Key Account Manager - VA and Federal Accounts

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 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 Key Account Manager (KAM) for VA and Federal Accounts is responsible for developing and executing strategic account management plans to drive sales, build strong relationships, and enhance brand presence within large, high-value VA and Federal Accounts. The KAM will collaborate cross-functionally with sales, marketing, medical affairs, and market access teams to ensure the successful adoption of products and solutions. This will be a quota bearing role reporting to the National Sales Director.

This is a remote based role that will cover the majority of the US and have about 50% travel expected.

Key responsibilities and authority

Account Management & Business Development:

•Develop and execute tailored account strategies for VA and Federal Accounts to maximize sales and market penetration.

•Identify key decision-makers and influencers within assigned accounts, including physicians, practice managers, and administrators.

•Establish and maintain strong, long-term relationships with VA and Federal Accounts to ensure customer loyalty and retention.

•Drive pull-through of products across multiple locations and providers within the supergroup network.

Sales Execution & Performance:

•Achieve and exceed sales targets and key performance indicators (KPIs) for assigned accounts.

•Deliver compelling sales presentations and product demonstrations to educate healthcare professionals (HCPs) on product benefits, clinical efficacy, and appropriate usage.

•Collaborate with field sales teams, specialty sales representatives, and marketing teams to align strategies and optimize account performance.

•Monitor market trends, competitor activity, and customer needs to identify new growth opportunities.

Strategic Partnerships & Cross-Functional Collaboration:

•Partner with Market Access, Medical Affairs, and Patient Support teams to ensure smooth access to therapies, reimbursement assistance, and optimal patient care.

•Work closely with marketing teams to develop and execute targeted initiatives that enhance engagement within key VA and Federal Accounts.

•Engage with thought leaders, key opinion leaders (KOLs), and industry stakeholders to support brand positioning and influence treatment adoption.

Market & Industry Insights:

•Maintain deep knowledge of therapeutic areas, competitive landscape, and evolving treatment guidelines.

•Gather and analyze customer feedback to inform commercial strategies and product positioning.

•Attend industry conferences, medical congresses, and networking events to stay updated on industry advancements and customer needs.

 

Key requirements

•Strong relationship-building and negotiation skills.

•Strategic thinking with the ability to develop and execute account-specific business plans.

•Excellent communication, presentation, and consultative selling skills.

•Ability to work independently and collaboratively in a fast-paced environment.

•Proficiency in CRM tools, sales analytics, and Microsoft Office Suite.

Qualifications/Education

•Education: Bachelor’s degree required; MBA or advanced degree preferred.

•Experience: 5+ years of pharmaceutical, biotech, or medical sales experience, preferably in VA, Federal Accounts, Critical Access Hospitals, or Community Care.

•Proven track record of success in key account management, sales, or business development roles.

•Strong understanding of the landscape, physician networks, and healthcare ecosystem.

•Experience working with large group practices, integrated delivery networks (IDNs), or specialty pharmacies is a plus.

Travel Requirements

Willingness to travel up to 50% to engage with key accounts, attend meetings, and partici