Summary:
The Sr. Key Account Manager is a passionate, results-driven, strategic, and dynamic sales professional with high business acumen and strong relationships in the healthcare industry. This role manages key health system accounts, including GPOs, Aggregation Groups, and top Integrated Delivery Networks (IDNs). It supports alliances and partnerships that are strategic to Chemence Medical’s growth.This position has a proven ability to drive sales from the top down, execute push-and-pull strategies, and accelerate the adoption of innovative products through clinical pathways.
The Sr. Key Account Manager works closely with Inside Sales, Field Sales, Clinical Educators, Marketing, and Distribution Partners to foster collaboration. The role also involves managing contracts, onboarding processes, and leveraging sales and marketing functions to achieve double-digit year-over-year growth. The position reports to the Director of Strategic Accounts.
Key Duties and Responsibilities:
Reasonable accommodation may be made to enable individuals with disabilities to perform essential functions.
- Manage relationships with GPOs, Aggregation Groups, and IDN accounts, including monitoring bid calendars, responding to RFPs/RFQs, negotiating contracts, managing fees, rebates, and joint growth programs, and securing new health systems.
- Handle new vendor onboarding processes, including communication (e.g., email blasts), contract numbers, product overviews, pricing, and member rosters.
- Generate spending data and target lists.
- Collaborate with GPO, Aggregation Group, and IDN advocates.
- Negotiate with national distributors regarding margins, products, and inventory.
- Load contracts into national distributor systems and provide product updates.
- Manage SPIF and other incentive programs to promote Chemence products.
- Introduce new products and manage change notices to GPOs, Aggregation Groups, and IDNs.
- Support the development of national, regional, and specialty distributor networks and align them with GPOs, Aggregation Groups, and IDNs.
- Monitor sales through sales tracing reports and implement actions for growth.
- Identify and share key healthcare facility contacts with the sales force.
- Report monthly KPIs, including the number of contracts with Top 25/100 IDNs and sales growth to healthcare systems.
- Build new customer opportunities while leveraging existing relationships to secure business.
- Align internal and external sales teams to meet sales targets under contract.
- Assist with marketing activities to support healthcare sales.
- Present quarterly business reviews to assigned IDNs.
- Attend GPO, Aggregation Group, and IDN conferences to identify prospects and strengthen relationships.
Qualifications, Education, and Experience Required:
- Minimum of 5years of experience in identifying, securing, and managing healthcare system accounts.
- Knowledge of medical/surgical device applications, including clinical features and benefits.
- Proficiency in CRM platforms and computer literacy.
- Established industry relationships to support Chemence’s business growth.
- Strong critical thinking, writing, presentation, and interpersonal skills.
- Willingness to travel for business meetings and conferences.
Language Skills:
- English proficiency required, Spanish a plus.
- Reasonable accommodation, including translation services, may be provided.
Physical Demands:
- Requires prolonged standing, walking, occasional sitting, climbing, balancing, kneeling, and crawling.
- Must frequently lift and move up to 5 pounds and occasionally lift up to 15 pounds.
Work Environment:
- Includes non-temperature-controlled warehouses and production floors, as well as temperature-controlled office environments.
- Remote work
Other Duties:
This job description does not provide an exhaustive list of duties, responsibilities, or activities that may be required. Tasks may change at any time with or without notice. Employees will perform other duties as assigned by management.
AAP/EEO Statement:
CHEMENCE® provides equal employment opportunities to all employees and applicants and prohibits discrimination or harassment of any kind based on race, color, religion, sex, age, national origin, disability, genetics, veteran status, sexual orientation, gender identity, or any other characteristic protected by law. This policy applies to all aspects of employment, including recruiting, hiring, promotions, terminations, layoffs, compensation, and training.
