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National Accounts Manager - Ontario

Ontario, CA

Ref. number:  2672

At Molnlycke, we care about making people better - those who work for us, those who work with us, and we prove it every day!  In our daily work, we create unique medical solutions to improve quality of life. We enjoy what we do because it makes a real difference in people’s lives. Although we’re a global company, we’re still small enough for you to make your mark. Our leaders are accessible and trust us to make the right decisions. As a Mölnlycke employee, you’ll thrive when you take on the responsibility.

 

 

Molnlycke is searching for a National Accounts Manager (NAM) in Ontario Canada! This role will focus on building brand and strategic initiatives to enable patient access of Molnlycke Health Care (MHC) products through the continuum of care in alignment with marketing, sales leadership and operations. Primary focus in GPO’s, Shared Health Organizations, LTC and select partners. The NAM will be accountable for contract management, overseeing pricing strategies that enable customers access to products within provincial or national agreements.

Additionally the National Account Manager:

• Develops relationships and aligns strategic priorities with:

  • GPO’s
  • National Accounts
  • Sales team
  • Marketing  

• Coordinates and aligns with Regional Sales Managers to demonstrate value within patient pathways, reimbursement and contracting models

• Responsible for achieving budget and profit targets within their assigned customer group

• Enable pricing strategies that meet and exceed financial targets

• Consults MHC Leadership to recommend sales alignment and service coverage for customers committed to MHC contracts

• Manage the total MHC wound care assortment in order to develop long term business

• Ensure, through "Global Sales Process" correct implementation, an adequate number of sales projects, maximizing initiatives that will be positively and timely closed and achieving the assign target

KEY ACCOUNTABILITIES

• Achieving sales targets, managing key customers groups and contract compliance

• Identifies opportunities in collaboration with the sales team to grow and leverage contracts

• Propose and implement sales territory plan/Account Plans that reflects account segmentation, business opportunities and individual customer needs in alignment with marketing and sales leadership

• Leads the pricing strategy for Canada

• Leads the national GPO strategy, RFQ, RFP and tendering process for submission

• Leads the post implementation plan for all national contracts

• Master product portfolio, value proposition and product technical features in order to be able to "sell" them effectively to customer groups. Shifting to value selling through solution and consultation

• Identify key decision makers & sponsors in the sales process and implement appropriate customer-focused actions. Educate key stakeholders within accounts of the Molnlycke Health Care value proposition

  • Strengthens existing relations
  • Targets and builds new relations
  • Coordinates Area Managers in collaboration with Regional Sales Managers to drive best value and outcomes

• Track and manage RFQs as needed involving the relevant stakeholders (Regional Sales Manager, Marketing Manager, Business support, Finance, General Manager)

• Demonstrate effective use of all sales tools and materials provided by MHC to identify and develop real prospects (eg CRM, Sales, Sales opportunities Tollgates in GPS, Promotional Materials) to ensure sales targets are achieved. Use and update CRMs daily, ensuring proper project tracking and constant system alignment to the actual work progress status

• Monitor and report market activities and products news in order to keep the organization updated on the supplier environment; Accountable for market insights and business intelligence

• Responsible for personal development plans and ongoing product knowledge requirements

QUALIFICATIONS & REQUIREMENTS

• Previous sales experience; Relevant healthcare experience within healthcare/ medical device environment

• Demonstrated ability to work in a complex selling environment that involves multiple stakeholders

• Proven track record in account management and territory sales is desirable, selling to procurement level customers is essential

• Strong understanding of the Canadian Health Care environment; Recent local market and customer knowledge is an advantage

• Experience working with executives (C-Suite, VP and other)

• Post-secondary degree required; preferably in life sciences, business management or equivalent proven experience in Healthcare environment

• Highly self-motivated, driven for results, Team player

• Comprehensive presentation and training skills

• English (Bilingual/French would be a benefit)

 

About Mölnlycke  

Mölnlycke is a world-leading medical solutions company. We design and supply medical solutions to enhance performance at every point of care – from the hospital to the home.   

We specialize in:   

  • Wound management: including dressings with Safetac® such as Mepitel® and Mepilex®  
  • Preventing pressure ulcers: with Mepilex® Border used prophylactically and devices to help turn and re-position patients  
  • Surgical solutions: including Mölnlycke trays, HiBi® antiseptics and Biogel® surgical gloves  

Mölnlycke was founded in 1849. Nowadays our solutions are available in around 100 countries; we’re the number one global provider of advanced wound care and single-use surgical products; and we’re Europe’s largest provider of customized trays. Our headquarters are in Gothenburg, Sweden and we have about 7,800 employees around the world.