Key Account Sales Manager

Leadingnation; Hong Kong; On-site; HKD 500,000 - 900,000; Full time

Job summary

Leadingnation is seeking a Key Account Manager – Hong Kong to drive profitable revenue growth across hospitals, healthcare systems, and distributors. You will manage strategic accounts, negotiate contracts, and expand our medical device portfolio in the Hong Kong market.

You will partner with regional and global teams, build a disciplined pipeline, and travel within Hong Kong as needed to meet targets.

Qualifications

• Minimum 5 years of B2B sales experience in medical devices or related healthcare markets.
• Experience managing key accounts and developing new business.
• Existing relationships with Hong Kong hospitals or distributors preferred.
• Experience selling through direct and distributor models.
• Strong negotiation and multi-stakeholder sales skills.

Responsibilities

• Develop and execute the annual Hong Kong territory sales strategy.
• Achieve revenue, gross margin, and new business targets.
• Manage key accounts, distributors, and new business opportunities.
• Lead commercial negotiations and contracts with customers.
• Collaborate with regional and global teams on product strategy.
• Maintain qualified pipeline with revenue potential and timing.

Skills

B2B sales

Key account management

New business development

Negotiation

Forecasting

Pipeline management

Healthcare industry experience

Education

Bachelor's degree in Business/Marketing/Life Sciences

Medical device sales experience

Job description

1.POSITION SUMMARY

The Key Account Manager – Hong Kong is responsible for driving profitable revenue growth, developing strategic customer relationships, and expanding the company's medical device business throughout the Hong Kong market.

This position will manage key healthcare accounts, distributor relationships, and new business development opportunities while identifying opportunities to expand the company's product portfolio within hospitals, healthcare systems, distributors, and other strategic customers.

The successful candidate will combine strong medical device sales experience with disciplined territory management, relationship development, commercial execution, and opportunity pipeline management. The role requires an individual capable of operating independently within the Hong Kong market while effectively collaborating with regional and global commercial, product, quality, regulatory, and operational teams.

2.KEY RESPONSIBILITIES

Territory & Revenue Management

• Develop and execute an annual Hong Kong territory sales strategy aligned with regional and global growth objectives.
• Achieve annual revenue, gross margin, and new business targets.
• Develop account-specific growth plans for strategic customers and distributors.
• Maintain accurate monthly, quarterly, and annual sales forecasts.
• Identify market trends, competitive activity, customer requirements, and emerging growth opportunities.
• Manage territory priorities and resources to maximize profitable growth and return on commercial investment.

Key Account Management

• Develop strong, long-term relationships with key decision-makers across hospitals, healthcare organizations, distributors, and strategic accounts.
• Establish relationships with clinical, procurement, supply chain, commercial, and executive stakeholders.
• Conduct regular business reviews with key customers to evaluate performance, identify opportunities, and address business challenges.
• Identify opportunities to expand product penetration within existing accounts.
• Lead commercial negotiations related to pricing, contracts, product opportunities, and customer programs.
• Serve as the primary commercial point of contact for assigned Hong Kong customers.

New Business Development

• Identify, qualify, and develop new customers and market opportunities throughout Hong Kong.
• Build and maintain a disciplined opportunity pipeline with clearly defined revenue potential, timing, probability, and next actions.
• Prospect targeted hospitals, healthcare organizations, distributors, and other potential strategic partners.
• Develop opportunities across the company's medical device portfolio, including surgical products, procedure solutions, equipment protection, wound care, and other healthcare products.
• Coordinate product evaluations, customer trials, samples, presentations, and commercial proposals.
• Convert qualified opportunities into sustainable recurring revenue.

Distributor & Channel Management

• Manage existing distributor relationships and evaluate opportunities for additional channel partnerships where appropriate.
• Establish clear revenue expectations, product priorities, forecasts, and market-development objectives with distribution partners.
• Monitor distributor performance and implement corrective actions when commercial expectations are not achieved.
• Support distributor sales teams with product training, customer presentations, and strategic account development.
• Ensure distributors appropriately represent the company's brand, products, and commercial strategy.

Clinical & Product Support

• Develop a strong understanding of the company's medical device portfolio, product applications, competitive positioning, and customer value proposition.
• Conduct product presentations and support clinical evaluations with healthcare professionals and customer stakeholders.
• Work closely with Product Management and Marketing to identify local market requirements and potential new product opportunities.
• Provide structured market feedback regarding competitive products, pricing, customer needs, and emerging clinical trends.

Cross-Functional Collaboration

• Coordinate closely with regional and global Sales, Product Management, Marketing, Operations, Regulatory Affairs, Quality Assurance, and Customer Service teams.
• Ensure customer requirements and commercial commitments are effectively communicated internally.
• Support resolution of customer service, supply, quality, regulatory, and operational issues when necessary.
• Participate in regional and global commercial meetings, sales reviews, product training, and strategic planning activities.

3.PERFORMANCE EXPECTATIONS / KPIs

Performance will be evaluated against measurable commercial objectives including:

• Annual revenue growth
• Gross margin performance
• Achievement of sales budget
• New customer revenue
• New product revenue
• Key account growth
• Opportunity pipeline value and quality
• Pipeline conversion rate
• Forecast accuracyDistributor performance
• Customer retention
• Strategic account penetration
• Timely CRM and opportunity management

The Key Account Manager is expected to maintain sufficient qualified pipeline coverage to support achievement of annual territory objectives.

4.QUALIFICATIONS

Education

• Bachelor's degree in Business, Marketing, Life Sciences, Healthcare, Biomedical Sciences, or a related discipline preferred.
• Equivalent professional medical device sales experience may be considered.

Experience

• Minimum 5 years of B2B sales experience , preferably within medical devices, healthcare products, surgical products, or related healthcare markets.
• Demonstrated experience managing key accounts and developing new business.
• Existing relationships within Hong Kong hospitals, healthcare systems, distributors, or procurement organizations strongly preferred.
• Experience selling through both direct and distributor/channel models preferred.
• Demonstrated history of achieving or exceeding sales targets.
• Experience managing complex commercial negotiations and multi-stakeholder sales processes.

REQUIRED COMPETENCIES

• Strong commercial and strategic selling capabilities
• Executive-level relationship management
• Consultative and solution-based selling skills
• Territory and key account planning
• New business development
• Negotiation and pricing discipline
• Financial and margin awareness
• Pipeline and forecast management
• Competitive market intelligence
• Strong presentation and communication skills
• Ability to work independently within a global organization
• High level of accountability and commercial urgency

LANGUAGE REQUIREMENTS

• Professional fluency in English required.
• Professional fluency in Cantonese strongly preferred.
• Mandarin proficiency is highly desirable given interaction with regional customers, partners, and internal teams.

TRAVEL

• Regular travel throughout Hong Kong is required.
• Periodic travel within Greater China and the broader Asia-Pacific region may be required.
• Occasional international travel for global sales meetings, product training, customer meetings, and corporate activities may be required.