Corporate Account Manager - Mid West

Convatec Detroit , MI 48222

Posted 2 months ago

The Corporate Account Manager (CAM) for DMEs/Suppliers is responsible for delivering and managing the relationships, contracts, product education, service platform and clinical programs at all assigned accounts

Duties and Responsibilities:

  • Assigned to a regional defined geography with defined scope of DME/Supplier targets.

  • Demonstrate an expert level of knowledge of the entire Ostomy and Wound Therapeutics product line (along with a working knowledge of other business unit product lines) including competitive products.

  • Demonstrate an expert level of knowledge of the DME/Supplier business model including reimbursement, referral base (i.e., acute, home health and long term care), distributor relationship and retailer landscape.

  • Identify, profile, and engage high potential DME's that possess the willingness and ability to mutually drive business.

  • Understand the product selection process and requirements.

  • Seek new customers, either identified target accounts or new business by prospecting, including but not limited to; DME Suppliers, clinicians, distribution partners and health care providers (ex. hospital, home health)

  • Support and grow existing account base through selling and promotional activities as well as consistency in service, responsiveness and follow-up.

  • Establish contacts and relationships at all levels of DME/Supplier accounts that influence current and future buying as well as product selection decisions.

  • Develop business plan inclusive of account prioritization/funnel management, pre-call planning and, sales cycle planning.

  • Develop customer communications such as presentations, bids, quotes, and pricing agreements.

  • Develop and deliver required reports in a timely manner.

  • Drive utilization of all ConvaTec products through clinical, product and service platform education either independently or in coordination with TMs and/or Clinical Resource Specialists (CRS') or Marketing/Service team associates.

  • Provide input and leadership to field sales and marketing on a regular basis

  • Deliver effective communications with key customers -both internal and external

Principal Contacts

Internal -coordinate, collaborate and support sales team, channel, marketing, service team, clinical affairs, DME/Suppliers represent primary customer base with distributors as secondary. Direct link with referral base (hospital, home health) via TMs.

Travel Requirements:
Yes

Travel is required for this position and equates to approximately 75%-80% of the individual's time. Persons applying for this position should reside within the geography of the region that the position is supporting.

Language Skills Required: Excellent written and verbal communication skills are required.

Education/Qualifications:

  • Bachelor's degree (B.S./B. A.) from four-year college or university.

  • Preferred candidate should have experience calling on and selling in the DME segment, but not required.

  • Candidate must have experience negotiating and executing on contracts and engaging high level executives.

  • Understand DME's including sales models, reimbursement and Payor schemes, financial and overall operating environment.

  • Knowledge and understanding of the Ostomy and Wound Therapeutics marketplace, as it relates to DME's/Billers, preferred.

  • Demonstrated organization and time management skills

Experience:

  • Minimum 5 years of sales experience preferably in the DME market, along with cross-functional experiences in working with teams and/or leading and supporting product categories like Ostomy Care and Wound Therapeutics supplies.

  • Management experience, preferred.

Competencies:

  • CRM

  • Strong presentation capabilities

  • Strong communication skills

  • Enthusiasm and an ability to learn and retain information

  • Ability to multi-task in a fast-paced environment

  • Exceptional organizational skills

  • Strong work ethic with track record of perseverance of success

  • A positive attitude and an ability to represent ConvaTec with professionalism

  • Exhibits ConvaTec' s Values & Behaviors

  • An outstanding track record of leading others, influencing decisions and making a positive impact.

  • Energy, initiative, and results orientation are required.

  • A high level of business acumen and the quantitative/analytical capacity to understand complex sales processes.

  • Strong communication and interpersonal skills are essential.

  • Collaborative work style, one that solicits ideas and shares information to develop creative solutions and winning strategies across the sales organization.

  • Resourcefulness and creativity, with excellent time management and organizational skills.

  • Intermediate to Advanced proficiency in Microsoft Office, including standard business software and the Internet.

Working Conditions:

Field Territory and office based call points

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.

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!


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Corporate Account Manager - Mid West

Convatec