Verified Job
Accounting - Finance
Sales Manager - Key Accounts
Accounting - Finance
#702746
Remote / WFH
Job Description
Full job description
Founded in 1991, Mindray is one of the leading global providers of medical devices and solutions. Firmly committed to our mission of “advance medical technologies to make healthcare more accessible”, we are dedicated to innovation in the fields of Patient Monitoring & Life Support, In-Vitro Diagnostics, and Medical Imaging System.
Headquartered in Shenzhen, China, Mindray possesses a sound global R&D, marketing and service network with subsidiaries and branch offices in 32 countries in North and Latin America, Europe, Africa and Asia-Pacific, as well as 31 branch offices in China.
Inspired by the needs of our customers, we adopt advanced technologies and transform them into accessible innovation, bringing healthcare within reach. While improving the quality of care, we help reducing its cost, making it more accessible to a larger part of humanity. Today, Mindray’s products and services can be found in healthcare facilities in over 190 countries and regions. In China, Mindray’s products and solutions can be found in nearly 110,000 medical institutions and 99% of Class A tertiary hospitals.
Designation- Sales Manager – Key account
No. of Position- 1
Location- Mumbai
Reporting to: AGM-West IVD
Experience- 8-10+ Years
Role Objective
To drive revenue growth, profitability, and long-term partnerships by managing and expanding strategic key accounts through consultative selling, structured account planning, and cross-functional coordination.
Key Areas of Responsibility – IVD / Diagnostics
KAR Category
IVD-Specific Responsibilities
Strategic Key Account Management
Manage large diagnostic chains, hospital labs, reference labs, and PPP customers
Develop annual account plans covering instruments, reagents, and menu expansion
Map decision-makers: pathologists, lab managers, procurement, finance, and management
Act as single point of contact for commercial and strategic engagement with customers & dealers.
IVD Sales & Revenue Growth
Achieve sales targets for instruments, reagents, and consumables
Drive reagent rental, placement, and outright models as per customer need with the help of dealer network.
Increase reagent pull-through and test menu utilization
Ensure profitable pricing aligned with company guidelines
Scientific & Solution Selling
Position analyzers, assays, and automation solutions based on workflow needs
Highlight clinical value, throughput, TAT, quality, and cost-per-test benefits
Support product evaluations, validations, and demo installations
Coordinate scientific discussions with application specialists
Institutional Business
Manage tenders, RFPs, and institutional proposals (NHM, PPP, Government, Corporate chains)
Coordinate technical compliance, documentation, and pricing approvals
Customer Engagement & Retention
Conduct periodic business reviews with lab leadership and management
Ensure high uptime, service satisfaction, and reagent continuity
Handle escalations related to service, applications, or supply chain
Drive long-term partnerships and contract renewals
Cross-Functional Coordination
Work closely with dealers, service, application, logistics, marketing, and finance teams
Ensure smooth installation, validation, go-live, and post-install support
Align internal stakeholders to deliver end-to-end diagnostic solutions
Forecasting & Business Planning
Forecast instrument placements and reagent consumption accurately
Track installed base performance and growth opportunities
Maintain CRM data and opportunity pipelines
Compliance & Quality Orientation
Understanding to NABL, CAP, ISO, and regulatory requirements
Follow ethical selling practices and company compliance policies
Support audits, contracts, and documentation processes
Key Goals / Performance Indicators (KPIs) – IVD Focus
KPI Category
Measurement Criteria
Sales Performance
Instrument placements achieved vs. target
Reagent revenue achievement
Growth in installed base
Reagent Pull-through
Reagent consumption vs. committed volumes
Test menu expansion per analyzer
Profitability
Gross margin per account
Cost-per-test optimization
Account Growth
Wallet share increase within key labs
Number of new assays / platforms introduced
Contract renewals and long-term agreements
Customer Satisfaction
Service uptime and responsiveness
Feedback from pathologists and lab managers
Escalation resolution turnaround time
Operational Excellence
Forecast accuracy
Timely tender submissions and approvals
CRM hygiene and reporting discipline
Skills & Competencies – IVD / Diagnostics
Category
Requirements
Functional Skills
Key Account Management – Diagnostics
IVD Instrument selling
Scientific & Workflow-based Selling
Institutional Business Handling
Technical Understanding
Knowledge of biochemistry, hematology, immunoassay, automation workflows
Understanding of lab operations, TAT.
Behavioral Competencies
Strong relationship-building with pathologists and lab leadership
Strategic thinking and problem-solving mindset
High ownership and execution focus
Qualification & Experience – IVD
Parameter
Requirement
Education
Graduate / Postgraduate in Life Sciences, Biotechnology, Medical Laboratory Technology, or Management
Experience
3–10+ years in IVD / Diagnostics / Medical Devices sales
Preferred Exposure
Handling diagnostic chains, hospital labs, reference labs, or government / PPP projects within Mumbai & rest of Maharastra.
