Senior Key Account Manager

Molbio Diagnostics; Bengaluru; On-site; INR 1,500,000 - 3,000,000; Full time

Job summary

Molbio Diagnostics seeks a senior leader to drive strategic growth with hospital groups, national diagnostic chains, and large laboratories. You will identify opportunities for instrument placements, test-volume expansion and recurring reagent revenue while coordinating across clinical, procurement and finance teams.

The role requires extensive relationships with senior decision-makers, deep knowledge of IVD workflows and capital equipment dynamics, and a willingness to travel to multi-location

Qualifications

• Minimum 15 years of experience in the IVD, molecular diagnostics or diagnostic laboratory industry.
• Proven track record managing large hospital groups and national/regional diagnostic chains.
• Strong understanding of procurement, capital equipment and recurring consumables business dynamics.

Responsibilities

• Develop and execute strategic account plans for key hospital groups and large reference labs.
• Build relationships with CXOs, CEOs, COOs, medical directors and procurement heads.
• Lead commercial discussions, tenders, rate contracts and strategic pricing with large institutions.
• Coordinate with internal teams for contract closure and implementation.
• Drive instrument placement, test-volume growth and reagent revenue across multi-location accounts.
• Identify cross-selling opportunities and portfolio expansion across hospitals and labs.
• Monitor market trends, prepare forecasts and maintain strategic account databases.

Skills

IVD industry

Molecular diagnostics

Strategic accounts

Executive communication

Job description

To drive profitable business growth by developing and managing strategic relationships with leading hospital groups, national and regional diagnostic laboratory chains, corporate healthcare networks and large institutional customers.

The role will be responsible for identifying high-value business opportunities, building long-term partnerships with key decision-makers, expanding the adoption of Molbio’s diagnostic solutions, and delivering sustainable instrument placement, test-volume growth and recurring reagent revenue.

Key Responsibilities

1. Strategic Account Management

• Develop and execute strategic account plans for key hospital groups, corporate healthcare networks, national diagnostic chains and large reference laboratories.
• Build and maintain relationships with CXOs, CEOs, COOs, medical directors, laboratory directors, HODs of microbiology and pathology, procurement heads and finance teams.
• Map account structures, decision-making processes, clinical stakeholders, procurement channels and business potential across multi-location customers.
• Develop long-term partnerships and identify opportunities for account penetration, retention and expansion.

2. Business Development and Revenue Growth

• Achieve assigned revenue, instrument placement, test-volume and recurring consumables targets.
• Identify opportunities to introduce and expand molecular diagnostic testing across existing and new accounts.
• Drive business development for Molbio’s TrueNat platform and relevant diagnostic test portfolio (Prorad & Optrascan), aligned with the company's commercial priorities.
• Develop business cases for new installations, additional testing menus, multi-location rollouts and account-level expansion.
• Build a qualified sales pipeline and ensure timely conversion of opportunities into business.

3. Institutional Sales and Commercial Negotiations

• Lead commercial discussions, tenders, rate contracts, annual contracts and strategic pricing negotiations with large institutions.
• Develop account-specific commercial proposals, business models, ROI calculations and volume commitments.
• Negotiate mutually beneficial agreements while protecting profitability, payment terms and long-term account value.
• Coordinate with internal commercial, finance, legal, service and application teams for contract closure and implementation.

4. Clinical Engagement and Product Adoption

• Work with clinical and laboratory stakeholders to identify unmet diagnostic needs and appropriate testing opportunities.
• Coordinate product demonstrations, technical evaluations, clinical validations and laboratory implementation with application and technical teams.
• Develop account-level adoption plans to improve test utilization, menu expansion and recurring reagent consumption.
• Gather customer feedback, competitive intelligence and emerging market requirements to support business planning.

5. Account Expansion and Stakeholder Management

• Drive account-level growth across multiple hospitals, laboratories, cities and regions within assigned customer groups.
• Identify cross-selling and portfolio expansion opportunities.
• Establish executive-level engagement plans, periodic business reviews and customer satisfaction initiatives.
• Resolve escalated commercial and account-related issues through effective internal coordination.

6. Market Intelligence and Business Planning

• Monitor competitor platforms, pricing, testing menus, procurement practices and emerging diagnostic technologies.
• Maintain a structured database of strategic accounts, business potential, current platforms, testing volumes and growth opportunities.
• Prepare monthly forecasts, sales pipeline reports, account plans and performance reviews.
• Provide actionable insights on market trends, customer requirements and competitive positioning.

7. Cross-functional Collaboration

• Work closely with regional sales teams, distributors, application specialists, service teams, marketing and commercial functions.
• Ensure effective coordination for installations, training, service support, reagent availability and account implementation.
• Align strategic account initiatives with the overall private-sector growth strategy.

Desired Candidate Profile

• Minimum 15 years of relevant experience in the IVD, molecular diagnostics or diagnostic laboratory industry.
• Demonstrated experience managing large hospital groups, national or regional diagnostic laboratory chains, corporate healthcare networks or reference laboratories.
• Proven track record of winning strategic accounts, negotiating institutional contracts and delivering measurable business growth.
• Strong understanding of diagnostic laboratory workflows, IVD procurement processes and the commercial dynamics of capital equipment and recurring consumables.
• Existing professional relationships with senior decision-makers in major hospitals and diagnostic chains.
• Experience handling multi-location accounts and complex, multi-stakeholder sales cycles.
• Strong commercial acumen, negotiation skills, strategic account planning and executive-level communication.
• Ability to work independently, manage long sales cycles and coordinate cross-functional teams.
• Willingness to travel extensively as required.

Preferred:

Experience in molecular diagnostics/PCR, infectious disease diagnostics, instrument placements, reagent-rental or reagent-linked commercial models, national rate contracts and centralized procurement. Candidate with background of Radiology / Digital pathology backgrounds can also be considered.