Key Account Manager - Healthcare

Silgan Dispensing Systems•Washington, DC

10d

About The Position

The Sales Manager - Key Account Manager Healthcare drives the success of Silgan Dispensing Systems’ business by managing our US located customer base, pricing, and our sales strategy. This position reports to US senior leadership and partners closely with our sales team in the EU to generate incremental growth on a set of accounts and increase customer satisfaction. Most of our Healthcare dispensing solutions are manufactured in Hermer - Germany & Milano - Italy.

Requirements

Bachelor’s degree (B.S.) in Business or related field.
Ten (10) or more years of direct sales / key account management experience; experience with a medical device or healthcare/pharmaceutical packaging company specializing in creative packaging or related products.
Excellent interpersonal, communication and organizational skills with ability to work with all levels of the organization.
Proven experience of working in a decentralized organization with home office activities and frequent travel
Detail oriented and self-motivated to exceed sales growth results.
Ability to understand and apply financial and business acumen.

Responsibilities

Be the preferred partner and expert in liquid – semi solid pharmaceutical and consumers healthcare dispensing solutions in following application fields: Asthma, Allergy, Migraine, Opioid Overdose, Anaphylaxis, Epilepsy with Mono-Dose & Multi-Dose Nasal Sprayers, Cough and cold markets with Nasal, Throat, hears applications, Skin treatments with topical applications, Ophthalmic treatments with multi-doses dispensing systems for glaucoma and dry eye treatments.
Penetrate and connect multiple functions and levels within customer organizations to key internal resources to drive partnerships, business growth, and value delivery.
Understand our customers’ business strategy, market positioning and consumer perception of their brands to identify new product opportunities that lead to new business pipelines and projects.
Motivate and manage a network of agents and distributors when applicable.
Engage beyond procurement to interact with R&D, Marketing and Supply Chain to better understand customer’s needs and value drivers.
Understand and leverage SDS’ competitive advantages vs our competition: product performance, supply chain, consumer benefit.
Be an active “voice of the customer” on customer needs, innovation opportunities, and project execution with cross functional partners in the business.
Ensure a strong and frequent presence in front of the customers.
Manage key accounts’ plans, forecasts, commercial and financial results, reporting to meet financial and commercial objectives.
Negotiate terms and conditions against both current and new business that drives growth, protects margins, and reduces risk for SDS while maintaining strong customer relationships.
Adopt and execute SDS’ Commercial System/Tools to manage account planning, pre-call planning, needs assessment, value selling, pipeline management, and Salesforce.com CRM systems.
Work closely with operations, marketing, design strategy and innovation to execute territory and account growth objectives.
Supports sales leader in establishing sales objectives by forecasting and developing annual sales quotas for his or her territory, projecting expected sales volume and profit for existing and new products.