[Hiring] Key Account Manager @Tucuvi Care SL

Role Description

As a Key Account Manager, you will work closely with our BDR, taking full ownership of opportunities from early discovery through award and close, and ensuring a smooth handover to the Customer Success team. You will grow your territory by building strong relationships with Regional Health Departments and Health Services, leading complex opportunities that often culminate in public tenders.

• Set strategy, coordinate proposals, and engage a wide range of institutional stakeholders, from technical and clinical teams to economic and procurement leaders.
• Become a trusted partner for public institutions, translating Tucuvi’s regulated, clinical-grade solutions into measurable improvements in patient care.
• Accelerate pipeline, speed, and wins across your territory.

What to expect during your first months with us:

• During your first month:
  • Onboard fully into Tucuvi Health Manager (THM), the business model, and public health ecosystem positioning.
  • Shadow team members in client meetings to observe our sales process in action.
  • Map key accounts and stakeholders in your portfolio.
• By the end of month three:
  • Take ownership of selected accounts, including prospecting new opportunities and supporting tender applications.
  • Lead client visits and presentations with guidance.
  • Contribute to proposal preparation, negotiation planning, and account strategy.
  • Build confidence in THM’s value proposition and its impact across care pathways.
• After 6-12 months:
  • Fully own your sales cycle, from prospecting to closing deals, and ensure smooth handover to Implementation.
  • Drive upselling initiatives and identify growth opportunities across existing accounts.
  • Establish yourself as a trusted partner for hospitals and institutional stakeholders in the Spanish Public Health Sector.
  • Continuously refine account strategies, improve internal processes, contributing to Tucuvi’s growth and impact.

Responsibilities

• Territory & Account Strategic execution: Develop and execute high-impact account plans, identifying key clinical and economic stakeholders to navigate the "roadmap to yes" within regional health services.
• Complex Opportunity Management: Lead the full sales cycle—from deep discovery to understanding procurement paths—crafting value-based proposals that align our KPIs with the client's efficiency goals.
• End-to-End Tender Leadership: Own the bid strategy by qualifying opportunities early, leading the narrative and documentation for tender responses, and coordinating internal teams to ensure every submission is flawless and competitive.
• Internal Orchestration and Success Handover: Collaborate closely with Product, Legal, Regulatory, and Success teams to ensure every proposal is accurate, feasible, and deliverable. Post-award, you will lead a seamless transition by defining the scope, milestones, stakeholders, and risks to guarantee the promised impact is delivered.
• Pipeline & Integrity Excellence: Maintain a rigorous, data-driven CRM. You will operate with strict adherence to public procurement rules, ensuring transparency and compliance at every step.

Requirements

• Proven experience selling into Spanish public healthcare (regional health departments / regional health services or equivalent public healthcare institutions).
• Hands-on experience with public tenders: reading tender documents, shaping a bid strategy, coordinating responses, and driving the process to award/close.
• Strong ability to engage and communicate with institutional stakeholders across technical, clinical, and procurement functions.
• Highly execution-oriented: rigorous follow-up, ownership mindset, and strong CRM/pipeline discipline.
• Comfortable selling regulated / clinical-grade solutions with credibility (understanding why regulation and quality processes matter).
• English is required (professional fluency in speaking and writing). Spanish fluency assumed given the market.
• Willingness to travel within the assigned territory.

Benefits

• 💰 Fix and variable salary with flexible benefits through Cobee (ticket restaurant, transport, nursery...).
• 🌍 Remote work in an async environment.
• 🕓 Flexible working hours.
• 💃 Teambuildings (at least two per year).
• 🏖️ 23 days per year + your birthday + 6 local and regional holidays added to your calendar.
• 🧑‍🏫 Budget for training and personal development.
• 💻 A laptop (Mac) + the equipment that you need (screen, keyboard…)
• 🛫 The possibility to join a team of good and ambitious people where you can create a real impact on people's lives.