Key Account Manager

We are looking for our future Key Account Manager to join our team in Greece.

Let's talk about the team and you :

You will join our Commercial manager based in Athens, to drive sales growth and market share by developing and leading a coordinated plan to create value for the customer organisation and driving profitable growth across the Resmed product portfolio of Sleep Devices, Diagnostics, Patient Interface and Respiratory Care via accredited distributors and directly with hospital market (RC).

Your goal is to develop market in Sleep, Respiratory Care and Digital Solutions (DHT) as well as increase the brand awareness of Resmed products throughout Greece.

You are comfortable with a role where you need to consistently working to meet and striving to exceed business objectives, working in a complex matrixed international company then keep reading and apply

Let's talk about responsibilities :

• Responsible for the profitable growth of the Resmed portfolio in designated distributor accounts (incorporating Sleep Devices, Diagnostics, Patient interface and Respiratory Care), hospital & other public/private healthcare accounts as well as for overall adoption of digital solutions.

• Builds the 'Account Plan' which defines the resources and capabilities required to deliver both customer and Resmed objectives.

• Achieves quarterly sales targets set for the region in Sleep Disordered Breathing, Diagnostics, Patient Interface and Ventilation products.

• Identifies and assesses new business opportunities with new and existing partners; and implementing these as required. Conducts market research, market access and market development activities in Sleep, Respiratory Care and Digital Solutions. Works directly with payers/health insurance i.e. to drive adoption of Digital Solutions into reimbursement scheme.

• Monitors competitor products and commercial activities in order to inform account plans and build competitive intelligence.

• Providing detailed analysis on trends, opportunities and threats within the market.

• Contributes to the development and implementation of marketing strategies throughout the region as agreed with the Commercial Manager. 

• Ensures correct and timely launches of new products, in cooperation with CMG marketing team

• Reports on a monthly and quarterly basis on sales, market share, competitor activity and products.

• Organises and implements training and educational programmes for Customers with the aim of driving patient referrals for Resmed products and increasing Resmed's market presence.

• Develops strong relationships with Doctors and Key Opinion Leaders building autonomous relationships with them grounded in transparency and partnership. Similarly, with decision makers and different stakeholders, i.e. Health Insurance Fund regarding reimbursement in Sleep, RC and Digital Solutions area as well as with different authorities regarding registration processes and new services implementation.

• Proactively promotes the Resmed brand to drive referrals in relation to Sleep Disordered Breathing and Ventilation.

• Constantly works to develop clinical and technical knowledge to enhance effectiveness within role and credibility; proving that ResMed is a leader in the field in both product and service.

• Operating in a highly competitive environment.

• Working remotely within a dynamic commercial environment covering a diverse geographical area.

• Anticipate changing organizational needs and work to competitive market pressures.

• A very wide-ranging need for expertise, from customer service tasks to demanding technical expertise topics and everything in between not forgetting the entrepreneurial attitude to work

• Unpredictability of time management, i.e. tender could come out and at the same time there are high need for other activities as well.

• Minimum 30% travelling required

Let's talk about qualifications and experience :

Minimum

• +2 years of experience and sustained sales success within a healthcare environment

• Strong business background with proven record of accomplishment and delivery of results

• Ideally a life-sciences graduate with a formal commercial qualification or a further business qualification (i.e. MBA)

• Prior knowledge of, or exposure to, products from the sleep/respiratory area would be highly desirable

• Proven track-record of anticipating and exploiting new market opportunities

• Experience working in cross-functional teams (either as a participant or leader)

• Keen sense and appreciation of cultural differences

Preferred

• A proven sales track record with experience in the field

• Background in Sleep Disordered Breathing and ventilation medicine

Let's talk about you :

• Fluent in Greek and English with excellent communication skills both written and oral.

• Excellent financial, commercial and organizational skills.

• Excellent sales and negotiation skills

• Highly adaptable to meet the changing needs of the business environment.

• Ability to use initiative to plan and prioritise workload.

• Strong attention to details.

• Acts professionally and develops productive business relationships with relevant stakeholders.

• Enthusiasm to learn and to be part of a high performing team.

• Determined, results focused, self-motivated.

• Excellent computer skills, Microsoft Office (Word, Excel, PowerPoint, Outlook) as a minimum.

• Market access

• Operations management

• Market research

• New business development

• Product marketing

• Working knowledge of SPIN preferable

Additional information :

• Minimum 30% travelling required

• At Resmed, all employees benefit from a bonus plan, the percentage of which depends on your position within the organisation.

• You also have access to a referral bonus and to ResMed's preferred shareholding programme.

• Car (allowance or car)

OK, so what's next?

Joining us is more than saying "yes" to making the world a healthier place. It's discovering a career that's challenging, supportive and inspiring. Where a culture driven by excellence helps you not only meet your goals, but also create new ones. We focus on creating a diverse and inclusive culture, encouraging individual expression in the workplace and thrive on the innovative ideas this generates. If this sounds like the workplace for you, apply now

Joining us is more than saying "yes" to making the world a healthier place. It's discovering a career that's challenging, supportive and inspiring. Where a culture driven by excellence helps you not only meet your goals, but also create new ones. We focus on creating a diverse and inclusive culture, encouraging individual expression in the workplace and thrive on the innovative ideas this generates. If this sounds like the workplace for you, apply now We commit to respond to every applicant.