Key Account Manager

Job Purpose

As a Key Account Manager, you will be responsible for driving microbiology, molecular diagnostics, and immunoassay business growth within assigned territories through the strategic management of key accounts, commercial laboratories, and direct customers.

You will manage a mix of key strategic accounts and a broad portfolio of customers, including direct and indirect accounts as well as small-to-mid-sized hospitals. You will own the full end-to-end customer lifecycle, from commercial engagement and contract negotiation to supply coordination and issue resolution, while ensuring exceptional customer experience and sustainable business growth.

Key Responsibilities

1. Account Management & Growth

• Manage and expand a portfolio of key accounts, commercial labs, and territory-based customers.
• Develop and execute strategic account plans to achieve annual revenue, growth, and margin targets.
• Identify business opportunities across both major accounts and smaller hospitals.
• Monitor market trends and competitor activities to enhance sales strategies.
• Monitor business performance and execute corrective actions to achieve targets.

2. Customer Engagement & Relationship Building

• Establish and nurture strong relationships with key stakeholders in hospitals and laboratories.
• Serve as the primary point of contact for assigned accounts, ensuring consistent and proactive communication.
• Plan and execute customer engagement activities including symposiums, workshops, or other educational events.
• Promote awareness and solutions related to AMR (Antimicrobial Resistance).

3. Commercial Execution

• Lead contract negotiations and implement effective pricing strategies.
• Manage the full sales pipeline using CRM tools (e.g., Salesforce).
• Execute SBO (Sales Business Objectives) meeting action plans aligned with Sales Management.

4. Operational Excellence

• Oversee end-to-end sales operations for assigned accounts, including order management, supply coordination, and issue resolution.
• Work cross-functionally with internal stakeholders (e.g., supply chain, service, marketing, finance) to ensure seamless customer support.

Qualification

• Minimum 10 years of sales experience in IVD, microbiology, molecular diagnostics, medical devices or life science industries. (Preferred IVD Industry experience)
• Experience in direct sales (non-distributor model).
• Experience in distributor management and channel partner collaboration.
• Experience handling capital equipment and reagent-based business models.
• Proven ability to manage geographic territories, including regional hospital networks and clinical laboratories.
• Demonstrated capability to manage complex, high-value accounts in addition to routine customer portfolios.
• High sense of ownership, with the ability to work independently.
• Proactive problem-solving mindset.
• Strong ability to build effective relationships and work collaboratively with distributors, customers, and internal stakeholders.
• Proficiency in CRM tools and MS Office.
• Intermediate-level English proficiency.
• Must be able to operate a vehicle