JOB DESCRIPTION
Key Account Manager (Senior)
Company: Rapid Diagnostic Pvt. Ltd.
Department: Sales & Business Development
Designation: Key Account Manager
Reporting To: National Sales Head / Director – Sales
Location: Delhi NCR (Travel across assigned territory)
Experience: 15–20 Years
Industry: Medical Devices | In-Vitro Diagnostics (IVD) | Rapid Diagnostic Kits | Healthcare Equipment | Diagnostics
Employment Type: Full-Time
About Rapid Diagnostic Pvt. Ltd.
Rapid Diagnostic Pvt. Ltd. is a leading manufacturer and supplier of innovative diagnostic products and medical devices committed to improving healthcare through reliable, accurate, and cost-effective diagnostic solutions. The company serves hospitals, laboratories, government institutions, distributors, and healthcare providers across India.
Position Summary
The Key Account Manager will be responsible for managing and expanding strategic customer relationships across corporate hospitals, diagnostic chains, government institutions, procurement agencies, distributors, and other major healthcare organizations. The role demands strong business development capabilities, consultative selling skills, contract negotiation expertise, and the ability to deliver sustainable revenue growth while maintaining long-term customer partnerships.
Key Responsibilities
Strategic Account Management
- Develop and execute account strategies for assigned key customers.
- Build long-term relationships with decision-makers and stakeholders.
- Maintain high customer satisfaction and retention levels.
- Identify new business opportunities within existing accounts.
Business Development
- Drive sales growth through strategic account penetration.
- Identify opportunities for new product placements.
- Increase market share across assigned territories.
- Achieve annual and quarterly sales targets.
Corporate & Institutional Sales
- Handle large corporate hospitals and diagnostic chains.
- Manage government institutions and public sector accounts.
- Develop business with healthcare procurement organizations.
- Coordinate with purchasing committees and hospital management.
Tender Management
- Identify government and institutional tenders.
- Prepare techno-commercial proposals.
- Coordinate documentation for tender submissions.
- Monitor tender lifecycle until execution.
Customer Relationship Management
- Conduct regular business review meetings.
- Resolve customer issues promptly.
- Ensure timely product delivery and service support.
- Develop customer engagement plans.
Distributor & Channel Management
- Support channel partners for business expansion.
- Conduct joint customer visits.
- Monitor distributor performance.
- Ensure stock availability and forecasting.
Sales Planning
- Prepare annual sales plans.
- Develop account-wise revenue forecasts.
- Monitor monthly sales performance.
- Ensure achievement of assigned business objectives.
Market Intelligence
- Track competitor activities.
- Monitor pricing trends.
- Identify emerging healthcare opportunities.
- Provide market insights to management.
Cross Functional Coordination
- Work closely with Marketing.
- Coordinate with Product Management.
- Liaise with Supply Chain.
- Collaborate with Finance for commercial approvals.
- Coordinate with Customer Service.
Reporting
- Prepare weekly sales reports.
- Submit monthly business reviews.
- Maintain CRM updates.
- Present account growth strategies to leadership.
Key Performance Indicators (KPIs)
- Annual Sales Revenue Achievement
- Key Account Growth (%)
- New Account Acquisition
- Customer Retention Rate
- Tender Win Ratio
- Collection Efficiency
- Gross Margin Achievement
- Forecast Accuracy
- Product Portfolio Expansion
- Distributor Performance
- Customer Satisfaction Score
- Market Share Growth
Required Qualifications
Education
- Bachelor's Degree in Science / Pharmacy / Biomedical Engineering / Life Sciences
- MBA in Marketing or Sales (Preferred)
Experience
- 15–20 years of experience in Medical Devices, Diagnostics, IVD, Healthcare Equipment, or Rapid Diagnostic products.
- Proven experience handling key accounts at national or regional level.
- Experience managing corporate hospitals, diagnostic chains, institutional sales, and government business.
- Strong exposure to tender management and strategic account development.
- Demonstrated track record of achieving high-value sales targets.
Technical Competencies
- Strategic Key Account Management
- Hospital Sales
- Institutional Sales
- Government Tender Management
- Corporate Sales
- Business Development
- Distributor Management
- Contract Negotiation
- Pricing Strategy
- CRM Software
- Sales Forecasting
- Revenue Planning
- Product Demonstration
- Market Intelligence
- Commercial Acumen
Core Competencies
- Strategic Thinking
- Leadership
- Relationship Management
- Negotiation Skills
- Communication Excellence
- Business Acumen
- Customer Centricity
- Decision Making
- Analytical Skills
- Problem Solving
- Team Collaboration
- Result Orientation
- Influencing Skills
- Stakeholder Management
- Time Management
- Integrity & Professional Ethics
Behavioral Competencies
- High Ownership
- Accountability
- Adaptability
- Resilience
- Professionalism
- Positive Attitude
- Learning Agility
- Innovation
- Customer Focus
- Continuous Improvement
Preferred Industry Exposure
- Rapid Diagnostic Kits
- IVD Products
- Medical Equipment
- Laboratory Diagnostics
- Point-of-Care Testing (POCT)
- Healthcare Consumables
- Medical Devices
- Hospital Equipment
- Biotechnology
- Healthcare Solutions
Travel Requirement
- Extensive travel across assigned territories (approximately 50–70%).
- Participation in conferences, exhibitions, and customer meetings.
Compensation
- Best in the Industry
- Performance Incentives
- Travel Reimbursement
- Mobile & Communication Allowance
- Medical Insurance
- Provident Fund
- Gratuity
- Other company benefits as applicable
Pay: From ₹2,000,000.00 per year
Benefits:
- Flexible schedule
- Paid sick time
- Paid time off
- Provident Fund
Work Location: In person
