Key Account Manager South-West Germany

O&M Halyard EMEA; Baden-Württemberg; Vor Ort; EUR 90.000 - 120.000; Vollzeit

Zusammenfassung

Owens & Minor in Germany seeks a Key Account Manager to develop new business and manage sales and local trade-marketing activities for hospital groups to achieve sales, GP and product category objectives.

You will drive strategies with hospital groups, coordinate tenders, negotiate pricing, and deliver in-service visits. Fluent German and English are required, with extensive healthcare sales experience.

Qualifikationen

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

Aufgaben

• Achieve the Sales revenue, Gross Profit and Product category targets for the area of responsibility.
• Develop new business with Public and Private Hospital groups and maintain business per strategy.
• Be the primary sales contact for assigned hospitals and hospital groups; perform regular in-service visits.
• Lead quarterly business reviews to ensure alignment with the plan and performance.
• Drive development and implementation of hospital plans to achieve targets.
• Negotiate pricing and secure contracts with hospital groups and facilities.
• Coordinate tenders and present best value offers to buyers and decision makers.
• Present HYH solutions to key decision makers within hospitals and hospital groups.

Kenntnisse

Customer orientation

Communication skills

Project management

Analytical thinking

Negotiation

Time management

Presentation skills

Training

CRM Salesforce

German language

English language

Ausbildung

Bachelor's degree in Business Management/Marketing/Science

Tools

Salesforce CRM

Excel

Word

PowerPoint

Outlook

Jobbeschreibung

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