Job Description - Key Account Manager - Imaging Business

Key Account Manager – Government Sales

Location: Gurgaon / Chandigarh | Department: Sales/B2G | Reports To: Sales Head

Role Summary

The Key Account Manager (Government Sales) will drive revenue growth, expand market share, and cultivate long-term strategic relationships across key government departments, Public Sector Undertakings (PSUs), and regulatory bodies for [Company Name]. This role requires navigating complex public sector hierarchies, managing extensive sales cycles, and overseeing the end-to-end government procurement and tender process.

Key Responsibilities:

Account Strategy & Business Development

Develop and execute strategic account plans to acquire new government business and expand existing public sector footprints.
Identify and shape upcoming government initiatives, aligning Siemens Healthineers solutions with public policy goals and department mandates.
Manage the full B2G sales cycle: lead generation, pre-sales advocacy, negotiation, and closure.

Stakeholder Management

Map complex government org-charts and build deep relationships with key decision-makers, nodal officers, and bureaucrats.
Act as the primary executive point of contact for assigned key government accounts, ensuring high client satisfaction and swift issue resolution.

Tenders, Bidding & Compliance

Lead the end-to-end RFP/RFI/EoI process, from pre-bid meetings to final submission.
Ensure 100% compliance with government procurement guidelines, statutory regulations, and portal requirements (e.g., GeM, e-Procurement platforms).
Collaborate with legal, finance, and technical teams to craft competitive, fully compliant bids.

Operational Excellence & Delivery

Liaise with internal Stakeholders including Bid Team, OTO. OTC, CCM, SCM, BLs etc. teams to ensure project milestones are met according to government contracts.
Drive timely payment realization and manage the unique invoicing workflows of government accounts.
Maintain accurate sales forecasts, pipeline tracking, and account data in the CRM.

Qualifications & Skills

Experience: 4+ years in B2B/B2G sales, with a proven track record of closing high-value government deals.
Education: Bachelor's degree in business, Public Administration, or a related field (MBA preferred).
Domain Expertise: Deep understanding of government procurement policies, tender lifecycles, and public funding cycles.
Skills: Exceptional negotiation, stakeholder mapping, written communication (for bid drafting), and cross-functional project management.
Attributes: High perseverance for long sales cycles, ethical integrity, and strong diplomatic skills.

Key Performance Indicators (KPIs)

Financial: Achievement of annual revenue/booking targets and timely payment collection.
Growth: Number of new government accounts acquired and YoY growth in existing accounts.
Operational: Win-rate ratio on submitted tenders/RFPs and overall pipeline health.