Sales Manager North & Key Accounts

     

JOB DESCRIPTION:

Job Description: Sales Manager (North) & Key Account Management (KAM) Lead

Position Overview

 Sales Manager North & KAM Lead drives business growth for Abbott Rapid Diagnostics ( Infectious Diseases ) in the region. This dual-responsibility role combines regional territory management with strategic oversight of National Key Accounts. The position requires a leader who can manage a high-performing sales team while building relationships with top-tier healthcare accounts, corporate clients, and distributors.

Key Responsibilities

Regional Sales Management

• Achieve Targets: Deliver regional sales volume, revenue, and market share goals.
• Team Leadership: Recruit, train, mentor, and monitor a team of sales executives.
• Territory Planning: Map market potential and deploy resources efficiently across the North region.
• Distributor Management: Secondary sales tracking, inventory management, and distributor network expansion.
• Market Intelligence: Monitor competitor activities, pricing, and changing market trends.
• Forecasting: Provide monthly, quarterly, and annual sales forecasts for the region.

Key Account Management (KAM)

• Strategic Partnerships: Build long-term relationships with corporate hospitals, large labs, and government accounts.
• Contract Negotiation: Lead high-value tender business, rate contracts, and institutional procurement processes.
• Cross-Functional Alignment: Work with marketing, medical affairs, and supply chain to service key accounts.
• Value Creation: Design tailored diagnostic solutions to increase product penetration within institutional frameworks.

Qualifications & Experience

Education

• Required: Bachelor’s degree in science, Pharma, Biotechnology, or a related field.

Experience

• Total Experience: 8 to 12 years in healthcare sales.
• Industry Segment: Minimum 4 years in In-Vitro Diagnostics (IVD), Medical Devices, or Life Sciences.
• Leadership: At least 3 years of experience managing a direct sales team.
• KAM Exposure: Proven track record of managing large institutional hospital chains or government accounts.

Competencies & Skills

• Deep geographic knowledge of the North India healthcare market and distributor networks.
• Strong commercial acumen, contract negotiation, and analytical skills.
• Excellent communication, presentation, and stakeholder management skills.
• Willingness to travel extensively across the region (up to 50 %)

     

The base pay for this position is

N/A

In specific locations, the pay range may vary from the range posted.

     

JOB FAMILY:

Sales Force

     

DIVISION:

ID Infectious Disease

        

LOCATION:

India > Gurgaon : BPTP Park Centra

     

ADDITIONAL LOCATIONS:

     

WORK SHIFT:

Standard

     

TRAVEL:

Yes, 100 % of the Time

     

MEDICAL SURVEILLANCE:

Not Applicable

     

SIGNIFICANT WORK ACTIVITIES:

Continuous standing for prolonged periods (more than 2 consecutive hours in an 8 hour day)