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Key Account Manager - National Accounts


Toronto, ON, CA

Job Family:  Sales
Country/Region:  Canada

The key responsibility for this role is to develop, embed and lead execution of contract strategy and standardized processes for all Coloplast contracts. This role manages and oversees a portfolio of national accounts (excluding Channel) to deliver profitable sales growth across Coloplast’s portfolio of Ostomy Care, Continence Care, Skin Care, and Wound Care product lines including but not limited to: National Group Purchasing Organizations, corporate National Long -Term Care & Retirement Chains and National Health System programs (i.e. NIHB).  The National Accounts Manager (NAM) is the point person both externally for national account negotiations & internally for national account execution.  This is a field-based position.


Major Areas of Accountability

  • Design and lead implementation of Coloplast standardized processes related to contract lifecycle management: shaping, bidding, and executing. 
  • Develop national account business plans, which includes effective analysis of sales data, environmental scan, identification of opportunities and risks, and development and tracking execution against account plans in alignment with the Annual Business Plan (ABP) and assigned sales quota
  • Identifying the customers explicit needs and delivering solutions to position Coloplast as the market leader, drive results and increase Coloplast market share
  • Maximize face to face customer interactions through selling Coloplast products and programs to key customers highlighting the economic impact and value of offerings
  • Conduct regular business review meetings with targeted accounts to review KPI measurements, set priorities and identify additional growth opportunities
  • Translates business strategies into clear objectives and tactics
  • Embrace collaboration amongst the sales team to achieve ambitious performance objectives, sharing best practices and business challenges openly
  • Ensures national initiatives are communicated in an effective and consistent manner
  • Works closely with the Pricing & Contracts team to develop strategic contract proposals
  • Conforms with Coloplast Code of Conduct and all local Compliance Standards


Basic Qualifications

  • BA or BS degree
  • 8+ years successful healthcare experience
  • 5+ years of medical device national accounts experience (or equivalent) with proven success
  • Experience in negotiating GPO contracts and delivering profitable sales revenue
  • Willingness and ability to travel, including overnight approximately 10-15% (needs to be in the corporate office at least monthly)
  • Experience in leading the analysis of data related to account financial performance and building unique customer proposals
  • Proficient computer skills including MS Office Suite (Word, Excel and PowerPoint) and CRM databases


Preferred Qualifications

  • Masters degree in Business Management or equivalent
  • Track record of successfully building long term relationships with complex health systems, procurement teams and supply chain organizations


Knowledge, Skills, and Abilities

  • Reporting, strategic planning and project management skills at account, regional and national level
  • Strong business acumen and analytical skills
  • Demonstrates independence, social intelligence, assertiveness, and entrepreneurial spirit
  • Ability to build and nurture business relationships with internal & external customers at executive levels
  • Influence others and lead internal teams without authority
  • Demonstrates a continuous desire to understand, learn and implement industry best practices and trends, and understand competitors and how they position themselves in the market
  • Pro-active; high-performance and results orientation
  • Ability to nurture strong, positive, and effective relationships with internal and external customers by consultative methods
  • Excellent oral & written communication skills with the ability to listen, articulate, facilitate & advocate
  • Demonstrates both creative and critical thinking skills, shows strong sense of prioritization and manages time effectively
  • High learning agility and ability to adapt and transform within a dynamic, fast-paced working environment
  • Passionate and a team player
  • Open-minded with a global mindset
  • Embraces cultural differences within a global organization
  • Personifies Coloplast Mission, Values and Vision as well as Coloplast Leadership Principals



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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