Hospital Key Account Manager - Hyderabad

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Position - Hospital Key Account Manager - Hyderabad

Your Opportunity

Hospital key accounts are a set of large standalone or small groups of hospitals with regional character. These have professional organization structures, and are agile in their operations. To improve and deepen Roche’s partnership in these accounts requires coordination and multi-stakeholder communication across multiple departments including lab, procurement, administration, operations, clinical, IT and more. HKAM across India shape the regional healthcare environment, and act as the top tier centers for advanced treatment for patients. This position reports to Lead HKAM

Role Responsibilities:

Business Strategy and Planning:

• Plan the strategy for designated HKAM (large corporate and multi-specialty hospitals) for the current year as well as for long term (3-5 years) in conjunction with the sales, service and marketing team to persuade customers to switchover to Roche solutions & to substantially increase share of business in this segment.
• Drive profitable growth by engaging various levers such as new solutions across all business areas, and high medical value solutions.
• Plan marketing budget and engagements required for all account stakeholders.
• Responsible for complete customer mapping e.g.: identify stakeholder, span of business and business potential.

Execution of Strategy & Management:

• Hold deft discussions with multiple stakeholders in the hospitals in order to establish business partnerships across the business areas of RDIN in collaboration with the business areas including Core Lab, Molecular Lab, Tissue Dx, PoC and Blood Safety.
• Own discussions with common stakeholders including c-suite, operations, procurement, and collaborate with business area team members to manage discussions with the lab stakeholders.
• Hold management board level discussions between hospital accounts and Roche to co-create win-win strategic roadmap.
• Responsible for entire KOL management in the assigned hospital accounts overall – the management and administrative stakeholders, and rally various expert teams to engage the technical stakeholders in the lab as well as clinicians beyond the lab.
• Plan and implement comprehensive stakeholder management and engagements along with renewal of contracts
• Responsible for information management and reporting pertinent data with on quarterly and annual basis.
• Responsible to schedule new leads, number and location of client visits and statistics on sales calls and follow-up visits.
• Continuous relationship with assigned customers and cross-sell & upsell on new solutions

Who You Are:

Sales and/or marketing experience of 5-7 years and Key Account Management experience of 3 years in the medical devices industry. Track record of achieving growth and solutions adoption in large corporate hospitals is required. MNC experience preferred.

At Roche, more than 100,000 people across 100 countries are pushing back the frontiers of healthcare. Working together, we’ve become one of the world’s leading research-focused healthcare groups. Our success is built on innovation, curiosity and diversity.

For more than 60 years, Roche has been committed to making a difference to the lives of people in India. Roche Diagnostics India is the market leader in In-Vitro-Diagnostics, providing diagnostic testing for early detection, evaluation and monitoring of disease. On the product side, the organisation provides a wide range of diagnostic products for customers around distinct disease areas namely diabetes, virology, blood screening, women's health, microbiology, oncology and genomics.

Roche is an Equal Opportunity Employer.