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. Group 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
The primary purpose of the Key Account Manager (KAM) – Community & Aged Care is delivering growth within the designated portfolio and territory, through direct proactive engagement and collaboration with senior management in the Aged Care, Community Health, and Medical Distributor sectors.
This role delivers on our forever caring promise using the tools and material provided by the Marketing team to sell customised solutions, helping to address the growing ‘care gap’ between the support patients want and what healthcare professionals can provide.
The KAM must exhibit commercial acumen, demonstrate clinical expertise and strong product knowledge, build valuable customer relationships and collaborate with internal stakeholders. This role will need to execute with excellence, using the CRM, available data and analytics to inform sales plans and will be measured on achievement of sustained growth against targets.
Key Responsibilities
Achieve business results
1. Develop, implement and maintain account management plans to drive growth strategies for key accounts as directed both locally and nationally
2. Maximise clinical knowledge to create customer awareness, recommending product types and arranging and participating with product demonstrations and education
3. Represent Convatec at key Industry events
4. Review and analyse data to monitor sales achievements and identify opportunities across specific accounts and territories
5. Assist to lead and negotiate commercial relationships with major Distributor partners, Aged Care companies and Community Partners to drive business growth
6. Complete and submit all reports (sales, customer and expenses etc) within required timeframes
7. Full and effective utilization of CRM and sales processes to achieve business outcomes
Model accountability and commitment to our customers and our colleagues
8. Maintain detailed and up-to-date knowledge of our Advanced Wound Care product range
9. Stay abreast of our competitors’ products as well as the latest standards of care in the marketplace
10. Share “best practice” successes with team members
Support sales and marketing strategies
11. Maintain awareness of broader business imperatives and take into account when making decisions
12. Proactively identify, develop and share strategies to address specific customer gaps and opportunities for growth
Cultivate strong business relationships
13. Establish close relationships with external customers and utilise those relationships to strengthen our competitive position and performance
14. Establish, develop and maintain ongoing relationships with customers and key opinion leaders – both clinical and non-clinical
15. Collaborate with Customer Service to develop strong individual and corporate relationships
Key Requirements
16. Strong financial acumen to support good business decision making.
17. Demonstrated success with a complex sales cycle and multiple call points.
18. Ability to develop and implement account / territory plans and strategies to achieve sales objectives.
19. Minimum 3 years’ experience in sales and/or marketing in medical device or broader healthscience industry.
20. A deep understanding of the Australian healthcare system and ideally, the various funding/reimbursement models.
21. Experience selling in both public and private hospitals essential and experience selling to and through distributor channels highly regarded.
22. Ability to build immediate rapport, proactively develops relationships with a wide variety of people and demonstrated ability to confidently present to all levels of HCP’s.
23. Gains insight into customer needs and builds and delivers solutions that meet customer expectations.
24. Has a clear understanding of other groups’ business priorities, deals comfortably with organisational politics and knows who has power, respect, and influence.
25. Positions views and arguments appropriately to win support and responds effectively to the reactions and positions of others.
26. Sets aggressive goals and has high standards. Pursues everything with energy, drive, and the need to execute.
27. Works cooperatively with others across the organization to achieve shared objectives, while gaining trust and support of others.
28. Ability to work independently, with self-drive, initiative and tenacity
29. Intermediate MS office skills, including Excel and has desire and aptitude to learn, navigate and effectively use new systems. Skilled at using CRM software.
Our ambitions will bring the very best out in you. You’ll be pushed to aim higher and really own your work. You’ll be encouraged and supported to make things happen, too. It can be challenging. But, as the progress you make will help improve the lives of millions, it’ll be worth it.
This is stepping up to a challenge.
This is work that’ll move you
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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.