About Convatec
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 please visit http://www.convatecgroup.com
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.
The Key Account Manager is responsible for leading and growing the responsible portfolio (Ostomy Care and Advanced Wound Care) in the identified account segments public/government hospitals in Northern Region. Your role manages a team of sales professionals and owns end-to-end delivery of assigned individual targets. The position focuses on therapy establishment, drive portfolio penetration, sustainable contract utilization, and sustainable growth through strong stakeholder engagement and disciplined execution.
Key Duties & Responsibilities
1. Business Ownership and Delivery
Support the Sales Head in developing a national sales strategy, in line with the market’s growth aspirations and business targets
Own business targets of the responsible portfolio in the responsible accounts/ territories
Translate national strategy into clear state/ account execution plans with defined KPIs
Drive disciplined performance management, forecasting and rapid corrective actions
Ensure consistent, compliant and high-quality sales execution
Build long-term, ethical relationships with administrators, purchasing teams and HCPs
Act as the escalation point for key accounts
2. Therapy Establishment and Portfolio Penetration
Establish portfolio therapy in the responsible hospital segments/ institutions
Build long-term therapy adoption beyond tender wins and product selling with clear milestones and KPIs, creating sustainable demand
Drive portfolio standardization and protocol inclusion in identified accounts and centres of excellence
Partner with ProfEd teams to build clinical presence capability for our solutions and bring credibility on our solutions with HCPs
3. Tender, Rate Contract and Institutional Management (for Public Accounts)
Own end-to-end government tender strategy and execution (Central & State)
Lead bidding strategy, technical submissions, and commercial alignment
Ensure timely renewals, extensions, and utilization of rate contracts
Maintain strict pricing discipline and compliance with procurement policies
4. Sales Organization Leadership
Lead and develop a small team of high performing sales professionals
Build capability in tender management, account planning, and execution rigor
Drive a culture of accountability, compliance, and results through setting clear performance expectations
Build strong succession pipeline through coaching, mentorship and capability development
5. Cross-Functional Collaboration
Work closely with Marketing and ProfEd to align therapy creation plans and establish clinical capability
Work closely with Marketing on positioning, launches, campaigns and demand generation
Provide accurate forecasts and collaborate with Supply Chain to ensure tender supplies are made on time; average inventories and related expires are kept to a minimum
Partner with Supply Chain, Finance, Regulatory and Commercial Ops teams for seamless execution
6. Governance, Compliance and Risk Management
Ensure full compliance with the applicable procurement laws and Convatec policies
Maintain audit readiness and documentation standards
Proactively identify and mitigate risks related to pricing, supply, and contracts
Skills & Experience:
Strong expertise in government institutional selling and tender management
Experience with OC and/or AWC portfolios
Deep understanding of central and state procurement ecosystems
Strong commercial and analytical skills, using data to help drive decisions
Strong people leadership and coaching capabilities
High execution discipline in complex environments
High ownership, ethical judgment and compliance orientation
Strong field orientation and hands-on leadership
Ability to operate in complex, regulated environments
Ability to influence across functions without authority and manage a small team of Sales professionals to drive business objective
Qualifications/Education:
Graduate degree required; MBA preferred
At least 5-8 years of experience in MedTech/ healthcare organizations, with a min. 2 years of sales leadership
Proven track record of winning and scaling responsible business
At Convatec, we’re pioneering trusted medical solutions to improve the lives we touch. If you’re ready to make a real impact, apply today and help us bring our Forever Caring promise to life.
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Equal opportunities
Convatec provides equal employment opportunities for all current employees and applicants for employment. This policy means that no one will be discriminated against because of race, religion, creed, color, national origin, nationality, citizenship, ancestry, sex, age, marital status, physical or mental disability, affectional or sexual orientation, gender identity, military or veteran status, genetic predisposing characteristics or any other basis prohibited by law.
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Convatec is not accepting unsolicited resumes from agencies and/or search firms for this job posting. Resumes submitted to any Convatec employee by a third party agency and/or search firm without a valid written and signed search agreement, will become the sole property of Convatec. No fee will be paid if a candidate is hired for this position as a result of an unsolicited agency or search firm referral. Thank you.
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