National Key Account Manager

About Halma:

Halma is a global group of life-saving technology companies, driven by a clear purpose. We are an FTSE 100 company with headquarters in the UK and operations in 23 countries, including regional hubs in India, China, Brazil, and the US.

Our diverse group of nearly 50 global companies specialise in market leading technologies that push the boundaries of science and technology.

For the last 42 years, the combination of our purpose, strategy, people, DNA and sustainable business model has resulted in record long-term growth in revenues and profits and an increase in dividend by ≥ 5% every year– an achievement unrivalled by any company listed on the London Stock Exchange.

Why join us?

We are a Great Place to Work certified organisation, with an employee centric culture anchored on autonomy, trust, respect, humility, work-life balance, team spirit, and approachable leadership.

We offer a safe and respectful workplace, where everyone can be who they 'REALLY' are, feel free to bring their whole selves to work and use their unique talents, knowledge, expertise, experiences, and backgrounds to create meaningful outcomes.

We nurture entrepreneurial spirits and empower them to think beyond the possibilities, to discover, shape and build their own unique stories. We promote and support non-linear career growth for the right talent.

We are simple, humble and approachable, and we believe in leadership at all levels to bring our purpose to life. Everyone at Halma India makes an impact, and so do you when you join us

About Halma Company Volk Optical:

Volk Optical Inc. ( is a premier designer and US manufacturer of the highest quality portable ophthalmic cameras, lenses, surgical systems, and accessories used in the diagnosis and treatment of diseases of the eye.

Position Objective:

The position is responsible and accountable for profitably growing sales. As the manager of a key National Key Accounts, she/he is expected to set a basis for current and future growth through active management of existing accounts, thought leader relations, conducting direct sales, creating opportunities for growth for products that have additional potential or those that are declining or flat, and identifying and developing new channels.

Responsibilities:

• Strong sales and account management skills, with a proven track record of successfully managing key accounts and achieving revenue targets.
• Build and maintain strong relationships with key clients, serving as their primary point of contact for all business-related matters.
• Develop and implement strategic account plans to achieve sales targets, foster account growth, and identify new business opportunities.
• Conduct regular business reviews with clients to assess their needs, address concerns, and provide solutions that meet their objectives.
• Collaborate with cross-functional teams, such as sales, marketing, and customer support, to ensure seamless delivery of products/services and exceptional customer experience.
• Identify upselling and cross-selling opportunities within existing accounts to maximize revenue generation.
• Stay updated on industry trends, market conditions, and competitor activities to proactively identify potential threats and opportunities.
• Prepare and present reports on account performance, sales forecasts, and market insights to internal stakeholders.
• Manage contract negotiations, renewals, and pricing discussions.
• Provide exceptional customer service by promptly addressing customer inquiries, resolving issues, and coordinating with internal teams to deliver timely solutions.
• Collaborate with product development teams to provide feedback and insights from clients, contributing to the development of new products/services.
• Accountable and responsible for the sales strategy for the Key Accounts and for achieving (and over-delivering) sales plans for the Accounts across all product segments (diagnostic, surgical, and imaging).
• Assess, own, and strengthen the right distributor partnerships to deliver growth across the entire Volk product portfolio in the accounts.
• Ensure every customer receives high-quality service and support as rapidly as possible.
• Develop a deep understanding of the diagnostic lens, surgical lens/systems, and the imaging market in the account to inform sales strategy.
• Be analytical in evaluating sales and trends for the account and adjusting actions accordingly to achieve sales plans.
• Own the product forecasting for the account, providing monthly insights and reporting on the product pipeline and forecast.
• Lead Volk's presence at industry trade events and shows and drive sales growth via such events.
• Drive the creation of sales collateral for this region in partnership form Headquarters in line with brand guidelines.
• Conduct direct sales training, product demonstrations, and presentations to distributors and end-users for products as required.
• Build a strong network of KOLs and influencers in the account and conduct educational seminars and webinars in partnership with KOLs and influencers.
• Strong sales and account management skills, with a proven track record of successfully managing key accounts and achieving revenue targets.
• Build and maintain strong relationships with key clients, serving as their primary point of contact for all business-related matters.
• Develop and implement strategic account plans to achieve sales targets, foster account growth, and identify new business opportunities.
• Conduct regular business reviews with clients to assess their needs, address concerns, and provide solutions that meet their objectives.
• Collaborate with cross-functional teams, such as sales, marketing, and customer support, to ensure seamless delivery of products/services and exceptional customer experience.
• Identify upselling and cross-selling opportunities within existing accounts to maximize revenue generation.
• Stay updated on industry trends, market conditions, and competitor activities to proactively identify potential threats and opportunities.
• Prepare and present reports on account performance, sales forecasts, and market insights to internal stakeholders.
• Manage contract negotiations, renewals, and pricing discussions.
• Provide exceptional customer service by promptly addressing customer inquiries, resolving issues, and coordinating with internal teams to deliver timely solutions.
• Collaborate with product development teams to provide feedback and insights from clients, contributing to the development of new products/services.
• Accountable and responsible for the sales strategy for the Key Accounts and for achieving (and over-delivering) sales plans for the Accounts across all product segments (diagnostic, surgical, and imaging).
• Assess, own, and strengthen the right distributor partnerships to deliver growth across the entire Volk product portfolio in the accounts.
• Ensure every customer receives high-quality service and support as rapidly as possible.
• Develop a deep understanding of the diagnostic lens, surgical lens/systems, and the imaging market in the account to inform sales strategy.
• Be analytical in evaluating sales and trends for the account and adjusting actions accordingly to achieve sales plans.
• Own the product forecasting for the account, providing monthly insights and reporting on the product pipeline and forecast.
• Lead Volk's presence at industry trade events and shows and drive sales growth via such events.
• Drive the creation of sales collateral for this region in partnership form Headquarters in line with brand guidelines.
• Conduct direct sales training, product demonstrations, and presentations to distributors and end-users for products as required.
• Build a strong network of KOLs and influencers in the account and conduct educational seminars and webinars in partnership with KOLs and influencers.

Critical Success factors:

• Exceeding sales targets Strengthening dealer network.
• Growing sales for all products and identifying new growth strategies and channels.
• Developing a strong command of Volk's range of products
• Instilling confidence in the Distributor's command and understanding of Volk's products.
• Capturing market share from competitors.
• Generating a market pull and demand for Volk's products by establishing relationships with leading KOLs and institutions.
• Demonstrate the value of Volk's products to create customer preference as opposed to price-driven sales.

Qualifications:

• BE/ BTech / BSc / B. Pharma along with MBA would be an added advantage.

Experience:

• 15 plus years of sales experience and minimum 5 years of selling medical or pharmaceutical Products/equipment in the Ophthalmic or Medical Industry.