Key Account Manager Channel Distribution
il y a 1 semaine
Hollister Incorporated is a global pharmaceutical company specialized in medical devices. The company has developed and manufactured products for ostomy care and continence for nearly 100 years.
Our mission? to make life more rewarding and dignified for people who use our products and services. To do this, we are constantly looking for new talent to join an innovative and growing company.
The Key Account Manager will develop and implement strategies and tactics within the assigned portfolio of customers composed by wholesalers and homecare companies. This office based position will establish and build long term relationships with key decision makers. Critical to success will be leading a coordinated field approach to drive overall sales of the entire Hollister product and service portfolio to meet and/or exceed sales goals.
In this section, list out in detail the responsibilities of the position, below are some tips on doing so. Please type over the details and if you need to add additional bullets, just press the enter key
- Relationship Management
- Be recognized as the single point of contact and the partner of choice for the Channel National accounts/National Distributors (wholesaler and homecare companies) and critical regional accounts
- Establish, maintain and develop business relationships with the Channel National Accounts working to understand and meet customer needs and stakes consistent with the Hollister mission.
- Be the lead within the sales organization providing expertise on Channel National accounts
- Selling skills and negotiations
- Achieve sales goals through team selling within the corporate suite environment; provide accurate forecasting where required for all portfolio assignments
- Utilize strategic selling and marketing skills to improve market share, sales and gross profit for portfolio assignment
- Improve our profitability thanks to a proactive and regular account management
- Contribute to the move from a discount matrix strategy to a margin strategy
- Develop thorough business plans by organizing customer segmentation sales strategies and implementation plans designed to drive sales growth. Conduct business reviews as needed to communicate performance
- Develop and promote promotion to enhance sales through distribution channel
- Analyze and monitor performance and effectiveness of programs and promotion. Recommend and/or implement changes as necessary
- Effectively communicate, collaborate and lead a team selling approach
- Effectively interface with pricing and contract functions groups to facilitate effective contracting strategies
- Participate in the development of pricing and product positioning strategies to meet customer needs
- Facilitate customer support initiatives and lead conflict resolution, when needed.
- Communication
- Establishes strong internal network with various Hollister departments to support position including pricing and contracts, finance, marketing, sales force, customer service, logistics, legal and administration
- Demonstrate effective written and verbal communication skills, business acumen and ability to lead in a matrix organization
- Prepare and present recommendations to the Key Account Business Development Manager
- Product and Market knowledge
- Complete all required training and demonstrate proficiency in each competency of focus
- Utilize resources provided to enhance market knowledge and incorporate into strategies
- Builds and maintains awareness of on-going industry changes as they relate to Hollister functional areas of focus
**Essential Functions of the Role**:
- Demonstrated sales, negotiating and contract closure ability
- Ability to persuasively communicate with customers in both writing and verbally
- Experience in customer facing role
- Partnering with Marketing Function
- Fluent in English & French
**Work Experience Requirements**:
- Number of Overall Years Necessary: 8-12
- Progressive roles in sales and marketing positions.
- Experience in selling to distributor customers, hospitals home care companies and/or B2B preferred
- Medical device industry experience preferred.
- Prior people management experience desired
- Master’s Degree
Position based in Paris La Défense with 20% of travel.
**What can we offer you?**
- A role that makes sense in a company that promotes strong values: Service, Dignity of the person, Integrity, Stewardship
- A challenging work environment where trust, autonomy and collaboration are paramount
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