Medical Key Accounts Manager – Public and Private Healthcare – Medical Devices Company – Gauteng Full Time NEW

About the Job:

The Key Accounts Manager (KAM) is responsible for developing and managing strategic relationships with key healthcare customers across the public and private healthcare sectors. The role entails working closely with key internal stakeholders focusing on driving revenue growth, increasing market share, securing long-term contracts, and ensuring customer satisfaction for the company’s portfolio.

The KAM serves as the primary commercial interface between the company and major healthcare groups, public and private hospitals, procurement stakeholders, and decision-makers

Requirements:

• Bachelor’s degree in Business, Marketing, Life Sciences, Biomedical Technology, or related field
• Additional qualification in Sales, Marketing, Healthcare Management, or Business Administration will be advantageous
• Minimum 5–8 years of medical device sales experience
• Minimum 3 years of key account management experience within the healthcare sector
• Proven track record of achieving sales targets and managing strategic healthcare accounts
• Experience working with major South African public healthcare organisations and healthcare groups with related procurement structures
• Experience with tenders, contracts, and healthcare procurement processes
• Understanding of South African healthcare market dynamics, including public and private sectors

Technical Knowledge

• Strong understanding of medical devices and healthcare technologies
• Knowledge of healthcare regulations and compliance requirements
• Understanding of hospital procurement processes and tender management

Commercial Skills

• Strategic account planning
• Negotiation and contract management
• Financial and commercial acumen
• Business case development

Interpersonal Skills

• Relationship-building and stakeholder engagement
• Influencing and negotiation skills
• Presentation and communication skills
• Problem-solving and decision-making abilities
• Ability to work effectively across cross-functional teams

Key Performance Indicators (KPIs)

• Achievement of sales revenue targets
• Gross margin achievement
• Market share growth
• New business development within key accounts
• Contract retention and renewal rates
• Customer satisfaction scores
• Tender success rate
• CRM compliance and forecast accuracy

Duties & Responsibilities:

Strategic Account Management

• Develop and implement account plans for key customers aligned with company objectives
• Identify opportunities for business growth within existing accounts and new strategic customers
• Build long-term partnerships with government, healthcare providers, hospital groups, buying groups, and procurement organizations
• Maintain comprehensive knowledge of customer structures, decision-making processes, and procurement cycles

Sales & Business Development

• Drive additional growth across major sectors
• Identify opportunities for product conversion, portfolio expansion, and new technology adoption
• Drive tender participation and contract negotiations in both public and private sectors
• Develop business cases and value propositions tailored to customer needs

Stakeholder Management

• Establish relationships with key decision-makers including:
• Hospital CEOs and General Managers
• Procurement Managers
• Clinical Managers
• Supply Chain Executives
• Medical Scheme and Healthcare Group Representatives

Tender and Contract Management

• Lead preparation and submission of tenders and quotations
• Negotiate pricing agreements for annual price files and contracts within approved commercial guidelines
• Monitor contract performance and ensure compliance with contractual obligations
• Support public sector tender opportunities and healthcare procurement initiatives

Market Intelligence

• Monitor competitor activities, market trends, healthcare policies, and procurement developments
• Provide regular market feedback and business insights to management
• Identify emerging opportunities within healthcare institutions and healthcare groups

Cross-Functional Collaboration

• Work closely with Sales Managers, Product Managers, and Marketing, Customer Service, Logistics, and Regulatory Affairs teams
• Ensure high levels of customer satisfaction and issue resolution

Reporting & CRM Management

• Maintain accurate customer records and pipeline opportunities
• Provide regular reviews and business reports
• Track KPIs, contract performance, and revenue growth metrics

Should you meet the above requirements, we urge you to apply by forwarding your CV along with any supporting documents to Info@glass-house.co.za