Key Account Specialist

The University Key Account Specialist is responsible for driving sales growth, customer engagement, and strategic account development across university accounts in Thailand.

This role is responsible for managing and expanding relationships with universities, dental schools, professors, clinicians, procurement teams, and key opinion leaders to drive sustainable growth across the full Acteon portfolio.

The role focuses on new business development, account management, product promotion, customer support, and commercial execution to strengthen Acteon's market position within the university segment.

JOB SPECIFICATION

Drive Sales Growth, Market Expansion and Profitability

• Drive sales growth and achieve revenue targets across assigned university accounts nationwide.

• Identify new business opportunities and develop strategic plans to grow market share.

• Expand product penetration across the full Acteon portfolio within university accounts.

• Drive customer acquisition while strengthening existing customer relationships.

• Support profitability through disciplined pricing and commercial execution.

• Monitor business opportunities, risks, and market dynamics.

Manage Strategic Accounts and Institutional Business

• Build and maintain strong relationships with deans, professors, clinicians, procurement teams, and university stakeholders.

• Develop long term partnerships with strategic university accounts.

• Identify customer needs and provide effective commercial solutions.

• Support tenders, quotations, proposals, and commercial negotiations.

• Maintain strong engagement with key opinion leaders to support business growth.

• Ensure high levels of customer satisfaction and account retention.

Lead Customer Engagement and Commercial Execution

• Conduct customer visits, product demonstrations, workshops, and business reviews.

• Promote Acteon products and solutions using strong product knowledge and consultative selling.

• Support clinical cases and customer requirements to strengthen account engagement.

• Organize and participate in product training, education programs, and workshops.

• Support marketing activities, congresses, exhibitions, and customer events.

• Build strong customer loyalty through consistent engagement and support.

Support Commercial Excellence and Sales Execution

• Maintain accurate pipeline management, forecasting, and opportunity tracking.

• Prepare regular sales reports, market intelligence, and customer updates.

• Monitor sales performance, business opportunities, and competitive activities.

• Support pricing, collection, and commercial governance requirements.

• Utilize CRM and sales tools to improve commercial effectiveness.

• Support achievement of company sales and profitability objectives.

Support Cross Functional Collaboration

• Work closely with Marketing, Service, and Imaging Application Specialists to ensure strong commercial execution.

• Support product launches, campaigns, training activities, and customer engagement initiatives.

• Communicate market feedback, competitor insights, and business opportunities to internal stakeholders.

• Ensure excellent customer experience through strong collaboration and problem resolution.

PHYSICAL ACTIVITIES

This position primarily operates in a field and office environment utilizing standard office equipment, computer systems, and communication tools.The role requires frequent travel across Thailand for customer visits, business reviews, workshops, training activities, and sales support.

QUALIFICATIONS & ATTRIBUTES

EXPERIENCE

• Minimum 3–5 years of relevant sales, commercial, or key account management experience within medical device, dental, healthcare, pharmaceutical, or life sciences industries.

• Strong experience in account management, business development, or customer relationship management preferred.

• Proven track record in sales growth and customer acquisition.

• Experience managing institutional accounts, university accounts, or tender business is highly preferred.

• Strong understanding of the Thailand healthcare and dental market is preferred.

• Previous experience within a multinational medical device, dental, or healthcare organization is an advantage.

EDUCATION

• Bachelor's degree in Business, Healthcare, Life Sciences, Dentistry, or related discipline.

• Clinical or dental background is an advantage.

SPECIALISED KNOWLEDGE AND SKILLS

• Strong sales and commercial acumen.

• Excellent relationship building and communication skills.

• Strong negotiation and influencing skills.

• Strong presentation and product demonstration capabilities.

• Good analytical and strategic thinking capability

.• Good understanding of sales planning, pipeline management, and account development.

• Excellent communication skills in Thai and English.

• Proficiency in Microsoft PowerPoint, Excel, and Word.

PERSONAL ATTRIBUTES

• Hunter mindset with strong drive for growth and results.

• Strong relationship builder with customers and stakeholders.

• Commercially driven and customer focused.

• Resilient, proactive, and highly self motivated.

• Strong execution capability and accountability.

• High integrity, professionalism, and teamwork.

OTHER REQUIREMENTS

• Ability and willingness to travel extensively within Thailand.

• Compliance with company policies, healthcare industry standards, and local regulatory requirements.

KEY SUCCESS MEASURES

• Achievement of annual sales objectives.

• Growth in university segment market share.

• Expansion of strategic university accounts.

• Strong customer satisfaction and account retention.

• Contribution to overall business growth and profitability.

CODE OF CONDUCT & ORGANISATIONAL VALUES

Acteon Thailand expects all employees to conduct business with the highest standards of ethics, integrity, and professionalism.

This includes:

• Acting with honesty, transparency, and accountability.

• Putting customers and patients at the center of business decisions.

• Collaborating respectfully across teams and functions.

• Supporting innovation, continuous improvement, and continuous learning.

• Complying with company policies, healthcare regulations, and industry codes of conduct.

• Representing Acteon's brand and values with professionalism in every customer interaction.