Account Manager

Reports to: Sales Manager, Clinical Sales

Job Purpose

As an Account Manager, you will manage a mix of key strategic accounts and a broad portfolio of customers, including direct accounts and 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—within a direct sales environment.

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.

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 5 years of sales experience in IVD, medical devices, pharmaceuticals, or life sciences.
• Experience in direct sales (non-distributor model).
• Proven ability to manage geographic territories (e.g., regional hospital networks, C-labs).
• Experience handling capital equipment and reagent-based business models.
• Demonstrated ability to manage complex, high-value accounts alongside standard routine customers.
• Proficiency in CRM tools and MS Office.
• Business-level English proficiency.
• Strong communication, negotiation, and stakeholder management skills.
• High sense of ownership and ability to work independently.
• Proactive mindset with strong problem-solving capabilities.
• Collaborative team player who thrives in cross-functional environments.