KEY ACCOUNT MANAGER

THE POSITION:
Our client, the world leader in the medical industry, has an immediate need for a Key Account Manager with experience in the medical or dental arena for their Northern California, Oregon and Washington state territory. The Key Account Manager will be the primary liaison to the company’s top accounts

 

TERRITORY:

The territory includes Northern California, Oregon and Washington State. 50% to 55% overnight travel required. The desired city to live in is Portland, OR.

 

THE COMPANY
For over a century, our client has been committed to providing the medical community with innovative, high quality, cost effective  products. The company has grown to become the largest professional medical products company in their field in the world, operating out of facilities in 22 nations on six continents. The company distributes its products in over 100 countries under some of the most well established brand names in their industry.

 

THE OPPORTUNITY:
The Key Account Manager will be the primary liaison to the company’s top accounts. His/her focus will be on business development, sales organization for market penetration, product differentiation definition and the implementation of profitable programs. This position will focus solely on key group accounts.

 

REQUIREMENTS:
Individual will be responsible for the growth of Alliance group practice and University accounts as defined in specific geographic areas and will need to achieve growth targets by organizing and executing account call strategies. The KAM collaborates with merchandising and/or marketing to develop programs to drive sales. Also utilizes sales volume and margin pricing tools to maximize sales and profit potential in targeted products and accounts. You will be responsible for calling on accounts in person frequently to forge solid business relationships with key account decision makers. You will also be responsible for contract negotiation and agreement process with customers to secure future business. Must ensure that each account formulary is visible to the field and that there are organized programs to execute against formulary product development. You will work with each division to identify service requirements and programs required to grow with these key accounts and ensure these are being met by working with the merchandising, marketing and internal sales support groups. You will participate in weekly communication and strategic planning with key distributor partners to ensure identification of key customer development opportunities. You will provide leadership, support, and communication to field sales and regional manager to discuss progress of work, resolve problems, and ensure that standards for quality and quantity of work are met for the key accounts. Present at management quarterly business review of the account performance, program development and execution, and sales forecast. You must have a high level of professional and large account/multi-location management experience of at least 3 years. You must also have experience with forecasting and presenting business programs and strategy to upper management. A four-year degree is required, you must be currently employed and have had no more than 2 positions in the last five years. You must also have a successful, documented track record.

KNOWLEDGE & SKILLS REQUIRED:
_ Ability to apply the process of account development to accounts.
_ Knowledge of principles and methods involved in showing, promoting and selling products or services. This includes marketing strategies and tactics, product demonstration and sales techniques, and sales control systems.
_ Skilled in strategic planning
_ Knows the organization
_ markets and products, key business processes, distribution channels, key suppliers and industry competition.
_ Ability to analyze and evaluate.
_ Strong interpersonal and communication skills.
_ Knowledge of the principles and methods involved in the purchase/procurement
of goods and services.
_ Knowledge of instructional methods and training techniques including learning
theory, group and individual teaching techniques, design of individual development plans, and test design principles.
_ Knowledge of distributor based business platform.
_ Experience in leveraging inter-company functional division support for unique
initiatives. 


Education and Experience:
_ Bachelor’s degree required.
_ Minimum of three years demonstrated sales success selling to executive level
clients in a large account business structure.
_ Strong competency in selling skills, negotiations, and presentations.


Travel and Required Geographic coverage:
_ Travel expectation is 50%.to 55%
_ Geography coverage overlays with Area sales region.
_ Must reside near major airport within the Area sales region.
 

PACKAGE:

Our client pays a base salary in the $$66,000 - $74,000 range, commissions, company car, excellent benefits and an outstanding training program.

 

HOW TO APPLY:
Please respond to this opportunity only if your background matches the above requirements. Please forward your resume as an attachment in WORD to: Eileen Grobard – e.grobard@grobardassociates.com