Key Account Manager Nordics

We Make Life More Rewarding and Dignified 

Location: Denmark
Department: Sales

Join our fantastic company to make the difference in people's life!

The key objective of the role is to provide effective and profitable provision of Hollister and Dansac products and customer service to channel partners and other selected key accounts in the Nordic region. This position establishes and builds relationships with key decision makers within these accounts.

Responsibilities:
Customer Management:
•    Primary point of contact with new and existing key channel customers and selected key accounts, providing a coordinated Hollister and Dansac Company approach.
•    Establish, maintain and grow business relationships with Trade customers, working to understand and meet customer’s needs consistent with the Company’s Mission and values.
•    Develop, implement and manage commercial agreements with key channel partners. 
•    Partner closely with General Manager to manage periodic contract negotiations.
•    Deliver cost savings and efficiencies through closely monitoring and managing customer agreements in relation to achieving supply chain efficiencies (e.g. through agreed order schedules, inventory levels, service level agreements).
•    Review customer discounts and rebates and drive course correction where needed.
•    Support customers with recommended ordering prior to new product launches and proactively forecast / manage seasonal demand.
•    Conduct quarterly contract / business reviews with all key accounts, closely monitoring performance / compliance against commercial agreements and reviewing commercial terms as necessary.
•    Conduct strategic reviews of channel arrangements and identify and deliver strategic channel initiatives to support delivery of financial objectives.
•    Manage implementation of key projects as contactperson for our European Distribution Centre that impact how our products are supplied into the market.

Demand Planning and Financial Forecasting: 
•    Build customer annual sales plans and align with Finance and Supply Chain.
•    Routinely monitoring actual demand and supply performance against plan and communicate / intervene in a speedy and constructive way to minimize business risks.
•    Provide insight into channel partners’ inventory level and likely purchases on monthly basis. Identify and highlight exceptions to the forecasts on an ongoing basis.
•    Calculation and communication of retrospective discounts (rebates) earned by channel partners.
•    Manages Operating Expenditure and drives profitability improvements such as assessing and supporting supply chain opportunities.

Communication & Internal Stakeholder Management
•    Establish a strong internal network within Sales, Marketing, Finance and Customer Service teams in Nordic organization.
•    Develop network with key internal partners (e.g. supply chain, quality) and involve as necessary in managing / implementing commercial arrangements with key accounts.
•    Develop network with other managers in Europe in order to share and implement best practices.

Essential Functions of the Role:
•    Cross functional working across all countries (Denmark, Sweden, Finland, Norway).
•    Stakeholder Management with the ability to develop and maintain customer relationships.
•    Effectively managing negotiations with channel partner procurement and supply chain teams.

Work Experience Requirements
•    Significant experience in tender / account management, preferably within the healthcare market.
•    Experience in delivering consistent commercial growth.
•    Knowledge and understanding of the healthcare market, professional / trade associations, key people, and companies.
•    Track record of delivering strategic initiatives, from commencement through to implementation,
•    Experience of Logistics/Supply chain/warehouse/stock management and controls. 
•    Experience collaborating & influencing with Senior Stakeholders within & outside of the organization.  
•    Experience of analytics and Financial forecasting processes.
•    Experience of setting customer pricing and discounting. 
•    Experience in working with distributor customers.    

Education Requirements
•    Bachelor's degree or equivalent in a relevant field
•    Master’s degree in Business Administration (desirable)

•    Continuous Improvement Accredited e.g. Lean Six Sigma Black / Green Belt (desirable)

Specialized Skills/Technical Knowledge
•    B2B relationship management highly desirable
•    Strategic and commercial awareness
•    Proven experience of leading commercial negotiations, tenders and agreements
•    Analytical and results driven with an ability to optimize resource to drive productivity / efficiencies
•    Excellent leadership and stakeholder management skills, with experience partnering with leadership teams to advise, influence, and shape business initiatives
•    Strong decision maker with ability to take ownership, to work autonomously and use their intuition
 

Fluent in English. 

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