Key Account Manager – Diagnostic Imaging

Key Account Manager - Diagnostic Imaging

Job Type: permanent
Job Category: Business Development Sales
Salary: Competitive
Posted: 25th March 2020
Ref: 250320

Key Account Manager – South England


The Key Account Manager is the “owner” and key point of contact for existing and potential accounts and the main person to execute on identified “Interconnected Solutions” opportunities developed through strategic targeting of the complete Diagnostic Imaging portfolio by producing a pipeline through collaboration with NHS National/ Regional procurement, hospitals and the private sector.


Key responsibilities include:


  • Identifying, segmenting & mapping key accounts and stakeholders
  • Developing & implementing Key Account & Opportunity Plans
  • Developing & delivering budgets (for each account & territory)
  • Engaging with / managing key decision makers in each account & region
  • Developing & executing commercial deals with accounts
  • Maximising access to the clients Diagnostic Imaging Portfolio of products to include contrast media, injectors, disposables and Digital Solutions



Principal Responsibilities of the role


Identify, Segment & Map Key Accounts and Stakeholders


  • Define matrix of key decision making customers in key accounts and potential new key accounts in assigned territory


Develop & Implement Account Plans


  • Identify business opportunities and collaborate with sales management to accelerate and execute on these opportunities
  • Develop and drive appropriate portfolio management strategy in collaboration with the National Sales Manager
  • Provide regular input for internal Account Management tools and processes, Leadership and Management reviews


Develop & Deliver Budgets (for each account & territory)


  • Provide regular input into budgeting / forecasting processes
  • Achieve quarterly and annual sales targets


Engage with / Manage Key Decision Makers (in each account & region)


  • Be the single point of contact with customers, coordinating with a network of clients sales and functional expertise to provide full account management support when needed
  • Customers will include all key economic & clinical decision makers (Commissioners, Clinicians, Department Heads, Finance, General Managers, GPOs, Hospital Networks, Payers, Pharmacies, Procurement / Purchasing etc.)
  • Customer engagement can be face-to-face, phone or virtual
  • Clients functional experts include customer services, market access, marketing & procurement
  • Be the main customer contact providing product training, and supporting evidence based selling processes, product launches, RA/QA issues, market analysis, market research, complaint handling and monitoring competitive activity
  • Identify and develop Key Opinion Leader support and represent client at scientific conference and networking events to reinforce clients presence and brand on the market


Develop and Execute Commercial Deals with Accounts


  • Promote and support the full client DI portfolio “Interconnected Solutions”
  • Promote their unique value & positioning and coordinate the implementation of related commercial initiatives (Training, Contract Management, Pricing negotiations, trouble shooting, relationship management)
  • Gain market share, optimise pricing strategy, and build long-term contractual agreements and relationships with Key Accounts and GPOs
  • Manage and negotiate contracts & tenders, including pricing schedules & discount rates in coordination with National Sales Manager
  • Implement innovative pricing strategies & propose new ones to National Sales Manager
  • Work in collaboration with the National Imaging Sales Specialist to develop account-specific value propositions and execute global and locally set initiatives/ strategies


Maximise access to Clients Products


  • Understand & influence commissioning trends, guidance & pathways
  • Develop & deliver efficiency tools for commissioners / payers (e.g. service redesign, data analytics, joint working)
  • (Re)design pathways and services
  • Share regional / local commissioning, guidance & pathway trends with Sales Manager & other KAMs


Identify Tenders & Escalate to the Sales Ops Team


Resolve Issues with Accounts Directly or Escalate to Customer Service team



  • Work in close collaboration with the National Sales Manager to lead specific projects and initiatives at the national/regional level
  • Act as a strong team player and contributor to share best practices, market insights, and reinforce Key Account Management expertise within the Clients Sales Team



Relationship with others


  • Reports directly to the National Sales Manager
  • Works closely with Country Manager, other Sales Employees, Product /Marketing Manager, Customer Service and the Sales Operations Team
  • No direct reports – this is an individual contributor role

Requirements and expectations



  • Preferably, Life Sciences-related (medical, scientific, pharmacy) degree
  • Additional, Business Administration degree a strong plus



  • Minimum (5) years successful Field Sales Experience in the Pharmaceutical/Health Care industry; prior Key Account Management experience a strong plus
  • Thorough understanding of national / local health care systems
  • Proven negotiation experience in a multi stakeholder environment


Preferred Skills/Qualifications:

  • Proficiency in English required
  • Good working knowledge of Outlook, Word, Excel and PowerPoint
  • Valid driving license
  • Negotiation skills


Behavioral Competencies:



  • Highly committed to customers’ satisfaction and long-term relationship development
  • Aware of companys strategy & culture and able to enthuse customers about its products and solutions



  • Entrepreneurial, proactive & independent – takes full responsibility for running & growing the business in own territory



  • Strong team player with high standards of integrity
  • Able to flourish in a rapidly changing, demanding & highly matrixed business environment


High performing:

  • Strategic, clear thinker with strong commercial acumen and robust logic / analytical capabilities
  • Result-focused, able to set priorities and manage projects / initiatives in a timely fashion



  • Strong communicator, charismatic, enthusiastic with positive thinking and a “can do” attitude


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