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Doctolib is seeking a Senior Key Account Manager to lead strategic relationships with France's six largest laboratory groups (Cerballiance, Biogroup, Eurofins, Inovie, Synlab, and Unilabs), which represent approximately 75% of the medical biology market.
The role combines portfolio management of €4M+, end-to-end patient strategy, and ownership of a high-impact upsell strategy (Patient Intake, Phone Assistant, Teleconsultation, Patient Portal) in a rapidly evolving environment. You will navigate complex multi-site architectures, long sales cycles, and contractual nuances specific to laboratory groups.
Key responsibilities include:
- Building and driving commercial plans by group with adapted roadmaps and co-constructed upsell priorities
- Leading strategic commercial negotiations with C-level decision-makers (CEOs, CFOs, CIOs, Quality Directors, Lead Biologists) and developing lasting relationships
- Monitoring and driving performance indicators by site and group (adoption rates, NPS, product usage) via Metabase and internal tools; building personalized action plans with Deployment and Tech teams
- Contributing to patient strategy definition: increasing end-to-end usage and adoption from physician prescription to result interpretation
- Preventing churn, transforming dissatisfaction into opportunities, and conducting regular business reviews with group leadership committees
- Collaborating closely with the Head of Cluster, PMM, Tech, and Deployment teams; contributing to process structuring and co-constructed initiatives (events, use cases, product roadmap)
Requirements:
- Solid experience in account management or strategic B2B sales with a track record managing complex key accounts in healthcare, SaaS, Medtech, Pharma, or similar long-sales-cycle environments
- Comfort engaging C-level decision-makers and building lasting relationships in complex, multi-stakeholder organizations
- Mastery of complex project management: onboarding internal and external teams, managing priorities, meeting deadlines
- Understanding of technical issues related to API integrations and ability to work effectively with engineering teams
- Strong data culture: Metabase, performance dashboards, cohort analysis—driving decisions with data, not impressions
Nice-to-have:
- Using AI as a productivity lever: structuring follow-up, preparing business reviews, identifying weak signals in your portfolio
- Marked entrepreneurial sensitivity: proposing, building, iterating
- Autonomy and proactivity: identifying and addressing opportunities independently
