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:
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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