About Convatec
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 more than 10,000 colleagues, we provide our products and services in around 90 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. Convatec's revenues in 2024 were over $2 billion. The company is a constituent of the FTSE 100 Index (LSE:CTEC).
For more information, visit Convatec Group.
Key Account Manager – Community & Aged
The primary purpose of the Key Account Manager (KAM) is to deliver growth within the designated portfolio and territory through proactive engagement with distributors, corporate groups, community agencies and, where appropriate, HCPs and patients. The KAM will use the tools and material provided by the Marketing team to sell customised solutions that meet both the commercial needs of distributor partners and the clinical needs of their customers. Strong commercial acumen, clinical understanding and product knowledge are essential, as is the ability to build valuable customer relationships and collaborate with internal stakeholders. The role will be measured on the achievement of sustained growth against targets.
Your key responsibilities will include:
Drive commercial results
1. Lead, negotiate and partner with commercial teams to implement commercial agreements with regional distributor partners and corporate groups (e.g. Aged Care, Primary Care) to drive business growth.
2. Develop localized tactics incorporating growth initiatives, go‐to‐market strategies and new product launches to maximize the financial performance of commercial agreements.
3. Analyze and report on performance and profitability by key commercial accounts to assist with wider commercial decision‐making.
4. Identify risk, under‐performance and improvement opportunities in accounts and work with internal stakeholders to devise mitigation plans.
5. Provide insightful, timely reports on market and competitor dynamics for commercial accounts.
6. Ensure all distributor special pricing and rebates remain up‐to‐date.
Achieve business results
7. Develop, implement and maintain account management plans to drive growth strategies for key accounts locally and nationally.
8. Maintain clinical knowledge to foster customer awareness and recommend product types; arrange and participate in product demonstrations and education.
9. Represent Convatec at distributor and customer events.
10. Complete and submit all reports (sales, customer and expenses, etc.) within required timeframes.
11. Fully and effectively utilize CRM and sales processes to achieve business outcomes.
Model accountability and commitment to our customers and colleagues
12. Maintain knowledge of our Advanced Wound Care product range.
13. Stay abreast of competitors' products and the latest standards of care in the marketplace.
14. Share best‐practice successes with team members.
Support sales and marketing strategies
15. Maintain awareness of broader business imperatives and factor them into decisions.
16. Proactively identify, develop and share strategies to address specific customer gaps and opportunities for growth.
17. Work closely and collaboratively with other regional KAMs and the Commercial Functional team to align strategies and achieve collective success.
Cultivate strong business relationships
18. Establish close relationships with external customers and use those relationships to strengthen our competitive position and performance.
19. Manage ongoing relationships with customers and key opinion leaders – both clinical and non‐clinical.
20. Collaborate with Customer Service and Customer Care to develop strong individual and corporate relationships.
To be successful you will:
21. Have very strong financial acumen to support good business decision making.
22. Demonstrate success with a complex sales cycle and multiple call points.
23. Be able to develop and implement account/territory plans and strategies to achieve sales objectives.
24. Have a minimum of 3 years' experience in sales and/or marketing in the medical device or broader health‐science industry.
25. Hold a deep understanding of the Australian healthcare system and, ideally, the various funding/reimbursement models.
26. Have experience selling to commercial customers and be skillful at developing and negotiating business agreements.
27. Build immediate rapport, proactively develop relationships with a wide variety of people and confidently present business proposals.
28. Gain insight into customer needs and deliver solutions that meet their expectations.
29. Understand other groups' business priorities, manage organisational politics, and influence effectively.
30. Set aggressive goals and maintain high standards, pursuing everything with energy, drive and a need to execute.
31. Work cooperatively with others across the organisation to achieve shared objectives, gaining trust and support.
32. Work independently, with self‐drive, initiative and tenacity.
33. Maintain excellent organisational and time‐management skills to prioritise and multitask effectively.
34. Possess intermediate to advanced MS Office skills, especially Excel, and be eager to learn new systems; skilled at using CRM software.
Education / Qualifications
35. Tertiary qualifications in business or a related field are preferred.
Benefits
36. Flexible working arrangements.
37. Ongoing learning and development opportunities.
38. Competitive remuneration.
39. Access to health and wellbeing programs.
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, colour, 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.
Apply Today
At Convatec, we're pioneering trusted medical solutions to improve the lives we touch. If you're ready to make a real impact, apply today and help us bring our Forever Caring promise to life.
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