Key Account Manager Home Care

at  Hartmann

Join our team as
Key Account Manager Home Care
BEL-Saintes
The Key Account Manager Home Care employee will contribute to the development of our (sales) organization by:

QUALIFICATIONS:

Education & Experience:

• Bachelor’s or Master’s Degree: a degree in business administration, healthcare management, marketing, or a related field is preferred. Some KAMs might also have degrees in medical or healthcare-related studies, especially if they are targeting home care businesses.
• Since home care businesses focus on health services, having a background or certification in healthcare, nursing, or medical products may be an advantage.
• Proven experience (usually 3-5 years) in sales or key account management, particularly in the healthcare or medical sectors, is required.
• Understanding the healthcare system, reimbursement models, and regulatory environment in Belgium is crucial for effectively navigating the home care business landscape.

Competencies & Skills:

• Strong negotiation abilities and experience in developing strategic partnerships with clients, particularly in healthcare, is essential.
• Proven ability to create and manage Key account plan, see growth potentials and create partnerschips.
• A key part of the KAM role is maintaining long-term relationships with key stakeholders in the home care sector, so excellent interpersonal and communication skills are necessary.
• Since home care is often centered around patient needs, a KAM should have a customer-first approach, understanding the challenges faced by healthcare providers.
• The ability to analyze the needs of home care businesses and propose tailored solutions is crucial.
• Strong interpersonal and communication skills are essential to build and maintain relationships with home care customers.
• proficiency in negotiation, sales techniques, and managing large or complex contracts.
• Ability to devise and implement strategic account plans to grow business within home care customers.
• The ability to analyze sales data and market trends and make data-driven decisions.
• Familiarity with the products or services the company provides to home care businesses, whether medical devices, health tech solutions, or services like home nursing care, is critical.
• Fluency in Dutch, French, and English is required, especially as the KAM will work across the Flemish and Walloon regions, as well as Brussels.
• Willingness to travel frequently to visit multiple home care customers domestically across regions (Flanders, Wallonia, Brussels).

Soft Skills:

• Understanding the sensitive nature of home care, where the well-being of vulnerable individuals is involved, is important.
• The ability to adapt to changes in client needs and the healthcare landscape is key to thriving in this role.

Technical proficiency:

• Familiarity with Customer Relationship Management (CRM) systems and the ability to analyze sales data, track customer interactions, and manage accounts effectively is essential.
• Good knowledge of computerized systems (MS Office Excel, PPT & Word).

Hartmann values:

• High performance: ambitious to outperform the competition, to speed up profitable growth by taking fact-based decisions with a LEAN mindset.
• Customer Oriented: have the customer at the heart of everything you do, continuously striving to meet and exceed customer expectations, to become the preferred partner of choice.
• Passionate team: one strong team, trusting, supporting, and encouraging each other, working at eye-level passionately towards the common goal.

Customers

• Manage the contacts, needs and solutions as a director in the assigned area. He/she is responsible for the realization and expansion of sales targets and sales activities with the associated product groups and process consulting.
• Responsible for the contacts, needs, solutions of the customers.
• On tactical and strategic level contacting (target) accounts and customers and prospects.
• Sell solutions based on continuity and quality.
• Responsible for excellent sales at acquired customers.
• Develop concepts in cooperation with the customers.
• Expand network connections.
• Adhere to the agreed budgets.
• Identify and analyse the needs and wishes of the customers.
• Handle structural complaints from customers.
• Convince prospects of our added value and bringing them in as customers.

Strategy

• Gather and disseminate market and competitive information as part of regular market analysis.
• Participate in conferences, trade shows and events in collaboration with the Sales Manager / Marketing.
• Obtain current knowledge of the economic, political, and legal conditions.
• Work systematically, analyse, initiate, and implement improvement projects.

Compliance & Reporting

• Promote feedback on results and focus on areas of attention in accordance with the company procedures, guidelines, and ISO standard.
• Acting according to the Hartmann Compliance policies and Code of Conduct.
• Respect the agreed administrative tasks (CRM, reports, preparatory work, analysis).
• Generate and maintain sales opportunities in our CRM.

Challenges with regard to innovation and change:

• Supporting initiatives for change (Sales dialogue).
• Monitoring and evaluation of market and competitive activities and feedback to the BU Manager and Marketing Department.
• Own contribution to a sustainable performance-oriented culture.
• Developing customer strategies and outlets in collaboration with the Experts and Marketing.
• Building a strong understanding of the sales processes.