National Key Account Manager UKI - Healthcare Sales

Derby, England, United Kingdom

12/23/2024

With a passion for life

Join our diverse teams of passionate people and a career that allows you to develop both personally and professionally. At Getinge we exist to make life-saving technology accessible for more people. To make a true difference for our customers – and to save more lives, we need team players, forward thinkers, and game changers.

Are you looking for an inspiring career? You just found it.

Job Purpose

We are seeking a skilled and experienced Key Account Manager to manage the relationships with our most important clients. You will be responsible for understanding their requirements and delivering strategic Getinge solutions to these key accounts. The goal is to contribute to the growth of Getinge’s Healthcare business by aligning our solutions with the needs of our key customers.

Key Functions

• Global Sales Function
  
  

Responsibilities

You will work within a global sales framework, contributing to the overall business strategy and customer relationship development. Key Duties and Responsibilities:

• Oversee and manage the top 20 key accounts and corporate accounts within the Healthcare division at a cross-divisional level.
• Drive sales, pricing, and profitability growth for these key accounts and private groups.
• Develop and implement an annual key account plan, identifying opportunities for cross-divisional growth and partnership.
• Build and maintain a network of key stakeholders within top 20 accounts, including senior procurement and C-suite executives.
• Foster a key account mindset across the organization, working closely with sales management to identify growth opportunities.
• Collaborate with customer service teams to enhance the customer experience, including demo, logistics, and query management for top accounts.
• Leverage the strength of the healthcare portfolio to increase customer value.
• Monitor and optimize pricing strategies within key accounts, working with sales managers to improve product mix and pricing contribution.
• Actively participate in the Healthcare Management and Commercial Strategy Teams, championing the Healthcare strategy to achieve full portfolio objectives.
• Manage corporate accounts in CPQ (Configure, Price, Quote) systems.
• Collaborate with sales management and commercial operations to develop and execute launch plans for new products in key accounts.
• Identify opportunities for flexible commercial solutions within designated accounts.
• Drive Getinge’s strategic solutions (e.g., Flexible Commercial Solutions, Hospital Transformation Partnerships, and DHS) in key accounts.
• Evaluate and report on the profitability of top accounts, striving for year-over-year growth.
• Collaborate with service teams to identify opportunities for contract retention and growth.
• Segment accounts to identify strategic growth and partnership opportunities for top accounts.
• Stay informed about market dynamics, competition, NHS landscape, and policy changes, incorporating these insights into annual business plans for top accounts.
• Work with senior leadership (Business Unit Heads, Commercial Strategy Director, and Sales Director) to develop annual business plans for Healthcare.
  
  

Prerequisites:

• Experience:
• Previous experience in key account management within the Healthcare Medtech sector.
• Previous sales experience with senior-level engagement within the NHS.
• Qualifications:
• Marketing qualification (CIM, degree, or similar).
• Completion of Negotiation Skills Training (ideally GAP).
• Competencies:
• Experience working in a management team or structure, with the ability to influence senior management.
• Proven track record in adopting and implementing key account methodology within a sales process.
• Comfortable working in ambiguous situations and providing structure and direction proactively.
• Highly organized, structured, and efficient.
• Ability to navigate complex organizational structures and build relationships to influence requirements for UKI.
• Strong commercial acumen and proficiency in Excel, with the ability to independently develop business case proposals and quotes.
• Creative problem-solving skills with a lateral thinking approach to challenges.

Other Requirements:

• Eligibility to work in the UK.
• Valid UK driver’s license required.
• Ability to travel within the UK and abroad, including overnight stays.
• Willingness to attend necessary training courses as directed by Getinge Ltd.
  
  

Supervision and Management:

• Work collaboratively to provide guidance and support to colleagues across the organization in a matrix structure.
• Assist in the development, training, and induction of fellow Getinge employees.
  
  

About Us 

With a firm belief that every person and community should have access to the best possible care, Getinge provides hospitals and life science institutions with products and solutions aiming to improve clinical results and optimize workflows. The offering includes products and solutions for intensive care, cardiovascular procedures, operating rooms, sterile reprocessing and life science. Getinge employs over 12,000 people worldwide and the products are sold in more than 135 countries.  

Reasonable accommodations are available upon request for candidates taking part in all aspects of the selection process.