Key Account Manager - Hospital

Mission of the role
• To plan, develop and deliver a winning strategy (including tenders) to drive profitable growth and become the preferred partner to key hospitals
• Responsible for P&L and Sales strategy in Annual Operating Plan
• To deliver sales and profitability targets and drive a key account management strategy to ensure sustainable growth through preferred partnership status with key customers within a key hospitals

Key Accountabilities
Drive the business:
• Identify key business opportunities by proper targeting and segmentation
• Implement SALES strategies and achieve against set KPIs/targets to drive sales and market share growth of product/service portfolio within the key account
• Cooperate closely with sales force and deal with HCPs on both ICUs and standards to drive ECN usage
• Identify business development opportunities
• Review/analyse sales results/KPIs and market intelligence
• Propose and analyse customer investment plans and respective return on investment

Relationship Management
• Map and understand the customer’s decision making process
• Manage the total business relationship, handle the principal contacts through a series of 1:1 contacts, involve functional experts with the customer to drive outcomes
• Engage and build effective partnerships with all relevant local health economy stakeholders to ensure a full understanding of their needs/drivers/purchasing strategy in order to identify challenges and/or opportunities that will lead to enhanced value propositions
• Lead strategic negotiations with decision makers
• Effective risk analysis and management

Customer Analysis
• Understand the customer’s purchasing strategy and how we must respond in order to meet customer expectations
• Understand the customer’s business and operational needs, in order to apply the appropriate and existing solutions

Chemical industry, manufacture of pharmaceutical products

Pharmaceutical company