Key Account Manager

Join a team We are a global diversified pharmaceutical company enriching lives through our relentless drive to deliver better health outcomes. We develop, manufacture and market a range of products, primarily in gastroenterology, hepatology, neurology, dermatology, medical aesthetic devices, international pharmaceuticals. Our 7,000 employees share a common goal and values, propelling us to provide essential care to millions of people globally. We seek dedicated individuals who share our sense of urgency, unity, and excellence.

We are looking for a trustworthy and respectful individual who consistently does the right thing. Someone who is imaginative and proactive, with a keen eye for what is possible. A perceptive and adaptive person who is action oriented. We need a disciplined, focused, and accountable team member. If you embody these values, come join our company and help us shape the future.

We are all in it together to make a difference. Be a part of a culture that doesn't just wait for change but actively creates itwhere your skills and values drive our collective progress and impact.

**Strategy Development and Execution**
- Responsible for the development and management of business strategies to achieve profitable relationships with Government & Private Hospital buying groups and to maximize outcomes in the management of agreements
- Leads the negotiations with renewal and new business agreements & tenders with key government & buying group customers with support of Business Unit Directors
- Work cooperatively with all S&N divisions to develop pricing and programs with our key private hospital buying groups
- Identify and track customer trends and engage with the business units to assist them in the implementation of strategies to grow our business
- Participates in customer visits as the corporate, division, and market expert, work with the Sales Managers to develop a co-ordination communication plan on our customers business with S&N
- Works strongly across the ANZ business with Territory Managers, Sales Managers, Channel Managers, Marketing, and other stakeholders to harness strength of our organisation with our customers
- Leads customer visits as the government sector, division, and market expert, work with other S&N Managers to develop a co-ordination communication plan on our customers’ business
- Provides internal visibility to pricing, contract terms and opportunities at specific customer sites / groups and helps business manage accordingly

**Contracts & Account Management**
- Establish & maintain the private & government hospital agreements, adhering to the overarching contract management lifecycle process
- Plans, coordinates, facilitates, and manages the process and execution of agreements, including the appropriate delegation of authority signatories.
- Develop monthly & quarterly performance review cycles and communicate to internal and external customers as required
- Work with finance to develop appropriate external reports which track rebate performance by customer and develop appropriate communications on a monthly, quarterly & annual basis to ensure full visibility internally and externally on progress
- Meet with Sales & Marketing Leaders on a regular basis to report on the progress of all initiatives in relevant franchise segment

**Sales Force Analytics**
- Support the Sales Strategy development of each Franchise and delivery of reports and services to enhance the preparation, professionalism, and impact of S&N sales employees, maximizing their effectiveness and the achievement of sales targets.
- Detailed regular analysis and reporting of sales performance ensuring full visibility internally on progress including the implementation and uptake on tools such as Sale Force
- Manage the CRM system / support / development / design / upgrade to ensure the S&M teams have full system capability
- Ensure technical support is available and optimised via inhouse expertise

**Leadership**
- Lead the commercial excellence strategy and activities to contribute to the strategic direction and formulation of corporate-wide policies, procedures, systems, and initiatives.
- Manage the preparation of commercial excellence budgets, KPI’s and reports.
- Liaise and advise all key stakeholders of commercial excellence activities and requirements.
- Build and maintain a strong functional team aligned to values through effective recruiting, training, coaching, team building, and succession planning.

**Requirements**:
**Experience**:

- **National Corporate Sales Expertise** : Strong background in commercial finance or sales, with a proven ability to drive business growth and manage financial performance. Demonstrated success in the development, pitch and close of corporate deals.
- **MedTech and/or Capital Equipment Experience** : 5-8+ years of experience in managing corporate accounts within the medical technology, devices, or capital equipment sectors, with a deep understanding of the industry's