The key account manager is responsible to develop new business and for managing the Sales and local Trade-Marketing activities necessary to provide full service to specified public and private hospital groups, to achieve the sales, GP and product category objectives.

2. JOB FUNCTIONS

To achieve the Sales revenue, Gross Profit and Product category targets set for the area of responsibility.
To develop new business with Public and Private Hospital groups and to maintain business with these groups in accordance with the business strategy.
To be the primary sales contact for the assigned hospitals and hospitals groups in the region and regularly provide in-service visits.
To set objectives for the specific hospital purchasing groups and to assess their performance and evaluate it on a regular basis by coordination and leading quarterly business reviews to ensure ongoing alignment and performance to the plan.
Drive the development and implementation of the specific business strategies and tactical plans by hospital purchasing groups to achieve the targets set.
Identify and accelerate new business development via expansion with hospital purchasing groups for high margin product categories by developing attractive value propositions to address new market opportunities.
Develop and work with structured hospital purchasing group management plans and hospital targeting & segmentation plans, focused on the best profitable opportunities.
Negotiate pricing with hospital purchasing groups/assigned hospitals and ensure contracts are in place & renewed on a timely basis.
Lead the overall coordination of tenders with hospital purchasing groups to secure that our offers present the best value. Provide insight on competitive offers.
Present and lobby for the HYH solution with all relevant key decision makers within the assigned hospitals/hospital purchasing groups.
Set up solid implementation plans for evaluations and coordinate with the Halyard internal departments to ensure successful completion of evaluations and conversions.
Train new hospital customers on the adequate usage of the HYH products to accelerate new business implementations.
Drive education with customers to differentiate HYH products, solutions, and services from competition.
To document and update business opportunities, customer contact details, action plans and progress of related activities in SalesForce.com at regular intervals as agreed with line manager.
Driving a high-performance culture by setting demanding and challenging personal and business objectives, while working with the HYH business and performance management systems to measure progress towards objectives and drive performance.
Observe and communicate competitor activity to the organisation.
Complete all administration, reports & requests within guidelines & on time.
Maintain local promotional activity budget & samples budget spend.
Perform all necessary duties as directed by the Manager

3. EDUCATION & EXPERIENCE REQUIRED

Bachelor's degree, degree in Business Management, Marketing, or Science
At least 10 years of successful sales business experience, including min. 5 years of experience in medical supplies or medical devices in a distributor setting, hospital and/or alternate care setting.

4. KNOWLEDGE SKILLS & ABILITIES

Highly customer-oriented and results-driven with strong business acumen
Excellent communication skills and team-player
Strong project management & organisational skills; ability to set priorities and manage multiple projects simultaneously and strong time & territory management
Strong analytical capability, problem solving skills, negotiation skills and decision-making ability
Hands-on mentality and a desire to work in a mid-size medical company with an entrepreneurial culture
Highly self-motivated
Strong interpersonal skills with ability to interact with a diverse group of individuals
Problem solver with a good sense for managing objections and managing the interests of different stakeholders in the decision-making process
High level of autonomy & self-drive, attention to details, meeting the set deadlines and delivering correct and complete information
Strong presentation and training skills
Fluent in German and English
Excellent skills in Excel, Word, PowerPoint, and Outlook are required as well as CRM Salesforce.com

5. KEY COMPETENCIES

The person in this role understands that he/she will operate in an ISO9001 & ISO14001 controlled environment and is willing to implement and understand the basic principles of these quality standards.
Strong attention to detail with a high degree of accuracy and excellent organisational and communication skills.
Ability to work with and empathise with colleagues and customers from varied backgrounds and cultures
Must actively demonstrate Owens & Minor’s ideal values: Integrity, Development, Excellence, Accountability and Listening.

Owens & Minor is an equal opportunities employer

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O&M Halyard EMEA