Biotech - Key Account Manager

Role Overview

We are seeking an accomplished Key Account Manager to spearhead growth in the Ophthalmology (Intraocular Lens) portfolio. This leadership role is pivotal in strengthening long term strategic partnerships, driving market penetration, and maximizing revenue across priority accounts. The incumbent will be entrusted with deepening client engagement, optimizing product adoption, and positioning our organization as the partner of choice for leading ophthalmic hospitals and surgical centers.

Key Account Leadership

- Develop and execute account development plans for high-value customers, ensuring alignment with business growth objectives.

- Drive strategic discussions with hospital leadership, surgeons, and procurement stakeholders, positioning the IOL portfolio as a clinical and commercial differentiator.

- Ensure repeat business, brand loyalty, and sustained wallet share expansion across assigned territories.

Sales Growth & Execution

- Achieve and exceed defined sales, revenue, and upgrade targets within the assigned geography.

- Drive product adoption for Genesis, Toric, Multifocal, and EDOF lenses, positioning them as premium solutions for varied clinical needs.

- Lead bundling strategies, commercial negotiations, and value-based selling initiatives to optimize portfolio penetration.

Business Development & Market Expansion

- Identify and capitalize on new opportunities within existing accounts while nurturing prospective accounts.

- Utilize marketing intelligence, referral channels, and CRM-driven leads to unlock additional sales avenues.

- Leverage e-commerce platforms and digital engagement strategies to enhance customer reach and satisfaction.

Customer Engagement & Retention

- Serve as a trusted advisor to surgeons and decision-makers, ensuring their evolving needs are met with tailored solutions.

- Implement a structured customer feedback loop, driving continuous improvement in product offerings and service delivery.

- Ensure proactive engagement in training, workshops, and scientific discussions to enhance clinical adoption.

Operational & Financial Excellence

- Monitor collections, payment cycles, and commercial terms to safeguard organizational interests.

- Ensure accurate forecasting, reporting, and market intelligence sharing with internal stakeholders.

- Drive cross-functional collaboration with marketing, supply chain, and medical affairs teams to ensure seamless customer experience.

Required Skills & Competencies

Functional Expertise

- Proven track record in strategic sales, KAM, and high-value relationship management.

- In-depth understanding of ophthalmic surgery, IOL product lines, and competitive landscape.

- Proficiency in CRM tools, data analytics, and sales performance tracking systems.

Behavioral & Leadership Competencies

- Business Acumen: Ability to translate business goals into actionable growth strategies.

- Negotiation Mastery: Skilled in closing high-value deals with senior stakeholders.

- Relationship Orientation: Exceptional ability to nurture long-term, trust-based partnerships.

- Results Focus: Strong drive to exceed revenue and account penetration targets.

- Adaptability: Agile in navigating market shifts, competitive pressures, and evolving client expectations.

- Ethical Leadership: Upholds integrity, transparency, and compliance with organizational values.