Job Description: Sales Manager (North) & Key Account Management (KAM) Lead
Position Overview
Sales Manager North & KAM Lead drives business growth for Abbott Rapid Diagnostics ( Infectious Diseases ) in the region. This dual-responsibility role combines regional territory management with strategic oversight of National Key Accounts. The position requires a leader who can manage a high-performing sales team while building relationships with top-tier healthcare accounts, corporate clients, and distributors.
Key Responsibilities
Regional Sales Management
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Achieve Targets: Deliver regional sales volume, revenue, and market share goals.
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Team Leadership: Recruit, train, mentor, and monitor a team of sales executives.
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Territory Planning: Map market potential and deploy resources efficiently across the North region.
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Distributor Management: Secondary sales tracking, inventory management, and distributor network expansion.
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Market Intelligence: Monitor competitor activities, pricing, and changing market trends.
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Forecasting: Provide monthly, quarterly, and annual sales forecasts for the region.
Key Account Management (KAM)
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Strategic Partnerships: Build long-term relationships with corporate hospitals, large labs, and government accounts.
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Contract Negotiation: Lead high-value tender business, rate contracts, and institutional procurement processes.
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Cross-Functional Alignment: Work with marketing, medical affairs, and supply chain to service key accounts.
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Value Creation: Design tailored diagnostic solutions to increase product penetration within institutional frameworks.
Qualifications & Experience
Education
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Required: Bachelor’s degree in science, Pharma, Biotechnology, or a related field.
Experience
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Total Experience: 8 to 12 years in healthcare sales.
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Industry Segment: Minimum 4 years in In-Vitro Diagnostics (IVD), Medical Devices, or Life Sciences.
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Leadership: At least 3 years of experience managing a direct sales team.
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KAM Exposure: Proven track record of managing large institutional hospital chains or government accounts.
Competencies & Skills
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Deep geographic knowledge of the North India healthcare market and distributor networks.
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Strong commercial acumen, contract negotiation, and analytical skills.
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Excellent communication, presentation, and stakeholder management skills.
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Willingness to travel extensively across the region (up to 50 %)
