Key Account Manager, IDN



The Key Account Manager will develop and implement account level strategies and tactics within the assigned portfolio of strategic accounts.¬ The field based position will establish relationships with key decision makers and establish their self as the single point of contact within the corporate suite.¬ Critical to success will be leading the field to drive overall sales of the entire Hollister product and service portfolio to meet and/or exceed sales goals.




Relationship Management

  • Establish self as the single point of contact within the key account that provides a coordinated Hollister approach

  • Establish, maintain and grow business relationships with key accounts working to understand and meet customer's needs consistent with the Hollister Mission

  • Establish self as a lead for development and execution of customer strategies with internal Hollister team


Selling Skills, Negotiations and Marketing

  • Achieve sales goals through team selling within the corporate suite environment; provide accurate forecasting where required

  • Develop thorough business plans by organizing customer level sales strategies and implementation plans designed to drive sales growth

  • Effectively communicate, collaborate and lead a team selling approach

  • Effectively interface with pricing and contract function groups to facilitate effective contracting strategies

  • Establish pricing and product positioning strategies to meet customer needs

  • Facilitate customer support initiatives and lead conflict resolution, when needed



  • Establishes strong internal networks with various Hollister departments to support position including pricing and contracts, finance, marketing, field sales, customer service, logistics, clinical education, legal and administration

  • Demonstrates effective written and verbal communication skills, business acumen and ability to lead in matrix organization


Product and Market Knowledge

  • Completes all required training and demonstrates proficiency in each competency of focus

  • Utilizes resources provided to enhance market knowledge and incorporate into strategies

  • Builds and maintains awareness of on-going industry changes as they relate to Hollister's functional areas of focus

  • Utilizes salesforce.com, US lifelines, and other MDSI tools effectively





  • Bachelor's degree


Length of Experience:

  • 8+ years of experience in medical sales, preferably within the healthcare market

  • 5+ years of experience in selling to distributor customers, hospitals, home health and/or B2B preferred

  • Prior people management experience preferred

  • Demonstrated team leadership roles a plus


Specialized Skills/Technical Knowledge:

  • Understanding of the Healthcare continuum selling process

  • Good computer skills, especially utilizing Power Point and Excel

  • Strong results orientation and a demonstrated track record of effective consultative and strategic selling process

  • Financial/executive suite sales experience preferred

  • Excellent written and verbal communication skills along with strong presentation skills required

  • Matrix management experience preferred

  • Strong team leadership skills required

  • Ability to succeed with minimal supervision

  • Demonstrated self-starter

  • Must be able to travel up to 50%

Hollister Incorporated is an independent, employee-owned company that develops, manufactures, and markets products for ostomy care, continence care, and wound care and develops educational support for patients and healthcare professionals. We have been in business for more than 95 years. Our products are sold in more than 90 countries and we have manufacturing and distribution centers on three continents. At Hollister Incorporated, we are passionate about the work we do, and we are committed to making life more rewarding and dignified for our Associates and for the people who use our products and services. A career at Hollister Incorporated can take many paths, all of them leading to rewarding opportunities.


Hollister is an EO employer - M/F/Veteran/Disability
Job Req ID: 26999

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