary

The Key Account Manager – Immunology is a target-carrying account owner responsible for launching and scaling the Tremfya franchise (PSO, PsA / psoriatic disease and the emerging IBD opportunity) across government / institutional reimbursed accounts. The role follows a focused launch-and-scale model: establish IL-23 leadership in high-readiness accounts, convert accessible patient pools into treated and continued patients.

Central access creation (Rate Contracts, registrations, listings, GTE and tenders) is owned by the Central Account Team; the incumbent facilitates that access at account level and converts it into procurement and reimbursed sales. Launch priority accounts are Army, CGHS and Railways,expanding to ESI, States, Autonomous institutes and PSU as the business scales. The unifying discipline is: Map deeply → Facilitate access → Shape protocol & biologic sequencing → Identify opportunity pool.

Major Duties & Responsibilities

In order of importance, briefly describe, in sentence form, the major responsibilities of this position as it exists today. Describe the job, not the person in the job. Each item should be a major responsibility, not a day-to-day activity. Typically no more than seven or eight major responsibilities ranked in order of highest percentage time to least.

Approximate

Major Duties / Responsibilities

Reimbursed Business Delivery & Tremfya Commercial Ownership

• Accountable for achieving Tremfya reimbursed sales targets (PSO, PsA and IBD SKUs) in assigned accounts, in line with the RB incentive plan

• Own the account outcome: grow account budget share and drive quarter-on-quarter reimbursed growth.

• Ensure accurate demand forecasting, order fulfilment coordination and timely account receivables in partnership with the Value and Supply teams.

• Map each account end-to-end — PsD / IBD patient pool, treating specialists, formulary and access status — and build a prioritized 360° launch account plan.

• Apply account-archetype logic: Army (early adoption / biologic leadership), CGHS (referral roadmap + formulary), Railways (scalable platform), ESI (future pathway), Autonomous / State (setting pathway and discussions for Franchise (Product promotion) & Medical Team for advocacy & protocol inclusion)

Facilitate Access & Navigate Reimbursement Pathways

• Facilitate the Value Team’s central access (Army RC, CGHS listing, Railway AMI/registration, GTE inclusion) at account level via account intelligence, documentation and ground follow-up — the KAM facilitates and utilises access .

• Navigate account-specific approval and procurement processes (e.g., Army MMF / PVMS, CGHS STC / non-STC, local-purchase routes) to minimise access-to-treatment timelines.

Value, Influence, Stakeholder Orchestration & Compliance

• Deliver the differential IL-23 value proposition vs IL-17 / anti-TNF competition, engage KOLs and government decision networks, and build advocacy for formulary and protocol inclusion .

• Act as cross-functional ‘quarterback’ across Medical, Franchise and Value; ensure ethical, compliant engagement and adherence to SOPs on tender interactions and HCC.

Quality, Regulatory & Compliance (QRC) Responsibilities

Describe important QRC responsibilities applicable for this job.

• Ensure all account and commercial activities comply with the J&J Credo, Health Care Compliance (HCC) policies, anti-bribery / anti-corruption standards and applicable local regulations.

• Adhere to SOPs on tender management, sales-achievement documentation, interactions with government officials and pharmacovigilance / adverse-event reporting requirements.

Key Performance Indicators

Primary measures of success for this position.

• Tremfya reimbursed business growth % and target achievement (PSO, PsA, IBD SKUs) vs. plan and vs. the incentive threshold.

• PsD / IBD accessible-pool conversion: eligible → treated patients, and account budget-share growth.

• New patient starts and patient continuation / persistence rates on Tremfya.

• Biologic-adoption progress: protocol inclusion, IL-23 share vs IL-17 / anti-TNF, and Stelara-to-Tremfya IBD upgradation.

• Access utilisation of Value-Team-secured RCs, listings and formulary inclusions (facilitation, not ownership).

• Quality of launch account plans, forecasting accuracy and KOL / stakeholder engagement.

Functional Competencies

Competencies (skills, knowledge and attributes) required to perform the job.

• Commercial / Target Delivery & Selling

• Biologic Adoption & Scientific Selling

• Strategic Account Management

• Access & Reimbursement Pathway Navigation

• Market & Policy Knowledge and Compliance

• Financial Acumen & Forecasting

Behavioural Competencies

Behavioural and leadership competencies required to perform the job (Leadership Imperatives).

• Collaboration and Partnering

• Influence and Impact

• Decision Making

• Customer & Patient Insights

• Change Management

• Ethical Conduct

Key Working Relationships

The most important working relationships inside and outside the company.

Internal

Value Team, Immunology Franchise, Medical Affairs (MAF), Market Access, Supply Chain, HCC and Finance teams.

External

Dermatologists, rheumatologists, gastroenterologists, KOLs, institutional decision-makers, government / scheme authorities, empanelled hospitals, distributors and service providers.

Required Skills:

Preferred Skills:

Account Management, AI Judgement Integration, Business Behavior, Clinical Experience, Competitive Landscape, Cross-Functional Collaboration, Cultural Competence, Customer Centricity, Data Savvy, Developing Partnerships, Immunology, Market Knowledge, Pharmaceutical Industry, Pharmaceutical Sales Marketing, Problem Solving, Product Knowledge, Sales, Sales Enablement, Sales Trends, Strategic Sales Planning