On behalf of our customer Mediq, we are looking for a Key Account Manager, Norway, based in the Oslo region.
Mediq is an international Healthcare Company with leading market positions in 13 countries. The head office is located just outside Utrecht, the Netherlands. The Company has more than 2,500 employees and they are committed to improve healthcare outcomes and the affordability of care.

THE ROLE
Key Areas of Responsibility

• Strategic & tactical planning: Development and execution of market strategy, tactical sales & marketing plan, pricing & product strategies for driving profitable growth with prioritised customers in assigned segment.

• Account management: Customer prioritisation, relationship building (key decision makers on c-level or c-level-1), activity planning and follow-up.

• Opportunity management: Driving profitable growth with key customers throughout the customer lifecycle – by effective pre-tender positioning/steering/pricing/outside sales (pipeline management for private), and in tender/offer phase by competitive product & price positioning (value proposition and solution design for private).

• Team development; Attracting, engaging, and developing high performing talents.

Main job tasks

Strategic & tactical planning:

• Develop and lead implementation of market, product & pricing strategy for assigned segment.

Account Management:

• Establish annual Account Plan for key customers.

• Own and actively drive contact and relationship management.

• Pro-actively develop existing customers through up-sales /cross-sales/ retention.

• Maintain customer information in CRM system.

Opportunity Management:

• Pro-actively identify and prioritise opportunities (tenders and non-tenders). Customer meetings/visits and sales campaigns.

• Shape commercial strategy and actively participate in positioning and pricing on key tenders.

• Present value proposition / resolve concerns.

• Negotiate and close win / lose.

• Implement solutions/new contracts and handle day-to-day issue resolution / support to customers.

Team leadership:

• Actively participate in recruitment and team development Ensures effective coaching and right priorities for team members.

• Lead by example and according to The Company core values.

KPI and success criteria for the role

• Achieve assigned sales and gross profit quota in designated strategic accounts/areas.

• Achieve strategic customer objectives defined by company management.

• Maintain high customer satisfaction and employee engagement that meet company standards.

• Act as the key interface between the customer and all relevant departments in The Company.

Mandate

• Sales contracts with yearly value <5 MSEK/MNOK and GM >20% (or otherwise agreed with Head of Business Unit).

• OPEX (within set budget).

• Priorities, evaluation, hire & fire for KAM team.

COMPETENCE REQUIREMENT AND ABILITIES

• Proven ability to develop strategic, tactical, and operational plans for effective account management.

• Demonstrated ability to analyse markets, understand customer needs, build trust-based relationships, and lead engaged teams.

• Proven track record of independently managing sales & marketing teams to close deals and achieve challenging targets.

• Experience from working effectively in international settings with multiple stakeholders on group/regional/local level.

• Relevant academic background (BSc or higher), fluent in Swedish/Norwegian and English (verbally and in writing).

• Analytical mindset with strong business- and financial acumen.

• Structured, professional, independent with high drive and strong negotiation skills.

• Previous experience from account management or similar commercial roles in the medical/healthcare sector is meriting.

Please apply through haegercarlsson.com

Questions are answered by:
Pernilla Sjöstrand +46 (0)70 – 433 84 46, pernilla@haegercarlsson.com
Anna Freese +46 (0)70 174 75 81, anna.f@haegercarlsson.com