Key Accounts Manager

ZEISS; Hyderabad, Bengaluru; On-site; INR 1,800,000 - 3,000,000; Full time

Job summary

ZEISS in Hyderabad is seeking an experienced Key Account Manager OPT to drive growth across strategic ophthalmology accounts. You will develop and execute strategic account plans, strengthen relationships with customers, identify growth opportunities, and expand recurring business.

You will lead a small team of Surgical Sales Specialists and collaborate with cross-functional teams to deliver customer-centric solutions and ensure retention and satisfaction.

Qualifications

• 8-10+ years of experience in Ophthalmology / Healthcare / Medical Devices.
• Proven experience in Key Account Management / Strategic Account Management.
• Experience leading a sales team and managing hospital, healthcare or ophthalmology accounts.
• Strong negotiation and contract management skills.

Responsibilities

• 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.
• Lead Account-Based Marketing (ABM) strategies aligned with sales and marketing objectives.
• Leverage cross-functional capabilities to create value for customers.
• Build and maintain strong relationships with key customers.

Skills

Key Account Management / Strategic Key

Ophthalmology / Healthcare / Medical

Negotiation & Contract Management

Team Leadership / Sales Team

Data-Driven / Analytics

English Communication

Cross-selling / Upselling

Education

Bachelor's degree in Business, Engineering, Marketing, Science, Medical Technology or related field

Master's degree / MBA preferred

Job description

Job Title: Key Account Manager OPT
Division: Medical
Location: Hyderabad
Experience: 8 - 10+ Years
Industry: Ophthalmology / Healthcare / Medical Devices
Function: Sales & Business Development
Employment Type: Full Time

Job Summary

We are looking for an experienced Key Account Manager OPT to drive business growth across strategic ophthalmology accounts in the region.

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.

The position will also involve leading and managing a small team of Surgical Sales Specialists and working closely with cross-functional teams to deliver customer-centric solutions.

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.