Key Accounts Manager

Job Description

At Henry Schein our Key Account Managers (KAM) will be responsible for retaining and developing trusted relationships at all levels across a portfolio of major accounts and frameworks and be an ambassador for the wider Henry Schein healthcare businesses. They will need to have/acquire a thorough understanding of the objectives and challenges facing the UK NHS bodies, utilizing their knowledge of NHS structure and business requirements to provide and capitalize upon sustainable, value based proposals. The KAM will proactively work with the Healthcare Team, working collaboratively with the wider Henry Schein businesses and teams to provide compliant and financially attractive customer solutions. The role requires demonstrable opportunity identification and development, customer relationship management and presentation skills and the ability to drive profitable business growth through effective sales and account management activities.   

This role requires travel throughout the UK but is mainly focused in London and the South East of England. There will be with some requirement for more extensive travel across the UK to meet business needs and support key accounts. All accounts will need to managed with a mix of virtual and f2f meetings more emphasis on virtual support for accounts that are further afield. Time will also need to  be allocated to work from our Gillingham and/or other Henry Schein business office locations as required.  The role reports to the Head of Public Sector & Healthcare.

Key Accountabilities:

• Develop an intimate understanding of the customers’ businesses using a variety of sources and identify and explore commercial opportunities, utilising available data analysis and resources.

• Developing and maintaining long term strategic relationships with key NHS customers, working with NHS Trusts, Primary, Community and Secondary Care organisations.

• Engagement with and understanding of the Integrated Care Boards/Health Boards across the UK and adding value and/or support as required

• Understanding of NHS & private healthcare market demographics, including future needs and challenges

• Create and execute collaborative plans with relevant employees of the wider Henry Schein family of businesses to drive customer understanding of the breadth and range of Henry Schein healthcare services and solutions, to simultaneously improve the overall profitability of the account.

• Prepare and manage reports/presentations as required both internally and externally in line with contracted commitments and opportunities within key accounts.

• Monitor performance of the business against all contracted obligations and evaluate successes, risks and opportunities, formulating plans to address with the relevant Henry Schein employees as appropriate.

• Identify key influencers and decision makers within the customer estate and develop an action plan to deepen the relationship at multiple levels.

• Work with management team to maximise long and short-term sales opportunities and reduce cost to serve.

• Provide detailed monthly summary of key activity/sales/issues and associated pertinent information

• Update all key activities on CRM system and analyse wider business contact to look for synergies / shared opportunities.

• Plan, document and manage regular customer meetings keeping record of actions, issues and opportunities for tracking and delivery purposes.

• Ensure familiarity with changes to NHS UK purchasing activities and/or market changes in order to ensure ongoing ability to supply healthcare products and services to the market base.

• Input into and alignment with strategic account planning processes that develop mutual performance objectives, financial targets, and critical milestones over a one and three-year period to deliver the Company’s BOLD strategic goals.

• Provide quarterly forecasts vs budgets and pipeline updates.

• Attend national exhibitions; networking events and seminars.

Key Capabilities:

• Proven track record of using initiative to uncover new opportunities within existing accounts and retaining/growing existing customer base

• Understanding of the importance of a value-added, solution-based sales approach and the development of mutually beneficial relationships and partnerships 

• Comprehensive competence in business writing/reporting/numerical analysis

• Vision to understand customer needs and translate into practical value-added solutions

• Proven planning skills, project management preferred

• Ability to analyse results and identify and variances from targets

• Ability to follow and ensure compliance with Henry Schein processes, policies and quality requirements

• Ability to work both autonomously and as part of a team

• Ability to work under pressure taking measured risks in order to maximise opportunities and deliver successful outcomes

• Highly self-motivated.

• Strong communicator with external suppliers/customers and internal stakeholders.

• Strong desire to make a difference in this growing sector within Henry Schein

Qualifications:

• Graduate in Business or Healthcare related subjects, other disciplines/equivalents will be considered

• Strategic or Key Account Management experience working for healthcare product / service providers

• Experience in NHS/Private healthcare business development/account management

Experience:

• NHS or private Healthcare industry experience at either product sales, account management or clinical level 

• Operational contract delivery

• Customer Relationship Management

• Internal stakeholder management

• Project management/planning

• Demonstrable business acumen

Education:

Graduate in Business or Healthcare related subjects preferred

Specialised Knowledge and Skills: 

Clinically qualified or healthcare product expertise

Sales, Key Account Management, Supplier Relationship Management, Customer Relationship Management

Other:

Good analytical skills with Excel, and portfolio management experience

Henry Schein is committed to the principle of equal opportunities in employment in all spheres of its operation. Henry Schein UK Holdings strives to operate a policy of equal opportunity and not discriminate against any person gender, race, colour, nationality, ethnic or national origin, religion, sexual orientation, marital status, disability, age or any other characteristic protected by law.