National Key Accounts Manager - Diagnostics/Medical Devices/IVD

Position Title: National Key Account Manager

Division / Department:Key Accounts

Reporting to: Business Head - Key Accounts

Area responsible for: National

Location: Mumbai

Functional Area: Sales & Business Development

Role and Responsibilities:

The primary function of a National Key Account Manager is to build customer relationships. On a broader level the responsibilities will be related to customer service, sales, marketing and public relations and to be the "face" of a company and help bring in new business and retain existing customers. The designated person also has an objective of raising awareness among / across the internal team.

(1) Business Strategy and Planning

- Plan the strategy for designated Key Accounts for the current year as well as for long term (3-5 years) to substantially increase share of business in the key accounts segment

- Build Strategy in conjunction with the sales, service and marketing team to persuade customers to switchover organization solutions

- Drive Profitable growth

- Plan Marketing Budget

- Responsible for complete customer mapping. Eg: Identify stakeholder, span of business and business potential

- Plan on new initiative for Business growth

(2) Execution of Strategy & Management

- Lead and direct the team to achieve the goals (should have the capability - future requirement)

- Manage customer relationship directly as well as indirectly through the sales force

- Responsible for entire KOL management

- Plan and implement - Stakeholder Management-

- Ensure existing customers have their needs met and regularly renew contracts with the company

- Responsible for Information Management and reporting pertinent data with Business Unit Head on quarterly and annual basis

- Responsible for educating colleagues and customers on latest product or service information

- Responsible to schedule new leads, number and location of client visits and statistics on sales calls and follow-up visits of the KAM team. These data will help the KAM team set its strategic direction

- Continuous relationship with key accounts and upsell on new products or service

- Responsible for Team Management and Development

- Responsible for coaching the team, providing timely feedback and conduct performance appraisals

Education & Experience

Minimum: B.sc/Engineering (Biomedical/Electronics)

Preferred: M.sc / MBA (Sales and Marketing)

Experience

Minimum: 10 + years- experience

Core Competencies

- Excellent Interpersonal Skills Relationship building

- Strategic Agility

- Focus on activities that provide the most value Find relevant opportunities to maximize business

- Is tenacious with planning & problem solving skills

- Managing Change

- Flexible, Diplomatic

- Feedback and Coaching

- Develop people through constructive feedback and encouragement

- Inspiring and Influencing

- Skilled at managing and influencing peers & reportees

Akhila Gunapati