Key Account Manager - Community & Aged Care - NSW,ACT

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 around 10000 colleagues we provide our products and services in almost 100 countries united by a promise to be forever caring. Our solutions provide a range of benefits from infection prevention and protection of atrisk skin to improved patient outcomes and reduced care costs. Group revenues in 2023 were over $2 billion. The company is a constituent of the FTSE 100 Index (LSE:CTEC). To learn more about Convatec please visit

Position Overview

The primary purpose of the Key Account Manager (KAM) is delivering growth within the designated portfolio and territory through direct proactive engagement with distributors corporate groups community agencies and where appropriate HCPs and patients. This role delivers on our forever caring promise using the tools and material provided by the Marketing team to sell customised solutions meeting the commercial needs of distributor partners and the clinical needs of their customers.

The KAM must exhibit high commercial acumen supported by clinical understanding and product knowledge build valuable customer relationships and collaborate with internal stakeholders. This role will need to execute with excellence using the CRM available data and analytics to inform sales plans and will be measured on achievement of sustained growth against targets.

Key Responsibilities:

Drive commercial results

• Lead negotiate and partner with the commercial teams to drive execution of commercial agreements with regional distributor partners and corporate groups (e.g. Aged Care Primary Care) to drive business growth

• Develop localized tactics incorporating growth initiatives gotomarket strategies and new product launches to maximize the financial performance of commercial agreements

• Analyze and report on performance and profitability by key commercial accounts to assist with wider commercial decision making

• Identify areas of potential risk underperformance and improvement in commercial accounts. Work with internal stakeholders to evaluate and establish mitigation plans

• Provide insightful and timely reports on the market and competitor dynamics for commercial accounts

• Ensures all distributor special pricing and rebates (where relevant) remains uptodate

Achieve business results

• Develop implement and maintain account management plans to drive growth strategies for key accounts as directed both locally and nationally

• Maintain a level of clinical knowledge to foster customer awareness and recommend product types arrange and participate in product demonstrations and education

• Represent Convatec at distributor and customer events

• Complete and submit all reports (sales customer and expenses etc) within required timeframes

• Full and effective utilization of CRM and sales processes to achieve business outcomes

Model accountability and commitment to our customers and our colleagues

• Maintain knowledge of Convatec product range

• Stay abreast of our competitors products as well as the latest standards of care in the marketplace

• Share best practice successes with team members

Support sales and marketing strategies

• Maintain awareness of broader business imperatives and take into account when making decisions

• Proactively identify develop and share strategies to address specific customer gaps and opportunities for growth

• Work closely and incollaboration with other regional KAMS and the Commercial Functional team to align strategies and achieve collective success.

Cultivate strong business relationships

• Establish close relationships with external customers and utilise those relationships to strengthen our competitive position and performance

• Establish develop and maintain ongoing relationships with customers and key opinion leaders both clinical and nonclinical

• Collaborate with Customer Service and Customer Care to develop strong individual and corporate relationships

Key Requirements

• At least 35 years of sales or marketing experience in the medical device or health sciences sector

• Indepth knowledge of the Australian healthcare system and reimbursement models.

• Strong financial acumen to support sound business decisions

• Proven success managing complex sales cycles with multiple stakeholders

• Experience in developing and executing strategic account or territory plans.

• Skilled in selling to commercial customers and negotiating business agreements.

• Strong relationshipbuilding and presentation skills with a customerfocused mindset.

• Politically savvy with an understanding of internal dynamics and stakeholder influence.

• Highly driven goaloriented and able to work independently with initiative and persistence.

• Proficient in MS Office (especially Excel) and CRM systems with strong organizational and time management skills.

Beware of scams online or from individuals claiming to represent Convatec

A formal recruitment process is required for all our opportunities prior to any offer of employment. This will include an interview confirmed by an official Convatec email address.

If you receive a suspicious approach over social media text message email or phone call about recruitment at Convatec do not disclose any personal information or pay any fees whatsoever. If youre unsure please contact us at .

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 color 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.

Notice to Agency and Search Firm Representatives

Convatec is not accepting unsolicited resumes from agencies and/or search firms for this job posting. Resumes submitted to any Convatec employee by a third party agency and/or search firm without a valid written and signed search agreement will become the sole property of Convatec. No fee will be paid if a candidate is hired for this position as a result of an unsolicited agency or search firm referral. Thank you.

Already a Convatec employee

If you are an active employee at Convatec please do not apply here. Go to the Career Worklet on your Workday home page and View Convatec Internal Career Site Find Jobs. Thank you!