Key Account Manager

Pioneering trusted medical solutions to improve the lives we touch: Convatec is a global medical products and technologies company, focused on solutions for the management of chronic conditions, with leading positions in advanced wound care, ostomy care, continence care, and infusion care. With more than 10,000 colleagues, we provide our products and services in around 90 countries, united by a promise to be forever caring. Our solutions provide a range of benefits, from infection prevention and protection of at-risk skin, to improved patient outcomes and reduced care costs. Convatec's revenues in 2024 were over $2 billion. The company is a constituent of the FTSE 100 Index (LSE:CTEC). To learn more about Convatec, please visit

Our search for better is changing the lives of our patients. It's changing the careers of our people too – creating new challenges and opportunities all the time. We're looking for a passionate and driven individual to join our team as a Key Account Manager - Community & Aged Care, to have real impactand bring Forever Caring to life.

The primary purpose of the Key Account Manager (KAM) is delivering growth within the designated portfolio and territory, through direct proactive engagement with distributors, corporate groups, community agencies and, where appropriate, HCP's and patients. This role delivers on our forever caring promise using the tools and material provided by the Marketing team to sell customised solutions, meeting the commercial needs of distributor partners and the clinical needs of their customers.

The KAM must exhibit high commercial acumen supported by clinical understanding and product knowledge, build valuable customer relationships and collaborate with internal stakeholders. This role will need to execute with excellence, using the CRM, available data and analytics to inform sales plans and will be measured on achievement of sustained growth against targets.

The primary purpose of the Key Account Manager (KAM) is delivering growth within the designated portfolio and territory, through direct proactive engagement with distributors, corporate groups, community agencies and, where appropriate, HCP's and patients. This role delivers on our forever caring promise using the tools and material provided by the Marketing team to sell customised solutions, meeting the commercial needs of distributor partners and the clinical needs of their customers.

The KAM must exhibit high commercial acumen supported by clinical understanding and product knowledge, build valuable customer relationships and collaborate with internal stakeholders. This role will need to execute with excellence, using the CRM, available data and analytics to inform sales plans and will be measured on achievement of sustained growth against targets.

Your key responsibilities will include:

• Lead and negotiate commercial agreements with regional distributors and corporate groups (e.g. Aged Care, Primary Care) to drive growth.
• Develop localized strategies including go-to-market plans and product launches to optimize financial performance.
• Analyze performance and profitability of key commercial accounts to support decision-making.
• Identify risks and underperformance in accounts; collaborate internally to create mitigation plans.
• Provide timely market and competitor insights for commercial accounts.
• Ensure distributor pricing and rebates are current and accurately maintained.
• Create and execute account management plans aligned with local and national growth strategies.
• Maintain clinical knowledge to support customer engagement and product recommendations.
• Represent the company at distributor and customer events.
• Submit required reports (sales, customer, expenses) within designated timeframes.
• Use CRM tools and sales processes effectively to achieve business goals.
• Stay informed on product range, competitor offerings, and market standards of care.
• Share successful practices and strategies with team members.
• Collaborate with regional KAMs and Commercial teams to align and execute sales and marketing strategies.
• Build and maintain strong relationships with customers, key opinion leaders, and internal teams.

To be successful you will:

• Very strong financial acumen to support good business decision making.
• Demonstrated success with a complex sales cycle and multiple call points.
• Ability to develop and implement account / territory plans and strategies to achieve sales objectives.
• Minimum 3 years' experience in sales and/or marketing in medical device or broader healthscience industry.
• A deep understanding of the Australian healthcare system and ideally, the various funding/reimbursement models.
• Experience selling to commercial customers essential and experience developing and negotiating business agreements highly regarded.
• Ability to build immediate rapport, proactively develops relationships with a wide variety of people and demonstrated ability to confidently present business proposals
• Gains insight into customer needs and builds and delivers solutions that meet customer expectations.
• Has a clear understanding of other groups' business priorities, deals comfortably with organisational politics and knows who has power, respect, and influence.
• Positions views and arguments appropriately to win support and responds effectively to the reactions and positions of others.
• Sets aggressive goals and has high standards. Pursues everything with energy, drive, and the need to execute.
• Works cooperatively with others across the organization to achieve shared objectives, while gaining trust and support of others.
• Ability to work independently, with self-drive, initiative and tenacity
• Excellent organizational and time management skills with the ability to prioritize and multitask effectively
• Intermediate to advanced MS office skills, particularly Excel and has desire and aptitude to learn, navigate and effectively use new systems. Skilled at using CRM software.