Key Account Manager Senior / Lead - Laboratoires (x/f/m)

About the Position

Key Account Manager Senior / Lead - Laboratoires (x/f/m)

Doctolib is seeking a Senior Key Account Manager to lead relationships with the top 6 laboratory groups in France, representing nearly 75% of the market.

Responsibilities

• Build and manage commercial plans for each group, with tailored roadmaps and co-constructed upsell priorities, navigating the complexity of the cluster (multi-site architectures, API integrations, long sales cycles, contractual specifics)
• Conduct strategic commercial negotiations with high-level decision-makers (CEO, CFO, CIO, Quality Directors, Reference Biologists) and develop lasting, trusting relationships with C-level contacts
• Monitor and manage performance indicators by site and group (adoption rates, NPS, product usage) via Metabase and internal tools, and build personalized action plans in collaboration with Deployment and Tech teams
• Participate in defining the patient strategy: increase end-to-end usage and adoption, from doctor prescription to result interpretation, and be a driving force at every stage of the journey
• Prevent churn, turn dissatisfactions into opportunities, and conduct regular business reviews with the groups' executive committees
• Work closely with the Head of cluster, PMM, Tech, and Deployment teams; contribute to structuring processes and co-constructed initiatives with the groups (events, use cases, product roadmap)

Requirements

• Solid experience in account management or strategic B2B sales, with a track record on complex key accounts - healthcare, SaaS, Medtech, Pharma, or any environment with long sales cycles
• Comfortable addressing C-level decision-makers and building lasting, trusting relationships in complex, multi-stakeholder organizations
• Proficient in managing complex projects: onboard internal and external teams, manage priorities, meet deadlines
• Understand the technical challenges related to API integrations and know how to work effectively with engineering teams
• Strong data culture: Metabase, monitoring dashboards, cohort analysis - you manage with numbers, not impressions

Nice to Have

• Use AI as a productivity lever: structure your follow-up, prepare your business reviews, identify weak signals in your portfolio
• Marked entrepreneurial sensitivity: you propose, you build, you iterate
• Autonomous and proactive: you identify opportunities and address them

We Offer

• Competitive salary
• 25 days of paid leave and 12 to 14 days of additional leave per year
• A free mental health and personalized coaching program with our partner Moka.care
• 10 days per year of possible telework abroad
• Meal vouchers worth €8.50 per day, with €4.50 covered by Doctolib
• Participation in Doctolib's value-sharing plan, called DoctoGrowth
• A comprehensive 3-month onboarding program including the Doctolib Academy and various training (languages, soft skills, technical skills)
• A company committee subsidy for partial reimbursement of memberships for sports or leisure activities
• 50% reimbursement of public transport subscription
• ParentCare program: benefit from a parental leave covered by Doctolib at 100% the first month and 75% the second month
• For employees with disabilities or close caregivers, a package including remote work adaptation, paid absence days for medical appointments, and enhanced psychological support
• Relocation assistance in case of international mobility

About the Company

At Doctolib, we believe that we must improve healthcare for everyone. This is reflected in our recruitment process. We evaluate applications solely on the basis of qualifications and motivation, without any form of discrimination.

The more diverse the ideas, the more our product will truly improve healthcare for everyone. You can apply at Doctolib, regardless of your gender, religion, age, sexual orientation, ethnic origin, or disability.

To ensure equal opportunities, we invite you to exclude personal information (e.g., photos, age) from your applications. If you need special accommodations, please inform us so we can adapt the recruitment process. Join us in building the healthcare we all dream of!

All information provided is processed by Doctolib for the management of applications. For more details on data processing, click here. Please contact hr.dataprivacy(at)doctolib.com for any questions or to exercise your rights.