Sales Manager - Key Accounts

KAR Category

IVD-Specific Responsibilities

Strategic Key Account Management

• Manage large diagnostic chains, hospital labs, reference labs, and PPP customers
• Develop annual account plans covering instruments, reagents, and menu expansion
• Map decision-makers: pathologists, lab managers, procurement, finance, and management
• Act as single point of contact for commercial and strategic engagement with customers & dealers.

IVD Sales & Revenue Growth

• Achieve sales targets for instruments, reagents, and consumables
• Drive reagent rental, placement, and outright models as per customer need with the help of dealer network.
• Increase reagent pull-through and test menu utilization
• Ensure profitable pricing aligned with company guidelines

Scientific & Solution Selling

• Position analyzers, assays, and automation solutions based on workflow needs
• Highlight clinical value, throughput, TAT, quality, and cost-per-test benefits
• Support product evaluations, validations, and demo installations
• Coordinate scientific discussions with application specialists

 Institutional Business

• Manage tenders, RFPs, and institutional proposals (NHM, PPP, Government, Corporate chains)
• Coordinate technical compliance, documentation, and pricing approvals

Customer Engagement & Retention

• Conduct periodic business reviews with lab leadership and management
• Ensure high uptime, service satisfaction, and reagent continuity
• Handle escalations related to service, applications, or supply chain
• Drive long-term partnerships and contract renewals

Cross-Functional Coordination

• Work closely with dealers, service, application, logistics, marketing, and finance teams
• Ensure smooth installation, validation, go-live, and post-install support
• Align internal stakeholders to deliver end-to-end diagnostic solutions

Forecasting & Business Planning

• Forecast instrument placements and reagent consumption accurately
• Track installed base performance and growth opportunities
• Maintain CRM data and opportunity pipelines

Compliance & Quality Orientation

• Understanding to NABL, CAP, ISO, and regulatory requirements
• Follow ethical selling practices and company compliance policies
• Support audits, contracts, and documentation processes