Key Accounts Manager - Long Term Care

at  Cardinal Health

Cardinal Health, with over 1300 employees Canada wide, is an essential link in the Canadian healthcare supply chain, providing over 70,000 products to healthcare facilities and medical professionals across the country.
The Key Account Manager, LTC maintains and expands relationships with strategic medium and large chain long term care and retirement customers. This individual is responsible for achieving sales quota and assigned strategic account objectives, as well as preparing for and participating in quarterly business reviews.
This role is focused on driving profitable growth for the portfolio of products within the long-term care business within Ontario region. This leader is accountable to drive cross-functional collaboration with other sales team leaders, customer success associates, leaders and other colleagues.
Key responsibilities include the development of the sales effectiveness of Cardinal Health Canada representatives, to better serve our customers. This role will provide coaching, development and direction to the Ontario long-term care sales team in addition to the management of sales and expense budgeting, forecasting and tracking, developing and implementing regional strategies and tactics to achieve both short term and long-term business goals.
The Key Account Manager, LTC represents the entire range of company products and services to assigned customers; while leading the customer account planning cycle and ensuring assigned customers’ needs and expectations are met by the company. The Strategic Account Manager reports to the Director – Non-Acute Ontario.
For more information on what it is like to work for us, please watch this video: Cardinal Health - Wings.

EDUCATION/TRAINING AND/OR EXPERIENCE:

• Bachelor’s degree in related field, or equivalent work experience, preferred
• Minimum of 8-12 years sales/industry experience
• Sales leadership experience is preferred
• Strong business and financial acumen
• Proven sales quota achievement track record.
• Experience selling to large long-term care organizations.
• Excellent communicator (written, verbal and presentation)
• Proficiency with Outlook, MS Office Suite, and Sales Force.com
• Experience prioritizing multiple projects, programs and objectives
• Experience handling large portfolio of products or working for a distributor

EDUCATION/TRAINING AND/OR EXPERIENCE:

• Bachelor’s degree in related field, or equivalent work experience, preferred
• Minimum of 8-12 years sales/industry experience
• Sales leadership experience is preferred
• Strong business and financial acumen
• Proven sales quota achievement track record.
• Experience selling to large long-term care organizations.
• Excellent communicator (written, verbal and presentation)
• Proficiency with Outlook, MS Office Suite, and Sales Force.com
• Experience prioritizing multiple projects, programs and objectives
• Experience handling large portfolio of products or working for a distributor

ESSENTIAL DUTIES AND RESPONSIBILITIES:

Leadership, Long-term Care Ontario:

• Lead, coach and mentor the Ontario long-term care sales representatives to build and deliver scalable sales results.
• Coordinates the involvement of company personnel, including support, service, and management. resources, in order to meet account performance objectives and customers’ expectations.
• Meets assigned targets for profitable sales volume and strategic objectives in assigned accounts.

Key Accounts Management:

• Establishes productive, professional relationships with key personnel in assigned customer accounts.
• Works closely with senior management and all Cardinal Health client resources to ensure customer satisfaction and problem resolution.
• Enlists the support of clinical specialists, service resources, and other sales and management resources as needed.
• Identify priorities and assemble working teams to develop solutions that meet both short term and long-term needs of the business.
• Partner with sales representatives to develop and implement territory plans in line with product and service, business priorities, including key stakeholder mapping.
• Managing a sales team includes helping to assign and review goals, sales targets (quota) and performance in addition to assisting sales team members when required, on a daily basis.
• Interacts with colleagues, peers, customers, and suppliers at various management levels; may interact with senior management.
• Proactively leads a joint company-strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones for a one and three-year period.
• Other duties may be assigned on an individual basis

ESSENTIAL DUTIES AND RESPONSIBILITIES:

Leadership, Long-term Care Ontario:

• Lead, coach and mentor the Ontario long-term care sales representatives to build and deliver scalable sales results.
• Coordinates the involvement of company personnel, including support, service, and management. resources, in order to meet account performance objectives and customers’ expectations.
• Meets assigned targets for profitable sales volume and strategic objectives in assigned accounts.

Key Accounts Management:

• Establishes productive, professional relationships with key personnel in assigned customer accounts.
• Works closely with senior management and all Cardinal Health client resources to ensure customer satisfaction and problem resolution.
• Enlists the support of clinical specialists, service resources, and other sales and management resources as needed.
• Identify priorities and assemble working teams to develop solutions that meet both short term and long-term needs of the business.
• Partner with sales representatives to develop and implement territory plans in line with product and service, business priorities, including key stakeholder mapping.
• Managing a sales team includes helping to assign and review goals, sales targets (quota) and performance in addition to assisting sales team members when required, on a daily basis.
• Interacts with colleagues, peers, customers, and suppliers at various management levels; may interact with senior management.
• Proactively leads a joint company-strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones for a one and three-year period.
• Other duties may be assigned on an individual basis