Strategic Account Manager

2. JOB PURPOSE:

The Strategic Account Manager (SAM) is responsible for developing, managing, and growing relationships with key healthcare accounts across Saudi Arabia, including government institutions, healthcare clusters, ministries, military hospitals, private hospital groups, and strategic healthcare providers. The role focuses on driving revenue growth, expanding market share, identifying new business opportunities, and ensuring long-term customer satisfaction for the company's medical equipment and healthcare technology portfolio.

The Strategic Account Manager serves as the primary commercial contact for assigned key accounts and works closely with internal stakeholders including sales, marketing, service, regulatory affairs, tender management, and supply chain teams to deliver comprehensive customer solutions.

3. ROLE AND RESPONSIBILITIES:

• Strategic Account Management
• Develop and execute strategic account plans for assigned key healthcare customers.
• Build and maintain strong relationships with executive stakeholders, procurement departments, clinicians, biomedical teams, and decision-makers.
• Identify customer needs and align company solutions to support clinical and operational objectives.
• Ensure high levels of customer satisfaction and long-term partnership development.
• Business Development
• Drive sales growth and profitability within assigned strategic accounts.
• Identify cross-selling and upselling opportunities across the company's product portfolio.
• Monitor market trends, competitive activities, healthcare reforms, and customer developments.
• Support the expansion of business opportunities within government and private healthcare sectors.
• Tender & Contract Management
• Lead account-specific tender strategies and coordinate with tender management teams.
• Support preparation of technical and commercial proposals.
• Participate in contract negotiations and pricing discussions in accordance with company policies.
• Monitor contract compliance and renewal opportunities.
• Stakeholder Engagement
• Establish relationships with key opinion leaders (KOLs), healthcare executives, and procurement authorities.
• Collaborate with clinical specialists and product managers to conduct product presentations and demonstrations.
• Represent the company at healthcare conferences, exhibitions, and industry events.
• Revenue & Performance Management
• Achieve assigned sales targets, revenue goals, and market share objectives.
• Maintain accurate sales forecasts and account plans.
• Monitor account performance through CRM systems and business analytics.
• Prepare periodic business reviews and executive reports.
• Cross-Functional Collaboration
• Coordinate with service and technical teams to ensure effective product implementation and customer support.
• Work closely with marketing teams on strategic campaigns and customer engagement initiatives.
• Collaborate with supply chain and operations teams to ensure timely delivery and customer satisfaction.
• Compliance & Quality
• Ensure all activities comply with Saudi healthcare regulations, company policies, and ethical business standards.
• Maintain compliance with SFDA requirements and applicable healthcare industry regulations.

4. QUALIFICATIONS AND EDUCATION REQUIREMENTS:

• Bachelor's degree in business administration, Marketing, Biomedical Engineering, Medical Engineering, Healthcare Management, or a related field.
• MBA or relevant postgraduate qualification is preferred.
• Fluent in English and Arabic (written and spoken).

5. Experience:

• Minimum 5–8 years of experience in medical devices, medical equipment, healthcare technology, or healthcare solutions sales.
• Proven experience managing strategic or key accounts within Saudi Arabia.
• Strong understanding of government procurement processes, healthcare tenders, and healthcare sector dynamics.
• Experience working with Ministry of Health, healthcare clusters, military hospitals, National Guard, or major private healthcare groups is highly desirable.

6. Skills & Competencies

• Strategic account planning and management.
• Consultative selling and solution-based sales approach.
• Contract negotiation and commercial acumen.
• Strong stakeholder management and relationship-building skills.
• Excellent presentation and communication skills.
• Financial and business analysis capabilities.
• CRM proficiency and sales forecasting.
• Ability to work effectively in a matrix organization.