Key Account Manager (KAM) – Existing Account Growth & Retention
Position Overview The Key Account Manager is the primary farmer and relationship owner for existing customers once programs reach production release. This role fosters ongoing expansion (new programs, upsells), ensures exceptional satisfaction, and drives revenue growth within assigned accounts while providing strategic oversight.
Key Responsibilities
- Serve as the senior point of contact for assigned key accounts, owning long-term strategy, quarterly business reviews, and roadmap planning.
- Identify and develop new opportunities within existing accounts (e.g., follow-on programs, adjacent technologies, multi-site expansions).
- Collaborate with SAMs on pre-production discovery in current accounts when needed but retain primary ownership post-production.
- Monitor program performance, escalate issues, and partner with Project Management/Operations to ensure on-time delivery, quality, and cost targets.
- Monitor account KPIs (revenue, margin, customer satisfaction) and maintain accurate monthly sales forecasts in CRM tools
- Drive customer retention (95%+ renewal rate) through proactive relationship management and value demonstration.
- Lead negotiations for expansions, pricing adjustments, and contract renewals, and technical conversations as required.
- Collect voice-of-customer feedback to inform MPE's platform improvements and report metrics (e.g., NPS, expansion revenue).
- Support daily tactical needs in partnership with Inside Sales Representatives.
Qualifications
- Bachelor's degree in Engineering Discipline, Business, or related field.
- 5–8+ years of account management or technical sales experience in MedTech/CDMO/medical device manufacturing.
- Demonstrated success growing existing accounts (15–20%+ YoY expansion).
- Deep understanding of production-stage challenges in regulated environments (ISO 13485, FDA, supply chain).
- Strong interpersonal, problem-solving, and negotiation skills.
- Experience with CRM and ERP systems.
- Travel up to 30–40% for on-site reviews and relationship building.
Skills Required
- Bachelor’s degree in business administration, engineering, or a related field, or equivalent experience
- Experience in key account management, sales, or customer relationship management within a fast-paced manufacturing environment
- Excellent communication and interpersonal skills with the ability to build rapport and credibility with clients
- Strong strategic thinking and problem-solving abilities
- Results-oriented mindset focused on client satisfaction and business growth
- Proficiency in CRM software and Microsoft Office Suite
- Flexibility to travel as needed, up to 50%
What We Do
MPE Inc. has developed the only capital equipment commercialization platform that enables healthcare and technology OEMS to scale, integrate, and extend their medical device commercial strategies. Our purpose-built platform integrates the most critical control planes of compliance, differentiation, and adoption readiness into one unified system. This approach provides MedTech OEMs with a clear roadmap to market-ready products, meeting the modern healthcare demand for high-quality, life-transforming devices as soon as possible- addressing the common challenges associated with outdated, siloed contract manufacturing operations. Headquartered in Milwaukee, WI, MPE Inc. utilizes our legacy of over 40 years of expertise and experience to successfully service an impressive list of blue-chip medical devices and technology OEMs. Our commitment to guiding customers to the right solution the first time is highlighted by our experience and capabilities. We leverage our knowledge and expertise to ensure that our customers get the most suitable solution for their requirements. We are proud to be an ISO 13485 & 9001 certified company. FDA registration 3003500271.
