Job Description: Sales Manager (North) & Key Account Management (KAM) Lead

Position Overview

Sales Manager North & KAM Lead drives business growth for Abbott Rapid Diagnostics ( Infectious Diseases ) in the region. This dual-responsibility role combines regional territory management with strategic oversight of National Key Accounts. The position requires a leader who can manage a high-performing sales team while building relationships with top-tier healthcare accounts, corporate clients, and distributors.

Key Responsibilities

Regional Sales Management

- Achieve Targets: Deliver regional sales volume, revenue, and market share goals.
- Team Leadership: Recruit, train, mentor, and monitor a team of sales executives.
- Territory Planning: Map market potential and deploy resources efficiently across the North region.
- Distributor Management: Secondary sales tracking, inventory management, and distributor network expansion.
- Market Intelligence: Monitor competitor activities, pricing, and changing market trends.
- Forecasting: Provide monthly, quarterly, and annual sales forecasts for the region.

Key Account Management (KAM)

- Strategic Partnerships: Build long-term relationships with corporate hospitals, large labs, and government accounts.
- Contract Negotiation:



Lead high-value tender business, rate contracts, and institutional procurement processes.
- Cross-Functional Alignment: Work with marketing, medical affairs, and supply chain to service key accounts.
- Value Creation: Design tailored diagnostic solutions to increase product penetration within institutional frameworks.

Qualifications & Experience

Education

- Required: Bachelor’s degree in science, Pharma, Biotechnology, or a related field.

Experience

- Total Experience: 8 to 12 years in healthcare sales.
- Industry Segment: Minimum 4 years in In-Vitro Diagnostics (IVD), Medical Devices, or Life Sciences.
- Leadership: At least 3 years of experience managing a direct sales team.
- KAM Exposure: Proven track record of managing large institutional hospital chains or government accounts.

Competencies & Skills

- Deep geographic knowledge of the North India healthcare market and distributor networks.
- Robust commercial acumen, contract negotiation, and analytical skills.
- Excellent communication, presentation, and stakeholder management skills.
- Willingness to travel extensively across the region (up to 50 %)

📌 Sales Manager North & Key Accounts (Gurugram)
🏢 Abbott Laboratories
📍 Gurugram