Key Account Manager - Sweden

IQVIA is looking to recruit a Key Account Manager in Sweden to support the commercial activities of our client in the Nordics. The purpose of this role is to manage the sales and local trade-marketing activities necessary to provide full service to key customers and prospect customers to contribute to the commercial achievement of the Nordics team.

Job Position Accountabilities / Expectations

• To achieve the Sales revenue, Gross Profit and Product category targets set for the area of responsibility
• To develop new business with Public and Private Hospital groups with distributor partners
• To be the primary sales contact for the assigned hospitals in the region and regularly provide in-service visits
• To set objectives for the specific distributors and hospital purchasing groups and to assess their performance and evaluate it on a regular basis by coordination and leading quarterly business reviews to ensure ongoing alignment and performance to the plan
• Drive the development and implementation of the specific business strategies and tactical plans by distributor and hospital purchasing groups to achieve the targets set
• Identify and accelerate new business development via expansion with hospital purchasing groups, distributors, and high margin product categories by developing attractive value propositions to address new market opportunities
• Develop and work with structured distributor/hospital purchasing group management plans and hospital targeting & segmentation plans, focused on the best profitable opportunities
• Negotiate pricing with distributors/hospital purchasing groups/assigned hospitals and ensure contracts are in place & renewed on a timely basis
• Lead the overall coordination of tenders with hospital purchasing groups to secure that our offers present the best value. Provide insight on competitive offers
• Present and lobby for the company’s solution with all relevant key decision makers within the assigned hospitals/hospital purchasing groups
• Set up solid implementation plans for evaluations and coordinate with the internal departments to ensure successful completion of evaluations and conversions
• Train distributors and new hospital customers on the adequate usage of the company products to accelerate new business implementations
• Co-travel with distributor partners and provide support to accelerate successful conversion of business opportunities
• Drive education with customers to differentiate company products, solutions, and services from competition
• Work with the internal business and performance management systems to measure progress towards objectives and drive performance
• Observe and communicate competitor activity to the organisation

Qualifications / Education / Experience / Skills Required

Qualifications

• Bachelor's degree, degree in Business Management, Marketing, or Science
• At least 10 years of successful sales business experience, including min. 5 years of experience in medical supplies or medical devices in a distributor setting, hospital and/or alternate care setting

General Skills

• Highly customer-oriented and results-driven with strong business acumen
• Excellent communication skills and team-player
• Strong project management & organisational skills; ability to set priorities and manage multiple projects simultaneously and strong time & territory management
• Strong analytical capability, problem solving skills, negotiation skills and decision-making ability
• Hands-on mentality and a desire to work in a mid-size medical company with an entrepreneurial culture
• Highly self-motivated
• Strong interpersonal skills with ability to interact with a diverse group of individuals
• Problem solver with a good sense for managing objections and managing the interests of different stakeholders in the decision-making process
• High level of autonomy & self-drive, attention to details, meeting the set deadlines and delivering correct and complete information
• Strong presentation and training skills
• Fluent in English
• Excellent skills in Excel, Word, PowerPoint, and Outlook are required as well as CRM Salesforce.com

IQVIA is a leading global provider of advanced analytics, technology solutions and clinical research services to the life sciences industry. We believe in pushing the boundaries of human science and data science to make the biggest impact possible – to help our customers create a healthier world. Learn more at https://jobs.iqvia.com