Corporate Account Manager – Northeast

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 around 10,000 colleagues, we provide our products and services in almost 100 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 2023 were over $2 billion. The company is a constituent of the FTSE 100 Index (LSE:CTEC). To learn more about Convatec, please visit http://www.convatecgroup.com
products and services in almost 100 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. Group revenues in 2022 were over $2 billion. The company is a constituent of the FTSE 100 Index (LSE:CTEC). To learn more about Convatec, please visit http://www.convatecgroup.com
We are guided by our five core values, that shape the way we work, every day: Improve Care, Deliver Results, Grow Together, Own It and Do What’s Right.

The Corporate Account Manager (CAM) for DMEs/Suppliers is responsible for delivering and managing the relationships, contracts, product education, service platform, clinical programs and more at all assigned accounts.

Duties and Responsibilities:

• Assigned to a regional defined geography with defined scope of DME/Supplier targets. Geography for this role currently includes CT, DE, MA, MD, MI, ME, NH, NJ, NY, PA, RI, & VT but is subject to change pending overall needs of the business. 
• Demonstrate an expert level of knowledge of the entire Ostomy and Wound Therapeutics product line (along with a working knowledge of other business unit product lines) including competitive products.
• Demonstrate an expert level of knowledge of the DME/Supplier business model including reimbursement, referral base (i.e., acute, home health and long-term care), distributor relationship and retailer landscape.
• Identify, profile, and engage high potential DME’s that possess the willingness and ability to mutually drive business.
• Pricing and contracting negotiations with DMEs and Distributors
• Work with internal stakeholders to conduct financial analysis of new business and/or competitive conversion opportunities 
• Understand the product selection process and requirements.
• Seek new customers, either identified target accounts or new business by prospecting, including but not limited to; DME Suppliers, clinicians, distribution partners and health care providers (ex. hospital, home health)
• Support and grow existing account base through selling and promotional activities as well as consistency in service, responsiveness, and follow-up.
• Establish contacts and relationships at all levels of DME/Supplier accounts that influence current and future buying as well as product selection decisions.
• Develop business plan inclusive of account prioritization/funnel management, pre-call planning and sales cycle planning.
• Develop customer communications such as presentations, bids, quotes, and pricing agreements.
• Develop and deliver required reports in a timely manner to include CRM tool updates.
• Drive utilization of all ConvaTec products through clinical, product and service platform education either independently or in coordination with TMs and/or Clinical Resource Specialists (CRS’) or Marketing/Service team associates.
• Provide input and leadership to field sales and marketing on a regular basis
• Deliver effective communications with key customers –both internal and external

Principal Contacts

Internal: coordinate, collaborate and support sales team, channel, marketing, service team, clinical affairs.

DME/Suppliers represent primary customer base with distributors as secondary.  Direct link with referral base (hospital, home health) via TMs.  

Travel Requirements:        Yes

Travel is required for this position and equates to approximately 40-60% of the individual’s time.  Persons applying for this position should reside within the geography of the region that the position is supporting.

Language Skills Required: Excellent written and verbal communication skills are required.

Education/Qualifications:

• Bachelor's degree (B.S./B. A.) from four-year college or university (preferred).
• Preferred candidate should have experience calling on and selling in the DME segment.
• Understand DME’s including sales models, reimbursement and Payor schemes, financial and overall operating environment.
• Candidate should have experience.
• Knowledge and understanding of the Ostomy and Wound Therapeutics marketplace, as it relates to DME’s/Billers, preferred.
• Demonstrated organization and time management skills.

Experience:

• 5 years of medical device and/or healthcare sales experience preferably in the DME market.
• Cross-functional experiences in working with teams and/or leading and supporting product categories like Ostomy Care and Wound Therapeutics supplies.
• Previous Management or matrix level leadership experience, preferred.

• CRM
• Strong presentation capabilities
• Strong communication skills
• Enthusiasm and an ability to learn and retain information
• Ability to multi-task in a fast-paced environment
• Exceptional organizational skills
• Strong work ethic with track record of perseverance of success
• A positive attitude and an ability to represent ConvaTec with professionalism
• Exhibits ConvaTec’ s Values & Behaviors
• An outstanding track record of leading others, influencing decisions, and making a positive impact.
• Energy, initiative, and results orientation are required.
• A high level of business acumen and the quantitative/analytical capacity to understand complex sales processes.
• Strong communication and interpersonal skills are essential.
• Collaborative work style, one that solicits ideas and shares information to develop creative solutions and winning strategies across the sales organization.
• Resourcefulness and creativity, with excellent time management and organizational skills.
• Intermediate to Advanced proficiency in Microsoft Office, including standard business software and the Internet.

Working Conditions:

Field Territory and office-based call points

Our progress will give you countless opportunities to move forward too. Seek out new challenges, and you’ll find them. Stretch your thinking, and you’ll find new ways to make an impact. And if you embrace the opportunity to drive your own growth, you could go further, and achieve more, than ever before.

This is a big step forward.

This is work that’ll move you.

#LI-LM1

#LI-Remote

Beware of scams online or from individuals claiming to represent Convatec

A formal recruitment process is required for all our opportunities prior to any offer of employment. This will include an interview confirmed by an official Convatec email address.

If you receive a suspicious approach over social media, text message, email or phone call about recruitment at Convatec, do not disclose any personal information or pay any fees whatsoever. If you’re unsure, please contact us at [email protected].

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.

Notice to Agency and Search Firm Representatives

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.

Already a Convatec employee?

If you are an active employee at Convatec, please do not apply here. Go to the Career Worklet on your Workday home page and View "Convatec Internal Career Site - Find Jobs". Thank you!