Key Account Executive - IVD

Description

• The Key Account Executive - IVD is responsible for delivering profitable revenue growth, structured market expansion, analyser placement strategy, and reagent annuity development within the assigned territory.
• The role carries full commercial accountability for revenue performance, pipeline governance, margin protection, and professional customer engagement.
• The Key Account Executive operates as a solution/value driven provider and enterprise representative and is evaluated strictly on measurable commercial outcomes, behavioural standards, and governance compliance.

Key Responsibilities
Sales Generation:
The Key Account Executive shall:

• Achieve 100% or above of assigned monthly revenue targets -equipment and reagents
• Deliver minimum 25-30% year-on-year revenue growth.
• Maintain approved gross margin thresholds - equipment and reagents
• Drive recurring reagent revenue growth from installed analyzers.
• Ensure disciplined pricing adherence in line with approved frameworks.
• Support timely payment recovery in collaboration with Finance.

Customer Relationship Management:
The Key Account Executive shall:

• Manage a minimum of 15 active strategic accounts by mid-year.
• Develop documented growth plans for top-performing accounts.
• Conduct structured decision-maker mapping.
• Maintain regular executive-level engagements.
• Increase product portfolio penetration per account.
• Monitor account health and revenue sustainability.

Analyzer Placement & Reagent Growth Strategy
The Key Account Executive shall:

• Secure commercially viable analyser placements aligned with reagent pull-through expectations.
• Avoid placements that lack sustainable utilization potential.
• Monitor reagent consumption patterns monthly.
• Escalate underperforming accounts promptly.
• Collaborate internally to improve analysers productivity.

Pipeline Management & Forecast Discipline
The Key Account Executive shall:

• Maintain a healthy pipeline.
• Achieve 100% quarterly forecast accuracy.
• Ensure 100% CRM documentation compliance.
• Provide weekly structured pipeline updates.
• Escalate revenue risks and commercial exposure proactively.

Product Knowledge and Expertise:
The Key Account Executive shall:

• Conduct structured needs assessments prior to proposal submission.
• Clearly articulate operational, clinical, and financial value.
• Present professionally structured commercial proposals.
• Defend pricing through documented value positioning.
• Minimize discount dependency.

Market Expansion & Territory Development
The Key Account Executive shall:

• Acquire new strategic accounts quarterly.
• Expand coverage into underserved markets.
• Develop government, PPP, and institutional opportunities.
• Conduct territory mapping and growth planning.
• Contribute market intelligence to leadership.

Continuous Improvement:
The Key Account Executive shall:

• Maintain professional and executive-level communication.
• Comply fully with pricing, contracting, and approval processes.
• Submit weekly and monthly reports as required.
• Adhere strictly to ethical and regulatory standards.
• Demonstrate collaboration with internal teams.
• Reduction of repeat complaints by 30%.

Qualifications

• Interested candidates should possess a Bachelor`s Degree with 3 - 5 years experience.

Reporting and Working Relationships
Works Closely With:

• Applications Team
• Service Team
• Supply Chain
• Finance & Credit Control
• Senior Management.

External Stakeholders:

• Laboratory Owners
• Hospital Administrators
• Procurement Units
• Government Institutions
• Teaching Hospitals
• NGOs and Corporate Health Institutions etc.

Key Competencies

• Strategic Selling
• Negotiation & Deal Structuring
• Financial Acumen
• Territory Planning
• CRM & Data Analysis
• Executive Communication
• Competitive Intelligence
• Time & Resource Management
• Ethical Judgment & Integrity.

Application Closing Date
10th July, 2026.

How to Apply
Interested and qualified candidates should send their their CV to:  View email address on hotnigerianjobs.com using the Job title as the subject of the mail.

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