Job Title:
Job Summary
Key Account Manager OPT
The role will be responsible for developing and executing strategic account plans, strengthening relationships with key customers, identifying business development opportunities, growing ophthalmology consumables and recurring business, and ensuring customer satisfaction and retention.
leading and managing a small team of Surgical Sales Specialists
Key Responsibilities:
Strategic Account Management
- Develop and execute strategic plans for designated regional key accounts.
- Develop customized account strategies to drive business growth, profitability and customer retention.
- Prepare account business plans and growth roadmaps.
- Develop and execute Account-Based Marketing (ABM) strategies aligned with sales and marketing objectives.
- Leverage workflow solutions and cross-functional business capabilities to create value for customers.
Customer Relationship Management
- Build and maintain strong relationships with key customers.
- Understand customer needs, challenges and business objectives.
- Develop customized solutions based on customer requirements.
- Act as the primary contact for escalated customer issues.
- Strengthen customer relationships and position the organization as a strategic partner.
Business Development
- Identify cross-sell and upsell opportunities within existing key accounts.
- Expand business presence within strategic accounts.
- Drive growth of the ophthalmology consumables business.
- Develop opportunities to increase recurring business from key accounts.
- Collaborate with Business Development, Marketing, Customer Service and other teams to drive business growth.
Contract & Commercial Management
- Develop and maintain long-term customer relationships.
- Lead commercial discussions, contracts and agreements with key customers.
- Drive customer commitment toward agreed business targets.
- Ensure commercial agreements are aligned with business goals and profitability targets.
Data & Performance Management
- Monitor and analyze key account performance using relevant business data.
- Use data-driven insights to improve customer satisfaction and financial outcomes.
- Track account growth, business contribution and profitability.
Team Management
- Lead and manage a team of Surgical Sales Specialists.
- Drive team productivity and achievement of business objectives.
- Support team members in developing and expanding strategic customer accounts.
Risk Management
- Identify potential risks within key accounts and develop appropriate mitigation strategies.
- Monitor industry trends and market dynamics that may impact business performance.
Key Result Areas:
- End-to-end ownership of designated key accounts.
- Revenue and business growth from strategic accounts.
- Growth of ophthalmology consumables and recurring business.
- Market contribution and productivity improvement.
- Achievement of account-specific business targets.
- Adherence to budgets and commercial objectives.
- Effective customer relationship and stakeholder management.
Required Skills & Experience:
810+ years of experience in Ophthalmology / Healthcare / Medical Devices.
- Proven experience in
Key Account Management / Strategic Account Management
. - Strong track record of retaining and growing key accounts.
- Experience in business development and revenue growth.
- Experience managing hospital, healthcare or ophthalmology accounts.
- Strong commercial acumen and business development skills.
- Experience in cross-selling and upselling.
- Strong negotiation and contract management skills.
- Experience in managing or leading sales teams.
- Strong analytical and data-driven approach.
- Excellent strategic thinking and problem-solving skills.
- Strong stakeholder management and interpersonal skills.
- Ability to manage complex customer relationships and projects.
- Experience with digital/solution selling will be an advantage.
- Strong written and verbal communication skills in English.
Education:
- Bachelor's degree in
Business, Engineering, Marketing, Science, Medical Technology or a related field
. - Master's degree/MBA preferred.
