Key Account Manager

About the Company

Key Accounts Manager – Mumbai Drive sales in defined territory to achieve revenue targets, profitable growth and gain market share. The sales executive is held accountable for providing accurate and timely sales forecast. Serve as the primary contact with all new opportunities. Provides update reports to regional sales manager regarding conversion Ratios, market coverage, Quota attainment, and Customer Satisfaction. Demonstrate collaborative approach within peer group.

About the Role

The Key Account Manager (KAM) will be responsible for managing and growing strategic accounts within hospitals, healthcare institutions, and specialty clinics. The role focuses on driving sales, building long-term partnerships, and ensuring successful adoption of medical device products across assigned territories.

Responsibilities

• Identify new business opportunities in the selected specialty segment and maintain a strong sales generation
• Responsible for primary & secondary sales, able to manage channel partners and board strong dealers
• Responsible to drive customer engagement and product evaluation in the OT
• Establish and build deep understanding of various key customer and stakeholder needs
• In-depth understanding and analyses of the competitive landscape
• Analyse impact of market trends and factors on customers
• Develop strategic account plans for closing deals and achieving sales revenue goals
• Achieving the sales quota in the assigned territory
• To develop and initiate customer in clinical conversation and having good understanding of product and procedures
• To be able to demonstrate and follow compliance behaviour during the difficult times as well
• To be able demonstrate leadership abilities, work in collaborating environment
• One should have strong understanding of Govt & Pvt. accounts working pattern along with GEM

Key Responsibilities

• Account Management
• Manage and develop relationships with key stakeholders (doctors, surgeons, procurement teams, hospital management)
• Identify and map key decision-makers within assigned accounts
• Ensure high customer satisfaction and retention
• Sales & Business Development
• Achieve assigned sales targets and revenue growth objectives
• Identify new business opportunities within existing accounts
• Drive product penetration and increase market share
• Product Promotion & Clinical Support
• Demonstrate product features, benefits, and clinical advantages
• Support doctors during product trials, procedures, and evaluations
• Conduct product training sessions for healthcare professionals
• Strategic Planning
• Develop account plans and growth strategies for each key account
• Analyze market trends, competitor activities, and customer needs
• Forecast sales and maintain pipeline visibility
• Tender & Commercial Management
• Handle institutional sales, tenders, and pricing negotiations
• Work with procurement teams to close contracts and agreements
• Cross-Functional Coordination
• Collaborate with marketing, supply chain, and regulatory teams
• Ensure timely product availability and smooth order execution

Qualifications

• Education: Bachelor's degree (B.Sc / B.Pharm / B.Com / Life Sciences / Biomedical preferred) MBA (Sales/Marketing) is an added advantage
• Experience: 5–12 years in medical devices / pharma / healthcare sales Strong exposure to hospital sales and key account handling

Required Skills

• Excellent relationship management and negotiation skills
• Strong clinical/product understanding
• Business acumen and strategic thinking
• Communication and presentation skills

Preferred Skills

• Experience in segments like: Orthopedics / Arthroscopy, Cardiology / Critical Care, Surgical / Wound Care / Implants
• Experience working with corporate hospitals and institutions

Pay range and compensation package

Key Performance Indicators (KPIs): Sales target achievement (%), Account growth & retention, New product adoption rate, Customer engagement and satisfaction, Tender win ratio

Equal Opportunity Statement

We are committed to diversity and inclusivity in our hiring practices.