Title: KA Sales Representative
Based on the responsibilities and organization references found in internal Mexico MIS sales planning documents, the Monterrey KA role is positioned as a breakthrough-focused Key Account sales function, responsible for developing hospital relationships, driving strategic projects, managing in-hospital channels, and collaborating with SKA, CAS, Marketing, and distributors.
Strategic Account Development
- Develop and execute strategic account plans for key hospitals, healthcare groups, imaging centers, and large healthcare organizations.
- Build and maintain relationships with hospital directors, department heads (HODs), radiology managers, clinical leaders, procurement teams, and decision makers.
- Identify new business opportunities and expansion projects within assigned territories.
- Establish strong customer engagement programs to increase Mindray brand awareness and customer loyalty.
Sales & Business Growth
- Achieve annual, quarterly, and monthly revenue targets for the Medical Imaging product portfolio.
- Manage the sales pipeline and ensure timely progression of opportunities through all sales stages.
- Drive project identification, quotation preparation, negotiation, and contract closure.
- Maintain accurate forecasting and opportunity management through CRM systems.
- Develop and execute territory growth plans to expand market share.
Key Account & Project Management
- Lead strategic customer projects from opportunity creation through installation and post-sales follow-up.
- Coordinate internal and external resources to ensure successful project execution.
- Monitor competitive activities and propose strategies to increase win rates.
- Support large tender and procurement projects in collaboration with Strategic Key Account (SKA) teams.
Distributor & Channel Management
- Collaborate with authorized distributors and channel partners to maximize account coverage and performance.
- Guide distributors in customer engagement, project execution, and sales strategy.
- Ensure distributor compliance with company pricing, commercial policies, and operational processes.
- Build strong partnerships while protecting company interests and business objectives.
Cross-functional Collaboration
- Work closely with Clinical Application Specialists (CAS), Marketing, Service, Product Management, and SKA teams.
- Organize customer meetings, workshops, clinical demonstrations, and product presentations.
- Support marketing campaigns, product launches, clinical events, and academic activities.
- Facilitate effective communication between customers and internal stakeholders.
Customer Relationship Management
- Establish executive-level relationships with key decision makers.
- Conduct regular customer visits and account reviews.
- Monitor customer satisfaction and proactively resolve issues.
- Develop customer advocacy and KOL (Key Opinion Leader) relationships where appropriate.
Reporting & Business Governance
- Maintain accurate sales forecasts and account plans.
- Submit regular business reviews and opportunity updates.
- Track key performance indicators and business development activities.
- Provide market intelligence, competitor updates, and customer insights.