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National Account Manager

4 months ago

Chicago, Illinois, United States Coloplast AS Full time


The National Account Manager (NAM) is a critical field-based position within the Chronic Care business, responsible for driving incremental sales and market share growth through direct selling efforts within large, national and regional IDNs and GPOs. The position is highly visible to senior leadership and requires exemplary customer and account management acumen and an aptitude to work with cross-functional teams.

The National Account Manager will:

  • Function as the lead, in collaboration with Ostomy Care, Continence Care and Wound & Skin Care stakeholders, to create new business opportunities within an assigned account portfolio.
  • Build strategic customer relationships and strategic dialogue with high-level decision makers/influencers within targeted accounts and position Coloplast as a complete, innovative solution for their clinical and financial needs.
  • Develop, communicate and implement sales plans and strategies designed to accomplish specific sales goals.
  • Lead strategic selling initiatives in collaboration with internal stakeholders and cross-functional teams (Sales, Marketing, Business Support functions) related to business opportunities within a portfolio of accounts.


Major Areas of Accountability

  • Achieving assigned sales targets, quotas, objective-based goals, and organizational key performance indicators for assigned accounts.
  • Balancing short and long-term sales cycles toward achievement of annual and longer-term objectives.
  • Identify new strategic business opportunities within a portfolio of assigned IDN accounts.
  • Use a high level financial and business acumen to analyze and cultivate new business opportunities.
  • Leveraging current Coloplast footprint in targeted accounts to create new business opportunities and access to higher-level decision makers.
  • Demonstrate a deep understanding of assigned accounts and market and align resources, including executive support to create and deliver mutually beneficial customer solutions.
  • Effectively communicate the Coloplast value propositions.
  • Drive consistent interactions with customers and internal sales teams.
  • Work with and leverage GPO and Distribution partners.
  • Build strategic relationships, customer loyalty and high-level of engagement and interest in Coloplast products and solutions by working with key decision makers and influencers in Supply Chain, Clinical Leadership, Nursing, Value Analysis, Quality, etc.
  • Development and execution of the IDN and/or GPO strategy for assigned accounts consistent with Coloplast business strategies.
  • Translate business strategies into clear objectives and tactics for assigned accounts; implement sales plans; collaborate with and lead cross-functional sales/ marketing/ pricing teams to achieve business goals.
  • Negotiation of customer contracts with IDNs and GPOs consistent with company business policies.
  • Work closely with internal Pricing, Contracting and other Coloplast functions to develop value propositions and contracts aligning customer and Coloplast business needs and initiatives.

The proceeding areas of accountability have been provided as examples of the types of work performed by employees assigned to this position. Management reserves the right to add or change the work assignment and areas of accountability to meet business needs.



Basic Qualifications

  • Bachelors Degree
  • Minimum 10 years of medical sales experience
  • 5+ years of successful medical sales team management.
  • 5+ years medical national accounts experience calling on IDNs and GPOs.
  • Willingness and ability to travel, including overnight 50% - 75%.
  • Proficient computer skills including MS Office Suite (Word, Excel, PowerPoint), pivot tables and SalesForce CRM database.
  • Demonstrated success in achieving sales quotas, and other performance objectives.
  • Demonstrated success in uncovering new business opportunities and driving business growth in IDNs.
  • Success in cultivating deep levels of trust and relationship building with compelling ideas and follow through execution.
  • Demonstrated ability to build business relationships with internal and external customers through consultative methods.
  • Demonstrated success in developing sales strategies and leading and collaborating with cross-functional teams in complex sales processes.
  • Strong knowledge of the Supply Chain, Value Analysis and Distribution functions within IDNs.
  • Experience in negotiation of Terms and Conditions and a deep understanding of IDN/GPO contracting processes.
  • Excellent written, verbal and presentation skills with customers, small and large audiences, one-on-one, and with senior leadership.
  • Strong business acumen, including a knowledge of industry trends, technologies and market competitors.
  • Employees in this role are expected to meet healthcare customers in person at their facilities or healthcare systems; therefore, this will require completion of credentialing requirements that meet the access requirements of each healthcare facility or system.
  • Coloplast employees are required to conduct business to the highest ethical and professional standards; comply with applicable laws and regulations, the Advamed Code of Ethics on Interactions with Healthcare Professionals, and company policies.

Preferred Qualifications

  • MBA or other business-related Masters Degree.
  • Sales experience specific to medical device, disposable, capital equipment and consumables.
  • Strong knowledge of C-level contacts at IDNs and significant GPO contacts.
  • Knowledge of Ostomy, Continence, Wound and Skin Care products
  • Geographically based in the Midwest or South-central areas

Pursuing an ambitious growth agenda, Coloplast develops and markets products and services that make life easier for people with intimate healthcare needs. Employing about 16,000 people and with products available in more than 143 countries, we are one of the world ́s leading medical device companies. We are constantly growing our business and always looking for new ways to move forward – we explore, learn and look for new ways of doing things.

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Coloplast employees are required to conduct business to the highest ethical and professional standards; comply with applicable laws and regulations, the Advamed Code of Ethics on Interactions with Healthcare Professionals, and company policies.

Coloplast is committed to a policy of Equal Employment Opportunity (EEO) which means we employ and promote individuals based on their merits, regardless of race, color, religion, sex, national origin, age, disability, veteran status, pregnancy, sexual orientation, gender identity or expression, genetic information, marital status, citizenship status, status with regards to public assistance or any other protected classification.

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