Pioneering trusted medical solutions to improve the lives we touch: Convatec is a global medical products and technologies company, focused on solutions for the management of chronic conditions, with leading positions in advanced wound care, ostomy care, continence care, and infusion care. With around 10,000 colleagues, we provide our products and services in almost 100 countries, united by a promise to be forever caring. Our solutions provide a range of benefits, from infection prevention and protection of at-risk skin, to improved patient outcomes and reduced care costs. Group revenues in 2023 were over $2 billion. The company is a constituent of the FTSE 100 Index (LSE:CTEC). To learn more about Convatec, please visit http://www.convatecgroup.com

 

The primary purpose of the Key Account Manager (KAM)– Community & Aged Care is delivering growth within the designated portfolio and territory, through direct proactive engagement and collaboration with senior management in the Aged Care, Community Health, and Medical Distributor sectors.

This role delivers on our forever caring promise using the tools and material provided by the Marketing team to sell customised solutions, helping to address the growing ‘care gap’ between the support patients want and what healthcare professionals can provide.

The KAM must exhibit commercial acumen, demonstrate clinical expertise and strong product knowledge, build valuable customer relationships and collaborate with internal stakeholders. This role will need to execute with excellence, using the CRM, available data and analytics to inform sales plans and will be measured on achievement of sustained growth against targets.

Key Responsibilities

Achieve business results

• Develop, implement and maintain account management plans to drive growth strategies for key accounts as directed both locally and nationally

• Maximise clinical knowledge to create customer awareness, recommending product types and arranging and participating with product demonstrations and education

• Represent Convatec at key Industry events

• Review and analyse data to monitor sales achievements and identify opportunities across specific accounts and territories

• Assist to lead and negotiate commercial relationships with major Distributor partners, Aged Care companies and Community Partners to drive business growth

• Complete and submit all reports (sales, customer and expenses etc) within required timeframes

• Full and effective utilization of CRM and sales processes to achieve business outcomes

Model accountability and commitment to our customers and our colleagues

• Maintain detailed and up-to-date knowledge of our Advanced Wound Care product range

• Stay abreast of our competitors’ products as well as the latest standards of care in the marketplace

• Share “best practice” successes with team members

Support sales and marketing strategies

• Maintain awareness of broader business imperatives and take into account when making decisions

• Proactively identify, develop and share strategies to address specific customer gaps and opportunities for growth

Cultivate strong business relationships

• Establish close relationships with external customers and utilise those relationships to strengthen our competitive position and performance

• Establish, develop and maintain ongoing relationships with customers and key opinion leaders – both clinical and non-clinical

• Collaborate with Customer Service to develop strong individual and corporate relationships

Key Requirements

• Strong financial acumen to support good business decision making.

• Demonstrated success with a complex sales cycle and multiple call points.

• Ability to develop and implement account / territory plans and strategies to achieve sales objectives.

• Minimum 3 years’ experience in sales and/or marketing in medical device or broader healthscience industry.

• A deep understanding of the Australian healthcare system and ideally, the various funding/reimbursement models.

• Experience selling in both public and private hospitals essential and experience selling to and through distributor channels highly regarded.

• Ability to build immediate rapport, proactively develops relationships with a wide variety of people and demonstrated ability to confidently present to all levels of HCP’s.

• Gains insight into customer needs and builds and delivers solutions that meet customer expectations.

• Has a clear understanding of other groups’ business priorities, deals comfortably with organisational politics and knows who has power, respect, and influence.

• Positions views and arguments appropriately to win support and responds effectively to the reactions and positions of others.

• Sets aggressive goals and has high standards. Pursues everything with energy, drive, and the need to execute.

• Works cooperatively with others across the organization to achieve shared objectives, while gaining trust and support of others.

• Ability to work independently, with self-drive, initiative and tenacity

• Intermediate MS office skills, including Excel and has desire and aptitude to learn, navigate and effectively use new systems. Skilled at using CRM software.

 

 

Beware of scams online or from individuals claiming to represent Convatec

A formal recruitment process is required for all our opportunities prior to any offer of employment. This will include an interview confirmed by an official Convatec email address.

If you receive a suspicious approach over social media, text message, email or phone call about recruitment at Convatec, do not disclose any personal information or pay any fees whatsoever. If you’re unsure, please contact us at [email protected].

Equal opportunities

Convatec provides equal employment opportunities for all current employees and applicants for employment. This policy means that no one will be discriminated against because of race, religion, creed, color, national origin, nationality, citizenship, ancestry, sex, age, marital status, physical or mental disability, affectional or sexual orientation, gender identity, military or veteran status, genetic predisposing characteristics or any other basis prohibited by law.

Notice to Agency and Search Firm Representatives

Convatec is not accepting unsolicited resumes from agencies and/or search firms for this job posting. Resumes submitted to any Convatec employee by a third party agency and/or search firm without a valid written and signed search agreement, will become the sole property of Convatec. No fee will be paid if a candidate is hired for this position as a result of an unsolicited agency or search firm referral. Thank you.

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If you are an active employee at Convatec, please do not apply here. Go to the Career Worklet on your Workday home page and View "Convatec Internal Career Site - Find Jobs". Thank you!