Key Account Manager
Mumbai, India
6d ago


Abbott Diagnostics Division India

Job Title : Key Accounts Manager (KAM)

Location / Site : Mumbai

Division / Unit : Abbott Diagnostics (ADD) :

Reports To : Regional Sales Executive Manager (RSEM)


Primary Function / Primary Goals / Objectives :

The KAM is responsible for planning, directing and coordinating sales activities and strategies within a given geographical area while increasing sales, profits and market share on a long term basis.

The KAM is required to maintain an active and visible role with hospital and Laboratory customers (including National Accounts, Hospital Chains, Distributors etc) on an as needed basis.

Major Responsibilities :

Establish a close relationship with the Key Opinion Leaders (KOLs) of the country

Work closely with ADD Acquisition in their region to maintain and grow the business

Build a close relationship with the existing ADD customers and where possible maintain and expand business

Establish concepts for new customers including detailed information and calculations on different strategies e.g. RAP, leasing etc.

Point out costs and benefits of the alternatives

Work on offers / contracts with new as well as with existing customers. Negotiate with the customer the contents (e.g. products, prices) of the contracts and the needed approvals

Evaluate the potential within own district prior to the launch of a new product

Present at Cycle / Sales meetings how the business in own territory has developed within the last month, anticipate a realistic development for the business within the next month

Identify, show and implement appropriate strategies to face the development

Monitor the development within own district closely and take action whenever required

Identify business that is at risk and anticipate business that will be at risk

Collect information on competitors' sales, prices, benefits and products. Use their customers as well as exhibitions, competitors' "official" product information as sources to get this information

Collect information on the specific customer's situation, e.g. work flow within the lab as well as used systems / instruments and technologies

Update him or herself on relevant issues and developments such as e.g. reimbursement situation, new legal requirements, etc.

Give instrument demonstrations to the customers

Follow up on the installation of a new instrument or the start up of new parameters. Arrange the date for the installation with the customer and Technical Service

Make sure that Technical Service takes over responsibility for the installation of the instrument

Make sure that the required customer training takes place

Fill in forms to initiate instrument moves, special prices or customer trainings

Prepare proposals for customer contracts

Update own customer files in aforce whenever necessary

Supervisory / Management Responsibilities :

Direct Reports : Indirect Reports :

Indirect Reports :

JOB SPECIFICATIONS : Minimum Skill, Education, Experience

Graduate in any discipline from reputed institute / university (preferably B. Pharm or B.Sc)

Preferable experience of approx. 2-5 years in Healthcare (preferably in Diagnostics sector)


Strong communication skills

Excellent functional expertise

Collaborative enterprise thinking

Thought leadership

Excellent interpersonal and influencing skills

Managerial courage

Fluent in local language and English

Commercial Sales Experience (min 2 years) with demonstrated success

Ability to sell across complex organizations

Willing to adapt to and drive organizational change

Ability to develop and maintain strong customer relationships

Willingness to work in cross-functional teams

Ability to develop and champion new ideas and approaches to increase profitability

Accountability / Scope :

Summary of Position :

Sales quota, revenue and instrument placements

Creates and maintains a target list of Hematology sales opportunities

Drives standardization of the sales process and assigns responsibilities

Profitability EP

Customer retention rate renewal target for hematology solutions

Customer satisfaction score (NPS)

Conduct a detailed customer gap analysis that includes procurement and stakeholders

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