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 schemes, financial and overall operating environment.
• Knowledge and understanding of the Ostomy and Wound Therapeutics marketplace, as it relates to DME’s/Billers, preferred.
• Demonstrated organization and time management skills.
• Cross-functional experiences in collaborating with teams and/or supporting product categories like Ostomy Care and Wound Therapeutics supplies with Distributors.

Dimensions:

Principal Contacts & Purpose of Contact

Internal: coordinate, collaborate and support post-acute sales and ostomy sales teams, channel, marketing, service team, clinical affairs.

Post-acute distributors represent primary customer base with post-acute DME’s secondary.  Direct link with referral base (hospital, home health) via field sales.  

Travel Requirements

Travel expected is 30-40% including overnights.

Languages

• Speaking:                         Yes                      English*

• Writing/Reading:           Yes                      English*

*Additional languages as required or nice to have

Working Conditions

Field Territory and office-based call points

Special Factors

AWC and OST corporate training will be required

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.

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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.

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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.

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.

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