Key Account Manager
Cepheid
Gurugram, Haryana, India
3d ago

Job Title Key Account Manager

POSITION SUMMARY :

Successfully drive a highly complex hospital & Diagnostic Labs sale from introduction of a new

screening and diagnostic concepts through closure and implementation, working with physicians,

laboratory, infection control, Quality Assurance and executive staff members to identify needs, gain

consensus, and close new assay and instrumentation business as rapidly as possible.

Essential Job Responsibilities -

  • Assess KAMs' key parameters like customer call frequency, coverage, partnering activities on monthly basis for productivity enhancement and better cost to sales ratio.
  • Perform monthly assessment of KPI’s to determine strengths, training needs and potential. Provide coaching for improving skills.
  • Maintain effective and proper relationship with sales team ensuring working discipline and compliance with company ethics policy.
  • Identification of key accounts, understand and develop meaningful business relationship that identifies growth opportunities.
  • Formulate annual business plan to meet account as well as business needs. Delivering and tracking of partnering activities as planned.

  • Keep the ASM / RSM, sales head updated on the changes in the market and competitive situations and activities on monthly basis.
  • Ensure right funnel is prepared and prospect are met at right frequency.
  • Successfully drive the assay maximization strategies working closely with Field application specialists.
  • Successfully implement the Marketing campaigns through the KAM’s to achieve reagent growth and drive business through reagent and instrument sales.
  • Host and assist the marketing team with conduction of CME’s , roadshows, instrument demonstrations, participation in regional conferences etc.
  • TRAINING RESPONSIBILITIES :
  • Complete all assigned and required training satisfactorily and on time
  • Support team with SFDC training for on boarding and helping them funnel and resolve challenges
  • MINIMUM REQUIREMENTS :

    Experience, Education and skills required

  • Bachelor’s degree with 2+ years of related work experience ORMaster’s degree in field with 0-2 years of related work experience.
  • Overall 4-5 years of experience in healthcare segment like Hospitals and clinical laboratory market, experience in Molecular diagnostics would be added advantage.
  • Strong track record of selling concept based premium products in healthcare segment.
  • Expertise in demand generation and multi department hospital and lab sales.
  • Good oral and written communication skills.
  • Graduate in Science, preferably with MBA.
  • Skilled in MS Word, powerpoint and excel applications.
  • Qualities / Competencies

  • Analytical thinking.
  • Customer focus.
  • Decision making and negotiation skills.
  • Relationship building.
  • Team player.
  • KOL Management.
  • Other requirements

  • Willing to travel as per business needs.
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