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Key Account Management - Medical Device H/F - CDI (92)


Le Plessis-Robinson, FR

Job Family:  Sales
Country/Region:  France

Key Account Management - Medical Device  is a key role supporting the European commercial organization of Interventional Urology (IU), which requires tender expertise, Key Account Management experience with public Hospitals/GPOs and proven leadership skills. This position reports directly to the IU European Commercial Excellence Director.



Performance management

  • Defines a European strategy for the "public",GPO/hospital segment :
    • anticipates future markets,
    • Develops a Tender retroplanning for key customer segments
    • manages the tendering process & Follow-up Tender stages into SalesForce
    • coordinates and monitors their deployment with the field teams, analyses the results, etc.
  • Analyse market data to establish European & National strategic public GPO account sales plans and translate them into commercial objectives both for GPO and individual hospitals.
  • Co-develops, sells and deploys value-added solutions internally, as well as with clients/prospects (ie Corporate Social Responsibility, Sustainable Development, Total Cost of Ownership)


Inform and support sales team to warrant implementation and execution of GPO contracts

  • Co-develop and participate in the training of sales team to improve the performance of the areas of responsibility
  • Ensure in collaboration with the Sales Management the traceability of the follow-up of the activities


Management of local/global/transversal relationships

  • Close collaboration with the Country managers, the National/European pricing team and Comex Europe to ensure the implementation of the pricing and Comex strategy.
  • Close collaboration with other functions: marketing, sales, market access, business support and Chronic Care KAM team



  • Define and build the value proposition. Responsible for the creation, development and implementation of the Interventional Urology strategic business plan
  • Work on changing the commercial approach to become a partner of key accounts
  • Develops and maintains a network of contacts with a target group of professionals (buyers, hospital directors, opinion leaders, etc.), using appropriate marketing/sales tools
  • Defines a national strategy for the GPO’s and related hospitals, anticipates future markets, manages the tendering process, coordinates and monitors their deployment with the field teams, analyses the results, etc.
  • Actively initiate top-level negotiations and key account relationships with a focus on Big 5 European Markets (France, Germany, UK, Italy, Spain)
  • Ability to innovate and to break out of the "classic schemes" in terms of offers, relationship management and development of new approaches


Profil :

  • Higher education or equivalent experience
  • Successful experience (min. 3 years) in the sales & Key Account Management (consumables and, ideally, equipment) and associated services in the hospital sector 
  • knowledge of public tender regulations
  • Excellent ability to develop innovative approaches and create impactful presentations
  • Excellent understanding of the functioning of public hospitals, referral centres, clinics and private groups (purchasing processes/procedures and related documents, GPO, buying groups, etc.)
  • Fluency in written and spoken English
  • Excellent command of IT tools (Excel, Powerpoint, etc.)
  • Ability to lead meetings and to "get people on board
  • Positive and constructive mindset
  • Mobility throughout Europe
  • Proven ability to manage complexity & thrives in uncertain/ambiguous circumstances
  • Ability to connect and effectively collaborate across a diverse group of business stakeholders in a highly matrixed environment



Pursuing an ambitious growth agenda, Coloplast develops and markets products and services that make life easier for people with intimate healthcare needs. Employing about 14.000 people and with products available in more than 143 countries, we are one of the world´s leading medical device companies. We are constantly growing our business and always looking for new ways to move forward – we explore, learn and look for new ways of doing things.


Coloplast is committed to being an inclusive organization, where people bring their differences to work each day, fulfil their potential and have a strong sense of belonging because – and not despite – of their differences. We therefore encourage all qualified candidates to apply regardless of gender, age, race, nationality, ethnicity, sexual orientation, religious belief or physical ability.


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