Key Account Manager (Hospitals)

• Join a leading company in the clinical diagnostics sector
• Excellent opportunity to develop your career in fast-growing industry

Sobre o nosso cliente

Our client is a leading company in the clinical diagnostics and healthcare services sector and is currently looking for a Key Account Manager to join its commercial team in Portugal, reporting directly to the Commercial Director B2B. This professional will be responsible for managing and developing strategic hospital accounts across the country, with a particular focus on key decision-making centres. The role will involve designing and executing account plans, building strong relationships with stakeholders, identifying growth opportunities, and delivering value-based solutions tailored to customer needs. The successful candidate will play a key role in driving account retention, expanding contractual partnerships, and establishing long-term relationships that support the company's growth strategy within the hospital market. Travel across Portugal will be expected as part of the role.

Descrição

• Understand stakeholder relationships and decision-making structures across hospitals, healthcare groups, clinical departments, and affiliated facilities, identifying opportunities to expand strategic partnerships;
• Build multi-threaded relationships across the client's organization, connecting with both daily operational users and executive decision-makers;
• Develop dedicated account plans for assigned accounts, align objectives with key stakeholders, and execute agreed actions;
• Conduct regular business reviews (QBRs) to analyze utilization metrics, prove ROI, address service bottlenecks, and ensure SLA compliance;
• Organize customer events and other programs independently or with marketing/medical department, in line with agreed business tactical plans;
• Support the negotiation of contract renewals or extensions;
• Lead the development of Share of Wallet growth plans, providing strategic insight based on account analysis and growth potential;
• Leverage a successful deployment in one department, clinic, or regional branch to secure introductions and replicate that success in other divisions of the same parent organization;
• Anticipate and act upon strategic developments within assigned accounts (e.g., M&A activity, expansion projects, network consolidation) to maximize the company's growth opportunities;
• Coordinate with Operations to ensure solutions sold can be effectively delivered and supported;
• Maintain accurate and up-to-date records of account activities, pipeline movements, opportunities, and revenue forecasts within the CRM;
• Act as the "voice of the market" by gathering competitor intelligence, pricing trends, and shifting buyer behaviours, and feed this data back to leadership;
• Partner with medical/technical teams for specialized pitches;
• Responsibility for managing and developing accounts across the entire Portuguese territory.

Perfil ideal

• Bachelor's degree in Management, Life Sciences or related field preferred;
• More than 5 years of experience in commercial, account management, or business development roles within the healthcare industry;
• Experience managing multiple stakeholders and decision-makers within large healthcare organizations;
• Track record of highly successful delivery and positive performance results;
• Highly proactive and autonomous professional with a strong commercial mindset and change-oriented approach;
• Strategic Account Development and Growth Management;
• Advanced Negotiation and Contracting Skills;
• Strong Financial Acumen and Business Insight;
• Proficiency in CRM Systems and Sales Performance Management;
• Comprehensive Understanding of the Healthcare Ecosystem;
• Executive Stakeholder Engagement and Relationship Building;
• Demonstrated Ability to Lead Cross-functional Initiatives and Teams,
• Residence in the Lisbon area;
• Availability for frequent travel across the national territory.

Vantagens

Excellent opportunity to join a leading healthcare diagnostics group in Portugal, with a strong international presence and a continuous focus on innovation.