Lead Key Account Manager Govt

Stryker; Chennai District; On-site; INR 900,000 - 1,500,000; Full time

Job summary

Stryker is seeking a results-driven Government Institutional Sales professional to lead revenue growth across Tamil Nadu, Karnataka, and Kerala. You will own key accounts from tendering to payment and collaborate with cross-functional teams to tailor offerings for Government institutions.

You will engage Deans, HoDs, and procurement leaders to expand market share, manage bids, and ensure long-term partnerships with public sector customers.

Qualifications

• 5 to 9 years of experience in Government Institutional Sales within MedTech/healthcare.
• Experience with Government tenders, GeM, rate contracts, DME/DHS, AIIMS, ESIC, Railways, Defence.
• Ability to influence senior decision-makers and build long-term partnerships.

Responsibilities

• Own and grow Stryker's Government business across Tamil Nadu, Karnataka, and Kerala, delivering sustainable revenue growth and achieving sales targets.
• Develop and execute strategic account plans for Government institutions, Medical Colleges, and GPOs.
• Manage the complete Tender-to-Cash lifecycle: tender, pre-bid, technical and commercial submissions, order management, installation, and payment collection.
• Drive business through GeM Portal, State E-Procurement Platforms, Rate Contracts, DME/DHS, and Central Government channels.
• Build and strengthen relationships with Deans, Medical Superintendents, HoDs, Biomedical Engineers, Procurement Leaders, and Finance Heads.
• Identify and convert new opportunities to increase market share and account penetration.
• Lead strategic discussions, product presentations, and reviews with senior Government officials.
• Collaborate with Sales, Marketing, Service, Clinical, Finance, and Legal to deliver customer-centric solutions.
• Drive product adoption and customer value creation by aligning portfolio with institutional needs.
• Serve as the primary contact for Government Key Accounts to ensure satisfaction and long-term partnerships.

Skills

Government institutional sales

Key account management

Strategic account planning

Negotiation

Payment collection

Stakeholder engagement

Education

Bachelor's degree in Science

Bachelor's degree in Pharmacy

Biomedical Engineering

MBA

Job description

What You Will Do

• Own and grow Stryker's Government business across Tamil Nadu, Karnataka, and Kerala, delivering sustainable revenue growth and achieving sales targets.
• Develop and execute strategic account plans for key Government institutions, Medical Colleges, and Group Purchasing Organizations (GPOs).
• Manage the complete Tender-to-Cash lifecycle, including tender identification, pre-bid activities, technical and commercial submissions, order management, installation, and payment collection.
• Drive business through GeM Portal, State E-Procurement Platforms, Rate Contracts, DME/DHS, and Central Government procurement channels.
• Build and strengthen relationships with key stakeholders including Deans, Medical Superintendents, HoDs, Biomedical Engineers, Procurement Leaders, and Finance Heads.
• Identify, develop, and convert new business opportunities within Government healthcare institutions to increase market share and account penetration.
• Lead strategic discussions, product presentations, and business reviews with senior Government officials and institutional leadership teams.
• Partner with cross-functional teams including Sales, Marketing, Service, Clinical, Finance, and Legal to deliver customer-centric solutions.
• Drive product adoption, solution selling, and customer value creation by understanding institutional needs and aligning Stryker's portfolio accordingly.
• Serve as the primary point of contact for Government Key Accounts, ensuring high customer satisfaction, long-term partnerships, and business retention.

What You Need

• 5 to 9 years of experience in Government Institutional Sales, Key Account Management, or Business Development within the Medical Device, MedTech, Healthcare, or Pharma industry.
• Proven success managing Government healthcare accounts across Tamil Nadu, Karnataka, and Kerala.
• Hands-on experience with Government Tenders, GeM, Rate Contracts, DME/DHS, AIIMS, ESIC, Railways, Defence, and other Central/State Government institutions.
• Strong expertise in strategic account management, stakeholder engagement, negotiation, business planning, and payment collection.
• Bachelor's degree in Science, Pharmacy, Biomedical Engineering, or a related discipline; MBA preferred.
• Demonstrated ability to influence senior decision-makers, build long-term partnerships, and drive growth in complex Government healthcare environments.

Stryker is a global leader in medical technologies and, together with its customers, is driven to make healthcare better. The company offers innovative products and services in MedSurg, Neurotechnology, Orthopaedics and Spine that help improve patient and healthcare outcomes. Alongside its customers around the world, Stryker impacts more than 150 million patients annually.