KA Sales Representative

Based on the responsibilities and organization references found in internal Mexico MIS sales planning documents, the Monterrey KA role is positioned as a breakthrough-focused Key Account sales function, responsible for developing hospital relationships, driving strategic projects, managing in-hospital channels, and collaborating with SKA, CAS, Marketing, and distributors.

Strategic Account Development

• Develop and execute strategic account plans for key hospitals, healthcare groups, imaging centers, and large healthcare organizations.
• Build and maintain relationships with hospital directors, department heads (HODs), radiology managers, clinical leaders, procurement teams, and decision makers.
• Identify new business opportunities and expansion projects within assigned territories.
• Establish strong customer engagement programs to increase Mindray brand awareness and customer loyalty.

Sales & Business Growth

• Achieve annual, quarterly, and monthly revenue targets for the Medical Imaging product portfolio.
• Manage the sales pipeline and ensure timely progression of opportunities through all sales stages.
• Drive project identification, quotation preparation, negotiation, and contract closure.
• Maintain accurate forecasting and opportunity management through CRM systems.
• Develop and execute territory growth plans to expand market share.

Key Account & Project Management

• Lead strategic customer projects from opportunity creation through installation and post-sales follow-up.
• Coordinate internal and external resources to ensure successful project execution.
• Monitor competitive activities and propose strategies to increase win rates.
• Support large tender and procurement projects in collaboration with Strategic Key Account (SKA) teams.

Distributor & Channel Management

• Collaborate with authorized distributors and channel partners to maximize account coverage and performance.
• Guide distributors in customer engagement, project execution, and sales strategy.
• Ensure distributor compliance with company pricing, commercial policies, and operational processes.
• Build strong partnerships while protecting company interests and business objectives.

Cross-functional Collaboration

• Work closely with Clinical Application Specialists (CAS), Marketing, Service, Product Management, and SKA teams.
• Organize customer meetings, workshops, clinical demonstrations, and product presentations.
• Support marketing campaigns, product launches, clinical events, and academic activities.
• Facilitate effective communication between customers and internal stakeholders.

Customer Relationship Management

• Establish executive-level relationships with key decision makers.
• Conduct regular customer visits and account reviews.
• Monitor customer satisfaction and proactively resolve issues.
• Develop customer advocacy and KOL (Key Opinion Leader) relationships where appropriate.

Reporting & Business Governance

• Maintain accurate sales forecasts and account plans.
• Submit regular business reviews and opportunity updates.
• Track key performance indicators and business development activities.
• Provide market intelligence, competitor updates, and customer insights.