Description
The Key Account Executive - IVD is responsible for delivering profitable revenue growth, structured market expansion, analyser placement strategy, and reagent annuity development within the assigned territory.
The role carries full commercial accountability for revenue performance, pipeline governance, margin protection, and professional customer engagement.
The Key Account Executive operates as a solution/value driven provider and enterprise representative and is evaluated strictly on measurable commercial outcomes, behavioural standards, and governance compliance.
Key Responsibilities
Sales Generation:
The Key Account Executive shall:
Achieve 100% or above of assigned monthly revenue targets -equipment and reagents
Deliver minimum 25-30% year-on-year revenue growth.
Maintain approved gross margin thresholds - equipment and reagents
Drive recurring reagent revenue growth from installed analyzers.
Ensure disciplined pricing adherence in line with approved frameworks.
Support timely payment recovery in collaboration with Finance.
Customer Relationship Management:
The Key Account Executive shall:
Manage a minimum of 15 active strategic accounts by mid-year.
Develop documented growth plans for top-performing accounts.
Conduct structured decision-maker mapping.
Maintain regular executive-level engagements.
Increase product portfolio penetration per account.
Monitor account health and revenue sustainability.
Analyzer Placement & Reagent Growth Strategy
The Key Account Executive shall:
Secure commercially viable analyser placements aligned with reagent pull-through expectations.
Avoid placements that lack sustainable utilization potential.
Monitor reagent consumption patterns monthly.
Escalate underperforming accounts promptly.
Collaborate internally to improve analysers productivity.
Pipeline Management & Forecast Discipline
The Key Account Executive shall:
Maintain a healthy pipeline.
Achieve 100% quarterly forecast accuracy.
Ensure 100% CRM documentation compliance.
Provide weekly structured pipeline updates.
Escalate revenue risks and commercial exposure proactively.
Product Knowledge and Expertise:
The Key Account Executive shall:
Conduct structured needs assessments prior to proposal submission.
Clearly articulate operational, clinical, and financial value.
Present professionally structured commercial proposals.
Defend pricing through documented value positioning.
Minimize discount dependency.
Market Expansion & Territory Development
The Key Account Executive shall:
Acquire new strategic accounts quarterly.
Expand coverage into underserved markets.
Develop government, PPP, and institutional opportunities.
Conduct territory mapping and growth planning.
Contribute market intelligence to leadership.
Continuous Improvement:
The Key Account Executive shall:
Maintain professional and executive-level communication.
Comply fully with pricing, contracting, and approval processes.
Submit weekly and monthly reports as required.
Adhere strictly to ethical and regulatory standards.
Demonstrate collaboration with internal teams.
Reduction of repeat complaints by 30%.
Qualifications
Interested candidates should possess a Bachelor`s Degree with 3 - 5 years experience.
Reporting and Working Relationships
Works Closely With:
Applications Team
Service Team
Supply Chain
Finance & Credit Control
Senior Management.
External Stakeholders:
Laboratory Owners
Hospital Administrators
Procurement Units
Government Institutions
Teaching Hospitals
NGOs and Corporate Health Institutions etc.
Key Competencies
Strategic Selling
Negotiation & Deal Structuring
Financial Acumen
Territory Planning
CRM & Data Analysis
Executive Communication
Competitive Intelligence
Time & Resource Management
Ethical Judgment & Integrity.