Key Account Manager

We Make Life More Rewarding and Dignified 

Location : ​Sao Paulo​
Department : ​Sales 

Summary

The Key Account Manager will develop and implement strategies and tactics within the assigned portfolio of trade customers that are aligned with Business Unit objectives. This field based position will establish and build relationships with key decision makers within a portfolio of strategically important trade accounts. Critical to success will be the development and implementation of channel specific marketing campaigns, logistics plan, management of purchase commitments and KAM operational excellence. The key objective of the position holder is to drive overall sales of the product and service portfolio to meet and exceed sales goals.

Responsibilities

Relationship Management

• Establish self as the single point of contact within the trade accounts while providing a coordinated approach.

• Establish, maintain and grow business relationships with portfolio trade customers.

• Develop and sustain relationships within all levels and departments within accounts.

Selling Skills, Negotiations and Marketing

• Achieve sales goals through team selling within the corporate environment.
• Develop and manage promotion ideas and literature to enhance sales through the distribution channel.
• Effectively communicate, collaborate and lead a team selling approach that include KAM Program updates provided to all Business Unit and the Country Manager.
• Identify new ways to sell products and meet customer needs. Makes recommendations to Sr. Management.

Communication

• Establishes a strong internal network with various departments
• Demonstrate effective written and verbal communication skills, business acumen and ability to lead in a matrix organization
• Identify organizational opportunities and recommendation improvements

Product and Market Knowledge

• Complete all required training and demonstrate proficiency in each competency of focus. 
• Ability to transfer product and market knowledge throughout the organization.
• Utilize resources provided to enhance market knowledge and incorporate into strategies

Essential Functions of the Role

• Build and maintain strong relationships with clinicians, distributors, and retail partners.
• Serve as the primary point of contact for assigned accounts.
• Conduct in-service training and product demonstrations.
• Develop and execute territory-specific business plans.
• Analyze sales data to identify trends and opportunities.
• Meet or exceed sales targets and KPIs.
• Deliver compelling clinical and financial proposals to decision-makers.
• Communicate effectively across internal teams and with external stakeholders.
• Use CRM tools (e.g., Salesforce) and Microsoft Office to manage communications and reporting.
• Conduct on-site visits to healthcare facilities, retail locations, and customer offices.
• Maintain accurate documentation and timely reporting.
• Adhere to company policies, healthcare regulations, and ethical standards.
• Ability to operate standard office equipment and CRM systems.
• Occasional lifting of materials up to 15 pounds may be required.
• Must be able to drive and sit for extended periods during travel.
• Travel frequently within the assigned territory (30–50%), including overnight and occasional weekend travel.

Education & Work Requirements

• Bachelor’s Degree with 8-12 years of related experience

Education & Work Preferences

• Number of Overall Years Necessary: 8-12
• 8 years or more experience in Medical Surgical product sales, preferably within the healthcare market is essential
• Experience in selling to distributor customers, hospitals, home health and/or B2B is desirable
• Prior people management experience is desirable
• Bachelor's degree or equivalent is essential

Competencies

• Be Agile - Innovates and adapts quickly, approaching change with curiosity while persisting through obstacles.
• Be Customer Centric - Considers the needs, experiences and feedback of customers in all we do.
• Be People-Focused - Builds trust and collaborates with an inclusive and empathetic approach.
• Be Performance Driven - Operates with an ownership mindset, driving meaningful outcomes.
• Live The Schneiders’ Legacy, Our Noble Purpose - Passionately serves Our Mission and Vision, while demonstrating the Immutable Principles.

About Hollister Incorporated
Hollister Incorporated is an independent, employee-owned company that develops, manufactures and markets healthcare products worldwide. The company spearheads the advancement of innovative products for ostomy care, continence care and critical care, and also creates educational support materials for patients and healthcare professionals. Headquartered in Libertyville, Illinois, Hollister has manufacturing and distribution centers on three continents and sells in nearly 80 countries. Hollister is a wholly owned subsidiary of The Firm of John Dickinson Schneider, Inc., and is guided both by its Mission to make life more rewarding and dignified for people who use our products and services, as well as its Vision to grow and prosper as an independent, employee-owned company, and in the process, to become better human beings.

EOE Statement
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status.

Job Req ID: 35993