Key Account Manager South-West Germany

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