Key Account Manager

Job purpose:

The Strategic Key account Management vertical is a crucial strategic initiative introduced by ZEISS Meditec to achieve exponential growth for its Ophthalmology business. The incumbent is expected to execute various growth and partnership initiatives to grow Refractive, IOLs, Diagnostic, surgical anterior and posterior equipment in designated strategic national importance accounts.

The incumbent holds a pivotal role in the organization, responsible for fostering and expanding relationships with high-value accounts. This role also provides a comprehensive understanding of the system and processes, utilizing the best-in-class systems and technologies. The role involves closely collaborating with diverse departments to ensure the satisfaction and retention of key accounts.

Key Responsibilities :

Strategic Account Management:

• Develop the overall strategic direction for designated key accounts.
• Devise detailed account-specific strategies to maximize business volumes, considering client satisfaction, retention, and profitability. Create account-specific business plans and roadmaps.
• Develop and execute an ABM (Account Based Marketing) strategy that aligns with the companys overall marketing and sales objectives.
• Leverage ZEISS workflow solutions & x SBU collaborations to create value for customers through their patients journey.

Customer Relationship Management:

• Establish and maintain robust relationships with key accounts
• Understand customer needs, challenges, and objectives to deliver tailored solutions.
• Act as the primary contact for escalated customer issues.
• Position ZEISS as the preferred strategic partner for key accounts.

Business Development:

• Identify cross-sell and upsell opportunities within key accounts.
• Collaborate with business development, marketing & customer service teams to expand the companys presence within these accounts.
• Pivot to new business models to grow recurring business from key accounts.

Contract and Negotiation:

• Oversee contract negotiations and renewals with key accounts.
• Ensure that agreements align with the companys goals and profitability targets.

Data Analysis:

• Utilize data and analytics to monitor and measure account performance.
• Make data-driven decisions to enhance client satisfaction and financial outcomes.

Risk Management:

• Identify potential risks within key accounts and develop mitigation strategies.
• Stay informed about industry trends and market dynamics that may impact key accounts.