Key Account Manager (KAM) – Hospital & Institutional Business

Position: Key Account Manager (KAM) Hospital & Institutional Business

Location: Mumbai & Thane

Experience: 56 Years

Industry: Pathology/Diagnostics (Mandatory)

Role Objective

Seeking an experienced and well-connected Key Account Manager (KAM) to lead Hospital and Institutional B2B partnerships across Mumbai and Thane. The role is responsible for acquiring, managing, and scaling high-value hospital and institutional tie-ups while ensuring profitable and sustainable business growth.

The ideal candidate must have strong hospital relationships and proven experience in pathology/diagnostics institutional business development.

Key Responsibilities:

1. Hospital & Institutional Business Development

Identify, approach, and secure tie-ups with multi-specialty hospitals, nursing homes, specialty clinics, and corporate healthcare institutions.

Lead end-to-end B2B acquisition process including negotiation, commercial discussions, agreement finalization, and onboarding.

Achieve monthly and quarterly institutional revenue targets.

2. Key Account Management

Act as single point of contact for assigned hospital/institutional accounts.

Build strong relationships with Medical Directors, Purchase Heads, Administrators, Pathologists, and Finance teams.

Ensure smooth service delivery, TAT adherence, billing coordination, and issue resolution.

Conduct regular business reviews with key clients to strengthen engagement.

3. Revenue & Profitability Management

Drive high-value test portfolio growth (specialized and routine panels).

Ensure healthy contribution margins from institutional contracts.

Identify upselling and cross-selling opportunities within existing accounts.

4. Market Expansion Strategy

Map and penetrate high-potential hospitals in Mumbai & Thane.

Analyze competitor contracts and pricing structures.

Strengthen brand positioning in institutional segment.

5. Coordination & Execution

Work closely with Operations, Lab, Logistics, and Finance teams to ensure seamless execution.

Align marketing initiatives with institutional growth strategy.

Support tender participation and documentation for institutional projects.

Key Performance Indicators (KPIs):

Monthly / Quarterly Institutional Revenue Target Achievement

Number of New Hospital Tie-ups per Quarter.

Growth in Revenue from Existing Accounts.

Contribution Margin per Institutional Account.

Payment Collection Cycle

Account Retention Rate

Candidate Profile:

56 years of experience in Pathology / Diagnostics institutional sales.

Strong existing network in Mumbai & Thane hospital ecosystem.

Proven track record of closing hospital and B2B contracts.

Strong commercial negotiation and relationship management skills.

Expected Impact of Role:

• This position will play a critical role in strengthening our institutional footprint, improving revenue stability, and enhancing long-term profitability through structured hospital partnerships across Mumbai and Thane.