Job Description

Job Title: Key Account Manager (Collections) / Collection Manager – Pharma

Job Summary

The Key Account Manager (Collections) is responsible for driving timely collections, managing customer accounts, reducing overdue receivables, supporting sales growth, and maintaining healthy customer relationships. The role focuses on improving cash flow, minimizing ageing debt, ensuring credit discipline, and coordinating closely with the Sales team to achieve business objectives.

Key Responsibilities

1. Collection Performance (40%)

• Achieve monthly collection targets against assigned customer portfolio.
• Ensure 100% collection of invoices within the defined credit period (90 days).
• Monitor customer-wise and value-wise collection targets.
• Track collection performance against monthly approved targets.
• Follow up proactively with customers to ensure timely payments.
• Maintain accurate collection records and reporting.

2. Sales Target Achievement (30%)

• Support achievement of territory sales targets through effective account management.
• Build and maintain strong relationships with key customers.
• Coordinate with Sales teams to resolve payment-related issues affecting business.
• Identify opportunities for business growth within existing accounts.

3. Ageing & Overdue Reduction (10%)

• Reduce outstanding receivables across ageing buckets (>60, >90, >120, >150, and >180 days).
• Drive month-on-month improvement in ageing performance.
• Allocate and monitor monthly collection targets for the collection team.
• Ensure daily customer engagement targets are achieved.
• Prevent movement of receivables into higher ageing buckets through timely follow-up.
• Monitor collector productivity and adherence to collection plans.

4. New Account Development (10%)

• Acquire a minimum of 10 new customer accounts per month within the assigned territory.
• Develop and implement effective territory route plans.
• Optimize field movement to improve productivity.
• Track customer visits through CRM/SFA tools and maintain daily visit records.

5. Sales Coordination & Account Management (5%)

• Ensure compliance with approved customer credit limits and credit terms.
• Conduct Account Receivable (AR) reconciliations with customers.
• Complete a minimum of five account reconciliations each month.
• Participate in joint reviews with the Sales team.
• Escalate long overdue accounts through appropriate internal channels.
• Resolve customer disputes impacting collections.

6. Recovery of Legacy Debt (5%)

• Drive recovery from accounts overdue beyond 180 days.
• Recover 20–30% of outstanding legacy debt as per assigned targets.
• Follow up on disputed invoices and unresolved receivables.
• Complete account reconciliations for disputed accounts.
• Coordinate issuance of demand notices and legal escalation where required.

Key Performance Indicators (KPIs)

• Collection achievement vs. monthly target
• Percentage of due invoices collected
• Sales target achievement
• Reduction in ageing receivables
• Reduction in >60, >90 and >180 day outstanding
• Month-on-month improvement in debtor ageing
• Number of new accounts opened
• Credit policy adherence
• AR reconciliation accuracy
• Legacy debt recovery
• Customer visit productivity
• Cross-functional collaboration with Sales

Required Skills & Competencies

• Strong collection and negotiation skills
• Customer relationship management
• Knowledge of Accounts Receivable (AR) processes
• Credit control and ageing analysis
• Analytical and problem-solving skills
• Excellent communication and stakeholder management
• Proficiency in MS Excel and ERP/CRM systems
• Planning, reporting, and team coordination

Preferred Qualifications

• Bachelor's degree in Commerce, Business Administration, Finance, or a related field.
• 5–8 years of experience in collections, receivables management, or key account management, preferably in the pharmaceutical or healthcare industry.
• Experience in managing customer accounts, collections, ageing analysis, and cross-functional coordination with Sales teams.