Job Description - Key Account Manager - Imaging Business
Key Account Manager – Government Sales
Location: Gurgaon / Chandigarh | Department: Sales/B2G | Reports To: Sales Head
Role Summary
The Key Account Manager (Government Sales) will drive revenue growth, expand market share, and cultivate long-term strategic relationships across key government departments, Public Sector Undertakings (PSUs), and regulatory bodies for [Company Name]. This role requires navigating complex public sector hierarchies, managing extensive sales cycles, and overseeing the end-to-end government procurement and tender process.
Key Responsibilities:
Account Strategy & Business Development
- Develop and execute strategic account plans to acquire new government business and expand existing public sector footprints.
- Identify and shape upcoming government initiatives, aligning Siemens Healthineers solutions with public policy goals and department mandates.
- Manage the full B2G sales cycle: lead generation, pre-sales advocacy, negotiation, and closure.
Stakeholder Management
- Map complex government org-charts and build deep relationships with key decision-makers, nodal officers, and bureaucrats.
- Act as the primary executive point of contact for assigned key government accounts, ensuring high client satisfaction and swift issue resolution.
Tenders, Bidding & Compliance
- Lead the end-to-end RFP/RFI/EoI process, from pre-bid meetings to final submission.
- Ensure 100% compliance with government procurement guidelines, statutory regulations, and portal requirements (e.g., GeM, e-Procurement platforms).
- Collaborate with legal, finance, and technical teams to craft competitive, fully compliant bids.
Operational Excellence & Delivery
- Liaise with internal Stakeholders including Bid Team, OTO. OTC, CCM, SCM, BLs etc. teams to ensure project milestones are met according to government contracts.
- Drive timely payment realization and manage the unique invoicing workflows of government accounts.
- Maintain accurate sales forecasts, pipeline tracking, and account data in the CRM.
Qualifications & Skills
- Experience: 4+ years in B2B/B2G sales, with a proven track record of closing high-value government deals.
- Education: Bachelor's degree in business, Public Administration, or a related field (MBA preferred).
- Domain Expertise: Deep understanding of government procurement policies, tender lifecycles, and public funding cycles.
- Skills: Exceptional negotiation, stakeholder mapping, written communication (for bid drafting), and cross-functional project management.
- Attributes: High perseverance for long sales cycles, ethical integrity, and strong diplomatic skills.
Key Performance Indicators (KPIs)
- Financial: Achievement of annual revenue/booking targets and timely payment collection.
- Growth: Number of new government accounts acquired and YoY growth in existing accounts.
- Operational: Win-rate ratio on submitted tenders/RFPs and overall pipeline health.
