Corporate Account Manager – Post Acute Distribution and DME

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 2024 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

 

Position Overview:

The Corporate Account Manager (CAM) for Post Acute Distribution and DME is responsible for delivering and managing the relationships, contracts, product education and launches, service platform and clinical programs for the Wound and Ostomy portfolios with key national post-acute distributors and DME’s.

Key Responsibilities:

• 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 post-acute Distribution and DME business model including reimbursement, referral base (i.e., acute, home health and long-term care) and distributor relationships.
• Establishes productive, professional relationships with key personnel in assigned accounts along with internal partners.
• Develops and executes strategic account plans to drive revenue growth, increase market share, and enhance customer relationships.
• Identify, profile, and engage high potential post-acute DME’s that possess the willingness and ability to mutually drive business.
• Manages contract implementation, compliance, and renewal processes in coordination with internal partners.
• Collaborates with internal teams including post-acute leadership, post-acute field sales and ostomy field sales.
• Monitors competitive activity within assigned accounts and respond with strategic adjustments and recommendations.
• Leads quarterly business reviews (QBRs) and performance reporting with Distributors and DME’s.
• Proactively assesses, clarifies and validates post-acute Distribution Partner’s needs on an ongoing basis.
• Facilitates the sales of Convatec’ s wound and ostomy portfolios to end users through Distribution in coordination with Distribution partners.
• Work with internal stakeholders to conduct financial analysis of new business and/or competitive conversion opportunities. 
• Develop customer communications such as presentations, bids, quotes, and pricing agreements.
• Drive utilization of all ConvaTec products through clinical, marketing, product and service platform education either independently or in coordination with TMs and/or Clinical Resource Specialists (CRS’) or Marketing/Service team associates.

Skills & Experience:

• CRM
• Strong presentation capabilities
• Strong communication and interpersonal skills
• Enthusiasm and an ability to learn and retain information.
• Ability to multi-task in a fast-paced environment
• Exceptional organizational and time management skills
• Strong work ethic with track record of perseverance and success
• Positive attitude and an ability to represent Convatec with professionalism.
• An outstanding track record of influencing decisions and making a positive impact.
• A high level of business acumen and the quantitative/analytical capacity to understand complex sales processes.
• Collaborative work style, one that solicits ideas and shares information to develop creative solutions and winning strategies across the sales organization.
• Exhibits Convatec’ s Values & Behaviors

Qualifications/Education:

• Bachelor's degree (B.S./B. A.) required.
• 5+ years of experience in device and/or healthcare sales, account management, or business development preferably within the post-acute space
• Preferred candidate will have experience managing large Distributors in the post-acute space.
• Proven track record of managing large, complex accounts and achieving sales growth targets.
• Strong understanding of the post-acute care ecosystem, reimbursement models, and regulatory considerations.
• Exceptional communication, negotiation, and presentation skills.
• Proficient in CRM tools, Microsoft Office Suite, and sales reporting analytics.
• Proven understanding of DME’s including sales models, reimbursement and Payor s