Job Description (JD) – Key Account Manager (Sales) – Medical Equipment Industry
Job Title
Key Account Manager (Sales)
Department
Sales & Business Development
Location
Delhi
Reporting To
Regional Sales Manager / National Sales Manager
Employment Type
Full-Time
Experience Required
5–10 years of experience in Medical Equipment, Medical Devices, Healthcare Technology, Diagnostics, or Biomedical Industry, with at least 3 years of experience in Key Account Management.
Job Summary
We are seeking an experienced and results-driven Key Account Manager (KAM) to manage and grow strategic customer relationships within the medical equipment industry. The ideal candidate will be responsible for developing long-term partnerships with hospitals, diagnostic centers, healthcare institutions, government organizations, and channel partners while driving sales growth and ensuring customer satisfaction.
The candidate should possess strong consultative selling skills, excellent relationship management capabilities, and a thorough understanding of medical equipment procurement processes.
Key Responsibilities
Strategic Account Management
- Manage and develop relationships with key hospital chains, corporate hospitals, government institutions, diagnostic centers, and healthcare groups.
- Develop account-specific business plans to maximize revenue and profitability.
- Identify new opportunities within existing accounts.
- Build long-term strategic partnerships with key decision-makers.
Sales & Business Development
- Achieve assigned sales targets and revenue objectives.
- Generate new business opportunities through networking, referrals, and market research.
- Promote the company's portfolio of medical equipment and healthcare solutions.
- Conduct product presentations and demonstrations for customers.
- Negotiate pricing, commercial terms, and contracts.
Customer Relationship Management
- Maintain strong relationships with:
- Hospital Management
- Biomedical Engineers
- Purchase Departments
- Doctors
- Clinical Users
- Administrators
- Handle customer concerns and ensure timely resolution.
- Ensure high levels of customer satisfaction and retention.
Tender & Institutional Sales
- Participate in government and private tenders.
- Coordinate with tender, finance, logistics, and service departments.
- Prepare quotations, technical documentation, and commercial proposals.
- Track tender status and follow up until closure.
Product Knowledge
- Maintain in-depth knowledge of the company's medical equipment portfolio.
- Understand competitors' products and market positioning.
- Provide product training to customers where required.
Market Intelligence
- Monitor competitor activities and pricing.
- Identify market trends and emerging business opportunities.
- Share customer feedback with product management and marketing teams.
Internal Coordination
- Work closely with:
- Service Engineers
- Application Specialists
- Supply Chain
- Finance
- Marketing
- Ensure timely delivery and installation of equipment.
Reporting
- Maintain CRM records.
- Prepare weekly sales reports.
- Forecast monthly and quarterly sales.
- Submit pipeline and account progress reports.
Key Performance Indicators (KPIs)
- Achievement of sales targets
- Revenue growth from key accounts
- Customer retention rate
- New account acquisition
- Tender conversion ratio
- Customer satisfaction score
- Collection of outstanding payments
- Pipeline value and conversion
- Product mix achievement
- CRM data accuracy
Educational Qualification
Essential
- Bachelor's degree in Biomedical Engineering, Electronics Engineering, Instrumentation Engineering, Life Sciences, Pharmacy, Biotechnology, or related field.
Preferred
- MBA in Marketing or Healthcare Management.
Experience
- 5–8 years of sales experience in Medical Equipment/Medical Devices.
- Experience handling corporate hospital accounts.
- Exposure to capital equipment sales.
- Experience in institutional and government sales preferred.
- Strong understanding of tendering and procurement processes.
Technical Skills
- Medical equipment sales
- Key Account Management
- Institutional Sales
- Capital Equipment Sales
- Hospital Procurement Process
- Tender Management
- CRM Software (Salesforce, Zoho CRM, HubSpot, etc.)
- MS Office (Excel, PowerPoint, Word)
- Sales Forecasting
- Business Planning
Preferred Industry Experience
- Medical Equipment
- Medical Devices
- Diagnostic Equipment
- Imaging Equipment
- ICU & Critical Care Equipment
- Surgical Equipment
- Laboratory Equipment
- Healthcare Technology
- Biomedical Equipment
Pay: ₹700,000.00 - ₹1,500,000.00 per year
Work Location: In person
