Key Account Manager

Summary

The Key Account Manager will develop and implement strategies and tactics within the assigned portfolio of trade customers that are aligned with Business Unit objectives.  This field based position will establish and build relationships with key decision makers within a portfolio of strategically important trade accounts.  Critical to success will be the development and implementation of channel specific marketing campaigns, logistics plan, management of purchase commitments and KAM operational excellence.  The key objective of the position holder is to drive overall sales of the product and service portfolio to meet and exceed sales goals.

Responsibilities

Relationship Management

• Establish self as the single point of contact within the trade accounts while providing a coordinated approach.

• Establish, maintain and grow business relationships with portfolio trade customers.

• Develop and sustain relationships within all levels and departments within accounts.

Selling Skills, Negotiations and Marketing

• Achieve sales goals through team selling within the corporate environment.


• Develop and manage promotion ideas and literature to enhance sales through the distribution channel.


• Effectively communicate, collaborate and lead a team selling approach that include KAM Program updates provided to all Business Unit and the Country Manager.


• Identify new ways to sell products and meet customer needs.  Makes recommendations to Sr. Management.

Communication

• Establishes a strong internal network with various departments


• Demonstrate effective written and verbal communication skills, business acumen and ability to lead in a matrix organization


• Identify organizational opportunities and recommendation improvements

Product and Market Knowledge

• Complete all required training and demonstrate proficiency in each competency of focus. 


• Ability to transfer product and market knowledge throughout the organization.


• Utilize resources provided to enhance market knowledge and incorporate into strategies

Essential Functions of the Role

Education & Work Requirements

Education & Work Preferences

• Number of Overall Years Necessary: 8-12


• 8 years or more experience in Medical Surgical product sales, preferably within the healthcare market is essential


• Experience in selling to distributor customers, hospitals, home health and/or B2B is desirable


• Prior people management experience is desirable


• Bachelor's degree or equivalent is essential

Competencies