Key Account Manager, Distribution - Houston, TX

Teleflex•Houston, TX

About The Position

Based in Houston, TX the Distribution Key Account Manager will provide customer relationship management focusing on building strong business partnerships for account retention and expansion and growth opportunities for Regional Clients in the Distribution Division. Distribution, account management activities include strengthening client relationships, understanding client needs and objectives, establishing product forecasts and bringing forth new products and services that will create value and meet the objectives of the client. Driven to achieve results, the Key Account Manager will perform weekly client meetings, take initiative to resolve customer issues in a timely manner. This role will work closely with the Commercial Operations Team as well as the Clinical Affairs Training Team to ensure we are delivering world class experience, and lead the transition effort for new business opportunities. This position will be responsible for selling Anesthesia Products such as Airway, and Respiratory to large and local Distributors. This role interfaces closely with the Senior Sales Director North America – Distribution, Anesthesia and Urology Care in developing, modeling, and executing the delivery of sales outcomes to meet annual BU financial plans. Other areas of core responsibility include key partnerships with leaders and team members in Clinical and Medical Affairs, Customer Service, Distribution Operations and Sales Operations teams. This role holds the responsibility for negotiating with and delivery of customer and contractual relationships with assigned key accounts.

Requirements

Successful candidates will possess strong communication skills with a proven track record of building successful business partnerships and growing their book business by developing strategic solutions that create value and support the clients’ organizational objectives. Proven track record of success in reaching sales goals in multiple environments.
Bachelor’s Degree required. Degree in business administration or marketing preferred: M.B.A. preferred.
3 or more years of large/ key account and/or distribution sales management experience required with a demonstrated track record of success.
Experience with proven ability to successfully negotiate contracts and manage distributors.
Strong public speaking, written communication skills, and organization/project management skills required.
Self-directed, able to work independently and ability to handle multiple projects concurrently & function in a fast paced, high growth environment.
Strong problem solving/analytical skills and effective presentation and interpersonal skills.
Proficiency with computer technology and Microsoft Office suite (Word, Excel, PowerPoint), including iPhone and iPad platforms.
Delighting the customer
People leadership and development
Medical device industry knowledge; clinical terminology
Interpersonal influence and negotiation; written / verbal presentation skills
Diversity awareness and sensitivity
Analytical strength and overall strength in business finance and relevant market success indicators
Ability to handle difficult conversations/situations along with excellent communication, customer service, and presentation skills
Strong understanding and grasp of market analysis, planning, development and management.
Proven ability to influence cross-functional teams without formal authority
Interact with others through effective, verbal and written communication. Strong verbal communication and presentation skills of clinical knowledge for healthcare providers.

Nice To Haves

Degree in business administration or marketing preferred: M.B.A. preferred.

Responsibilities

Sense of urgency for goal achievement with ability to successfully manage multiple activities simultaneously in a fast-paced environment.
Supports Anesthesia and Respiratory product lines to achieve sales plans for the distributor in the specific region.
Establishes sales goals for each Key account/distributor in conjunction with appropriate business / marketing / product managers.
Works closely with marketing to implement plans, develop marketing tools and programs required to meet sales goals for the distributor and country.
Travels frequently to distributor for business review, training, and customer visits to assure adequate emphasis is directed toward TFX product lines.
Identify, select, and negotiate for appropriate distribution key accounts.
Ensure development, refinement, implementation, management, and measurement of business performance KPI’s consistent with BU objectives.
Provides Sales and Marketing management with insight and feedback gained through distributor and customer interaction to maximize efforts and efficiencies, productivity impact, and decision- making.
Creates and maintains a favorable image for the company with distributors and customers in the marketplace.
Advise management of quality problems, ensuring that corrective action is taken and that customers are properly notified.
Keep management informed of competitors' activities through review of information from internal and external sources.
Interface with Planning when necessary to help ensure adequate inventory positions to meet sales projections/ needs.
Adhere to and ensure the compliance of Teleflex’s Code of Ethics, all Company policies, rules, procedures, and housekeeping standards.
Performs other professional duties as may be required or identified.