Key Account Manager

Role Objective:

A key objective of this position is to drive sales growth by retaining and expanding relationships with selected Key accounts, encouraging repeat purchases, brand loyalty and increasing the usage and upgrades of current product lines and wallet share.

Desired Candidate Profile:

• Graduate or Masters level degree in Ophthalmology, Optometry, Science or Engineering or Business Administration.
• 4- 8 years Experience in managing Key accounts
• Proven experience in sales, account management, or customer relationship management.
• Strong understandinsg of the biotech industry and product lines such as Genesis, Toric, Multi Focal, and EDOF.
• Excellent communication, negotiation, and interpersonal skills.
• Ability to work independently and as part of a team.
• Proficient in using CRM software and other sales tools.
• Strong analytical and problem-solving skills.

Role & Responsibilities:

• Customer Relationship Management: Build and maintain strong relationships with customers to encourage repeat purchases and enhance brand loyalty.
• Sales Execution: Execute sales strategies to increase wallet share of existing customers by promoting upgrades and increasing usage.
• Product Focus: Drive sales of the current product line, including Genesis, Toric, Multi Focal, and EDOF lenses.
• Account Management: Work on increasing wallet share in existing active accounts by identifying opportunities for upgrades and additional purchases.
• Lead Generation: Utilize marketing leads generated from existing active customers to drive sales and upgrades.
• Sales Targets: Own and achieve sales targets for existing business and upgrades.
• Sales Operations: Handle bundling of products, commercial selling, and building customer relationships.
• E-commerce & Feedback: Manage e-commerce activities, collect customer feedback, and implement improvements to enhance customer satisfaction.
• Collection & Evaluation: Oversee sales collections, upgrade evaluations, and ensure timely and accurate reporting.

Key Performance Indicators:

• Customer Relationship Management :

- Customer Retention Rate: Percentage of existing customers retained.

- Net Promoter Score (NPS): Customer satisfaction and recommendation rate.

• Sales Performance :

- Sales Growth: Increase in sales revenue over previous periods.

- Sales Target Achievement: Percentage of sales targets met/exceeded.

• Product Promotion and Upgrades :

- Upgrade Conversion Rate: Percentage of customers upgrading products.

- Average Order Value (AOV): Average amount spent per order.

• Account Management :

- Wallet Share Growth: Increase in revenue from existing accounts.

- Account Penetration Rate: Full range product purchase by existing accounts.

• Lead Generation and Follow-Up :

- Lead Conversion Rate: Percentage of leads converted into sales.

- Follow-Up Efficiency: Time and effectiveness in lead follow-up and closing deals.

Functional Skills Required:

• Sales & Marketing Expertise: Strong knowledge of sales techniques, marketing strategies, and customer relationship management.
• Product Knowledge: Deep understanding of the product lines and their applications in the biotech field.
• CRM Proficiency: Experience with CRM software and sales tools for tracking and managing customer interactions and sales activities.
• Analytical Skills: Ability to analyze sales data, identify trends, and make data-driven decisions to improve sales performance.

Behavioral Skills Required:

• Communication: Excellent verbal and written communication skills to effectively interact with customers and team members.
• Negotiation: Strong negotiation skills to close deals and secure customer loyalty.
• Interpersonal Skills: Ability to build and maintain positive relationships with customers and colleagues.
• Team Player: Ability to collaborate effectively with team members to achieve common goals.
• Problem-Solving: Proactive in identifying and resolving issues that may arise in the sales process.
• Adaptability: Flexible and adaptable to changing market conditions and customer needs.

Specific Professional Competencies:

Business Acumen, Customer Focus, Drive for results, Problem solving, Peer relationship, Negotiation skills, Functional/ technical skills, Presentation skills, Adherence to Ethics and Values, Integrity.

Biotech is an Equal Opportunity Organization promoting diversity while ensuring no discrimination on any ground including gender, race, religion, age, sexual orientation, disability, etc.