Key Account Manager - Channel

Date:  Mar 28, 2024




Company:  Hollister Incorporated

We Make Life More Rewarding and Dignified 

Location: WFH (US6) 
Department: Sales 


The Key Account Manager will develop and implement strategies and tactics within the assigned portfolio of channel and payer customers. This field-based position will establish and build relationships with key decision makers within a portfolio of strategically important channel and payer accounts. Critical to success within the Channel business, will be the development and implementation of channel specific marketing campaigns, management of purchase commitments and operational excellence to drive the overall sales of the Hollister product and service portfolio to meet and / or exceed sales goals. This position will be responsible for the largest US Hollister channel customers generating the highest sales revenue. Critical to success within the Payer business, will be the development of strong, lasting strategic relationships as well as contractual relationships within specific US payers and to effectively position Hollister’s value proposition to assure optimal patient access to Hollister offerings.  



  • Relationship Management
    • Establish self as the single point of contact within the channel/payer account providing a coordinated Hollister approach.
    • Establish, maintain, and grow business relationships with the channel/payer account working to understand and meet customer needs consistent with the Hollister mission.
    • Develop and cultivate and expanse network of relationships within all levels and departments within Channel and Payer accounts.
    • Provide support to assigned business unit within the US Business.
  • Selling Skills, Negotiations and Marketing
    • Achieve sales goals through team selling within the corporate suite environment; provide accurate forecasting where required for all portfolio assignments.
    • Utilize strategic selling and marketing skills to improve market share, sales, and gross profile margin for portfolio assignment.
    • Develop thorough business plans and organize customer level sales strategies and implementation tactics design to drive sales growth. Conduct business reviews routinely to communicate performance.
    • Manage an effective contracting process.
    • Develop and manage promotion ideas and literature to enhance sales through the distribution channel.
    • Monitor performance and effectiveness of programs and promotion. Recommend and/or implement changes as necessary.
    • Communicate, collaborate, and lead a team selling approach to all US Business and Country Managers.
    • Interface with Global Pricing & Contract functional groups to facilitate effective contracting strategies.
    • Establish pricing and product positioning strategies to meet customer needs.
    • Facilitate customer support initiatives and lead conflict resolution.
    • Identify new ways to sell products and meet customer needs. Make recommendations to Sr. Leadership.
    • Demonstrate self-initiative.
  • Communication
    • Establish a strong internal network with various departments to support position including pricing & contracts, finance, marketing, field sales, customer service, logistics, clinical education, legal and administration.
    • Demonstrate effective written and verbal communication skills, business acumen, and ability to lead in a matrix organization.
    • Lead and mentor others without direct line reporting authority.
    • Identify organizational opportunities and recommend 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.
    • Build and maintain awareness of on-going industry changes as they relate to the business.

Essential Functions of the Role

  • Ability to travel frequently by airplane or car (50-60% of time, often overnight).
  • Ability to persuasively communicate with customers both verbally and written.
  • Demonstrated sales, negotiation, and contract closure ability.
  • Fluency in English Language
  • Demonstrated matrix management success required.


Work Experience Requirements

  • Number of overall years necessary: 8-10
  • 8+ years’ experience in medical product sales, preferably within the healthcare market.
  • Experience in selling to distributor customers, hospitals, home health and/or B2B is desirable.
  • Prior people leadership is desirable.


Education Requirements

  • Bachelor’s Degree or equivalent


Specialized Skills/Technical Knowledge

  • Understanding of the Health care market and how the channel impacts the patient as they move through the continuum of care is essential.
  • Good computer skills including power point and excel is essential
  • It is essential that the position holder is strongly results orientated with a demonstrable track record of effective, consultative, and strategic selling through knowledge of processes and outcomes.
  • Financial Acumen is essential allowing for effective understanding of trade customer financials and how Hollister's Company value proposition should be positioned.
  • Financial/executive suite sales experience highly desirable.
  • Excellent written and verbal communication skills along with strong presentation skills are essential.
  • Matrix management experience is essential
  • Strong team leadership skills are essential
  • Ability to succeed with minimal supervision
  • Demonstrated strong self-initiative

Applicants must be vaccinated for COVID-19 in order to be considered for this opportunity.


Our Total Rewards package in aggregate is above market and includes competitive pay, generous paid time off programs, peer-to-peer recognition, health and life insurance, wellness programs and incentives, generous retirement savings, and a unique Benefit of Employee Share Ownership Program (BESOP).


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.

Hollister is an EO employer – M/F/Veteran/Disability
Job Req ID: 32669

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