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Key Account Manager Hospital
POSITION PURPOSE:
We are seeking an experienced Key Account Manager Corporate Accounts to drive growth across India's leading corporate hospital chains in the Radiology domain. The role focuses on expanding our medical devices, contrast media portfolio, and radiology disposables across multisite institutional accounts including Apollo, Fortis, Medanta, Manipal, Aster, HCG, Kauvery, and other large organized healthcare groups.
The ideal candidate brings strong medical device / capital equipment sales experience and is well-networked with senior decision-makers in hospitals, including CEOs, COOs, procurement heads, biomedical leaders, and central purchasing units. This is a strategic, relationship-driven role requiring deep understanding of corporate hospital dynamics and the ability to navigate complex negotiations at both facility and head-office levels.
The role is based in Chennai / Bengaluru / Hyderabad, reporting to the Regional Sales Head South
YOUR TASKS AND RESPONSIBILITIES:
Corporate Account Management
- Manage and grow key accounts across major corporate hospital chains pan-India, with primary focus on South India.
- Build strong relationships with central purchase teams, supply chain leaders, category heads, and C-suite stakeholders at chain hospital HQs.
- Drive strategic account planning, tender participation, rate contract renewals, and pricing negotiations.
Sales & Business Development
- Achieve sales targets for contrast media, pressure injectors, and radiology consumables/disposables.
- Identify opportunities for expansion within existing corporate accounts and open new institutional networks.
- Lead structured marketing discussions for capital equipment and hospital supplies in these accounts
Negotiation & Commercial Excellence
- Manage complex negotiations with corporate purchase groups, group procurement organisations (GPOs), and multi-hospital chains.
- Drive conversion initiatives and cross-sell across product categories.
- Ensure compliance with corporate policies, commercial frameworks, and hospital procurement protocols.
Relationship & Stakeholder Management
- Maintain a strong connect with hospital CEOs, radiology heads, biomedical teams, and purchase managers.
- Build internal relationships with marketing, service, supply chain, and application teams to ensure smooth execution.
- Represent the organisation in key customer meetings, business reviews, and strategic discussions.
Execution & Coordination
- Ensure secondary sales movement, product penetration, and utilisation growth across assigned accounts.
- Collaborate with field sales teams across India to implement account-level strategies.
- Track tender calendars, contract expiries, and competition activities.
WHO YOU ARE:
Must-Have
- 612 years of experience in medical device / capital equipment / radiology equipment / hospital equipment sales.
- Proven track record in corporate account management within Indian healthcare provider networks.
- Strong negotiation experience with Apollo, Fortis, Medanta, Manipal, Aster, and other chain hospitals.
- Deep understanding of institutional procurement structures, decision-making hierarchies, and purchasing dynamics.
- Ability to engage senior stakeholders - CEO/COO, Group Purchase Heads, Biomedical Heads, Radiology Directors.
- Experience in selling capital equipment, high-value consumables, or radiology solutions is a strong advantage.
Good to Have
- Prior experience in contrast media, pressure injectors, CT/MRI ecosystem, or diagnostic imaging solutions.
- Exposure to rate contracts, tenders, supply chain processes, and multi-location hospital agreements.
- Strong network in South India's corporate hospital ecosystem.
Education
- Bachelor's degree in Science / Pharmacy / Engineering / Biomedical / Life Sciences.
- MBA preferred but not mandatory.
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YOUR APPLICATION
Bayer is an equal opportunity employer that strongly values fairness and respect at work. We welcome applications from all individuals, regardless of race, religion, gender, age, physical characteristics, disability, sexual orientation etc. We are committed to treating all applicants fairly and avoiding discrimination.
Location: India : Tamil Nadu : Chennai || India : Karnataka : Bangalore || India : Telangana : Hyderabad
Division: Pharmaceuticals
Reference Code: 857920
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