Key Account Executive- IVD (In-Vitro Diagnostics)

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.

REPORTING & 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 Responsibilities: 1. Sales Generation: 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. 2. Customer Relationship Management: 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. 3. Analyzer Placement & Reagent Growth Strategy 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. 4. Pipeline Management & Forecast Discipline 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. 5. Product Knowledge and Expertise: 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. 6. Market Expansion & Territory Development 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. 7. Continuous Improvement: 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%. Key Competencies Strategic Selling Negotiation & Deal Structuring Financial Acumen Territory Planning CRM & Data Analysis Executive Communication Competitive Intelligence Time & Resource Management Ethical Judgment & Integrity

EDUCATIONAL REQUIREMENT

Bachelor’s degree in biomedical engineering, Life/Health/Biological Sciences or a related field. Minimum of 3 -5 years of experience in as a Sales Executive/Medical Representative in In-Vitro- Diagnostics