Key Account Manager SNS BeLux

To manage the Sales and local Trade-Marketing activities necessary to provide full service to “A” customers and prospect customers, to contribute to the achievement relevant to the Team objectives.

• To achieve the Sales revenue, Gross Profit and Product category targets set for the area of responsibility.
• To develop new business with Public and Private Hospital groups with distributor partners.
• To be the primary sales contact for the assigned hospitals in the region and regularly provide in-service visits.
• To set objectives for the specific distributors and hospital purchasing groups and to assess their performance and evaluate it on a regular basis by coordination and leading quarterly business reviews to ensure ongoing alignment and performance to the plan.
• Drive the development and implementation of the specific business strategies and tactical plans by distributor and hospital purchasing groups to achieve the targets set.
• Identify and accelerate new business development via expansion with hospital purchasing groups, distributors, and high margin product categories by developing attractive value propositions to address new market opportunities.
• Develop and work with structured distributor/hospital purchasing group management plans and hospital targeting & segmentation plans, focused on the best profitable opportunities.
• Negotiate pricing with distributors/hospital purchasing groups/assigned hospitals and ensure contracts are in place & renewed on a timely basis.
• Lead the overall coordination of tenders with hospital purchasing groups to secure that our offers present the best value. Provide insight on competitive offers.
• Present and lobby for the Avanos solution with all relevant key decision makers within the assigned hospitals/hospital purchasing groups.
• Set up solid implementation plans for evaluations and coordinate with the Avanos internal departments to ensure successful completion of evaluations and conversions.
• Train distributors and new hospital customers on the adequate usage of the Avanos products to accelerate new business implementations.
• Co-travel with distributor partners and provide support to accelerate successful conversion of business opportunities.
• Drive education with customers to differentiate Avanos products, solutions, and services from competition.
• Work with the Avanos business and performance management systems to measure progress towards objectives and drive performance.
• Observe and communicate competitor activity to the organisation.
• Quality: Supports the organization to ensure an adequate and effective quality management system, supports the quality policy and sustains a quality culture.