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Title: Sales Manager - Key Accounts

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

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