Success Criteria – IVD Role
Aspect
Expectation
Business Impact
Sustainable growth in installed base and reagent revenue
Customer Value
Strong scientific credibility, service satisfaction, and long-term trust
Execution Excellence
Smooth installations, high reagent pull-through, and compliant processes
Founded in 1991, Mindray is one of the leading global providers of medical devices and solutions. Firmly committed to our mission of “advance medical technologies to make healthcare more accessible”, we are dedicated to innovation in the fields of Patient Monitoring & Life Support, In-Vitro Diagnostics, and Medical Imaging System.
Headquartered in Shenzhen, China, Mindray possesses a sound global R&D, marketing and service network with subsidiaries and branch offices in 32 countries in North and Latin America, Europe, Africa and Asia-Pacific, as well as 31 branch offices in China.
Inspired by the needs of our customers, we adopt advanced technologies and transform them into accessible innovation, bringing healthcare within reach. While improving the quality of care, we help reducing its cost, making it more accessible to a larger part of humanity. Today, Mindray’s products and services can be found in healthcare facilities in over 190 countries and regions. In China, Mindray’s products and solutions can be found in nearly 110,000 medical institutions and 99% of Class A tertiary hospitals.
Designation- Sales Manager – Key account
No. of Position- 1
Location- Mumbai
Reporting to: AGM-West IVD
Experience- 8-10+ Years
Role Objective
To drive revenue growth, profitability, and long-term partnerships by managing and expanding strategic key accounts through consultative selling, structured account planning, and cross-functional coordination.
Key Areas of Responsibility – IVD / Diagnostics
KAR Category
IVD-Specific Responsibilities
Strategic Key Account Management
Manage large diagnostic chains, hospital labs, reference labs, and PPP customers
Develop annual account plans covering instruments, reagents, and menu expansion
Map decision-makers: pathologists, lab managers, procurement, finance, and management
Act as single point of contact for commercial and strategic engagement with customers & dealers.
IVD Sales & Revenue Growth
Achieve sales targets for instruments, reagents, and consumables
Drive reagent rental, placement, and outright models as per customer need with the help of dealer network.
Increase reagent pull-through and test menu utilization
Ensure profitable pricing aligned with company guidelines
Scientific & Solution Selling
Position analyzers, assays, and automation solutions based on workflow needs
Highlight clinical value, throughput, TAT, quality, and cost-per-test benefits
Support product evaluations, validations, and demo installations
Coordinate scientific discussions with application specialists
Institutional Business
Manage tenders, RFPs, and institutional proposals (NHM, PPP, Government, Corporate chains)
Coordinate technical compliance, documentation, and pricing approvals
Customer Engagement & Retention
Conduct periodic business reviews with lab leadership and management
Ensure high uptime, service satisfaction, and reagent continuity
Handle escalations related to service, applications, or supply chain
Drive long-term partnerships and contract renewals
Cross-Functional Coordination
Work closely with dealers, service, application, logistics, marketing, and finance teams
Ensure smooth installation, validation, go-live, and post-install support
Align internal stakeholders to deliver end-to-end diagnostic solutions
Forecasting & Business Planning
Forecast instrument placements and reagent consumption accurately
Track installed base performance and growth opportunities
Maintain CRM data and opportunity pipelines
Compliance & Quality Orientation
Understanding to NABL, CAP, ISO, and regulatory requirements
Follow ethical selling practices and company compliance policies
Support audits, contracts, and documentation processes
Key Goals / Performance Indicators (KPIs) – IVD Focus
KPI Category
Measurement Criteria
Sales Performance
Instrument placements achieved vs. target
Reagent revenue achievement
Growth in installed base
Reagent Pull-through
Reagent consumption vs. committed volumes
Test menu expansion per analyzer
Profitability
Gross margin per account
Cost-per-test optimization
Account Growth
Wallet share increase within key labs
Number of new assays / platforms introduced
Contract renewals and long-term agreements
Customer Satisfaction
Service uptime and responsiveness
Feedback from pathologists and lab managers
Escalation resolution turnaround time
Operational Excellence
Forecast accuracy
Timely tender submissions and approvals
CRM hygiene and reporting discipline
Skills & Competencies – IVD / Diagnostics
Category
Requirements
Functional Skills
Key Account Management – Diagnostics
IVD Instrument selling
Scientific & Workflow-based Selling
Institutional Business Handling
Technical Understanding
Knowledge of biochemistry, hematology, immunoassay, automation workflows
Understanding of lab operations, TAT.
Behavioral Competencies
Strong relationship-building with pathologists and lab leadership
Strategic thinking and problem-solving mindset
High ownership and execution focus
Qualification & Experience – IVD
Parameter
Requirement
Education
Graduate / Postgraduate in Life Sciences, Biotechnology, Medical Laboratory Technology, or Management
Experience
3–10+ years in IVD / Diagnostics / Medical Devices sales
Preferred Exposure
Handling diagnostic chains, hospital labs, reference labs, or government / PPP projects within Mumbai & rest of Maharastra.
Success Criteria – IVD Role
Aspect
Expectation
Business Impact
Sustainable growth in installed base and reagent revenue
Customer Value
Strong scientific credibility, service satisfaction, and long-term trust
Execution Excellence
Smooth installations, high reagent pull-through, and compliant processes
