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We Make Life More Rewarding and Dignified

Location: Paris
Department:

Key Account Business Development Manager

The Key Account Manager will develop and implement strategies and tactics within the assigned portfolio of national customers. This office based position will establish and build long term relationships with key decision makers at the national level for both hospitals and distribution channels. 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.

He/she will manage a KAM Distribution (Wholesaler and Homecare companies) and an Account Manager.

• Relationship Management
  • Be recognized as the single point of contact and the partner of choice for Top National accounts and Key Hospitals.
  • Establish, maintain and develop business relationships with National Accounts working to understand and meet customer needs and stakes consistent with the Hollister mission.
  • Be the lead within all levels and departments of the organisation providing expertise on 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.
  • Define the best strategy to increase the Hollister footprint in the healthcare settings (Hospital, private clinics).
  • Prepare and manage the top hospital tenders (APHP, RESAH, HCL, Dismedaq, AO Bretagne etc…) – Delegate successfully the other tenders to the Account Manager.
  • Analyze, build, negotiate, and manage sustainable portfolio assignments with private customers (ELSAN, RGDS, KORIAN etc…).
  • Explore (and deploy if relevant, with the support of the Account Manager) a JDS approach for tenders.
  • Utilize strategic selling and marketing skills to improve market share, sales and gross profit for portfolio assignment.
  • 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 promotion to enhance sales through distribution channel.
  • Analyze and monitor performance and effectiveness of our portfolio assignment. Recommend and/or implement changes as necessary at both Hospital and channel level.
  • Effectively communicate, collaborate and lead a team selling approach.
  • Effectively interface with pricing and contract functions groups to facilitate effective contracting strategies.
  • Establish pricing and product positioning strategies to meet customer needs, especially during launch phase.
  • Explore specific/dedicated to channels actions to develop incremental sales.
  • Facilitate customer support initiatives and lead conflict resolution, when needed.
  • Identify new ways to sell products and meet customer needs. Make recommendations to sales and marketing in the business units.
  • Leverage new portfolio assignment using synergies between PBU and SBU.
• Management
  • Develop and coach the team.
  • Keep a high level of engagement.
  • Set SMART objectives for the team aligned with the company objectives.
  • Monitor the team performance and development plans for the team.
• Communication
  • Establishes strong internal network with various Hollister departments to support position including 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.
  • Effectively lead and mentor others without direct reporting line.
• Product and Market knowledge
  • Builds and maintains awareness of on-going industry changes as they relate to Hollister functional areas of focus.
  • Utilize resources provided to enhance market knowledge and incorporate into strategies.
  • Complete all required training and demonstrate proficiency in each competency of focus.

• Master's Degree
• Number of Overall Years Necessary: 8-12 years in progressive sales and marketing positions.
• Experience in selling to distributor customers, hospitals home care companies and/or B2B preferred.
• Medical device industry experience with deep understanding of the hospital environment.
• Partnering with all functions (marketing, customer service, finance, …).
• Ability to persuasively communicate with customers in both writing and verbally.
• Demonstrated sales, negotiating and contract closure ability.

Hollister Incorporated is an independent, employee-owned company that develops, manufactures and markets healthcare products worldwide. The company spearheads the advancement of innovative products for ostomy care, continence care and critical care, and also creates educational support materials for patients and healthcare professionals. Headquartered in Libertyville, Illinois, Hollister has manufacturing and distribution centers on three continents and sells in nearly 80 countries. Hollister is a wholly owned subsidiary of The Firm of John Dickinson Schneider, Inc., and is guided both by its Mission to make life more rewarding and dignified for people who use our products and services and its Vision to grow and prosper as an independent, employee-owned company, and in the process, to become better human beings.

Job Req ID: 34818