Job Title: Key Account Manager Institutional Sales (Medical Devices)

Location: Mumbai

Introduction:

We are hiring an experienced Key Account Manager Institutional Sales for a leading multinational healthcare organization. The role will focus on developing strategic relationships with corporate and private hospital chains, negotiating commercial agreements, securing rate contracts and driving business growth across key accounts.

The ideal candidate should have strong experience in institutional sales, hospital procurement, commercial negotiations and account management within the medical-device, diagnostics or diabetes-care industry.

Key Responsibilities:

- Develop and manage strategic relationships with corporate hospitals, private hospital chains and large healthcare institutions.
- Identify business opportunities and secure institutional rate contracts, commercial agreements and hospital empanelments.
- Lead pricing discussions, commercial negotiations and contract finalization with hospital management, procurement heads and other key decision-makers.
- Drive product adoption, revenue growth, account penetration and market share across assigned strategic accounts.
- Develop account-specific business plans and maintain a strong pipeline of institutional opportunities.
- Build relationships with key stakeholders, including hospital administrators, purchase teams, finance teams, clinicians and department heads.
- Collaborate with internal teams across sales, marketing,



finance, legal and supply chain to ensure successful contract execution.
- Monitor competitor activities, market trends, pricing and account-level business performance.
- Ensure effective implementation and renewal of contracts while maintaining profitability and long-term account relationships.

Candidate Profile

- 12-18 years of overall experience in healthcare, medical devices, diagnostics, diabetes care or related industries.
- Minimum Regional Manager or equivalent level of experience, with robust institutional and key account management exposure.
- Demonstrated experience in personally negotiating and securing rate contracts with corporate and private hospitals.
- Strong understanding of hospital procurement processes, pricing negotiations, commercial agreements and institutional sales cycles.
- Existing relationships with hospital procurement teams, purchase heads, administrators and senior decision-makers.
- Proven track record of achieving sales targets, developing strategic accounts and driving profitable growth.
- Excellent negotiation, communication, stakeholder-management and business-planning skills.
- Willingness to travel across the assigned territory as required.
- Candidates should have hands-on experience in closing hospital rate contracts and commercial agreements, rather than only managing sales teams, distributors or tender participation.

Apply now!

📌 Key Account Manager - Institutional Sales (Medical Devices) (Mumbai)
🏢 Selective Global Search
📍 Mumbai