Key account manager

Trelleborg Medical Solutions partners with the world’s leading medical device and biopharmaceutical companies, collaborating from concept to commercialization and to bring to market impactful solutions that improve patient's quality of life.

Utilizing its global quality system and engineering and manufacturing network, the company isa production partner of choice for medical device and biopharmaceutical companies.

Key Account Manager

Reporting To: Commercial Director, Asia

Summary of Role:

The KAM is accountable for generating sustainable and profitable territory revenue by leveraging Trelleborg’s sales excellence tools, resources and manufacturing capabilities. This role is expected to build relationships across all levels of existing and target customer organizations and to meet or exceed the customer’s needs.

Task & Responsibilities:

• Establishing high-wide-deep relationships at targeted customers to gain greater understanding of stated and unstated needs, business strategies, etc.
• Developing and executing formal account plans to meet short and long-term revenue and profit targets.
• Establishing and managing a robust project opportunity pipeline by identifying, validating, and advancing new opportunities to position Trelleborg’s solutions and services.
• Engaging new target customers to support key strategic initiatives and long-term growth goals.
• Proactively working with operations and customer service to respond to complex customer inquiries; to deliver timely quotations, to negotiate prices and delivery times and to resolve customer complaints.
• Establishing and building sustainable, collaborative relationships with the medical solutions support teams (marketing, customer service, operations, R&D, etc.) to conduct joint customer visits and ensure best-in-class fulfillment of customer needs and completion of customer projects.
• Understanding and communicating market trends, customers’ strategies, and competitive intelligence and overall market landscape. Utilize this information to establish the sell price and profit margin in collaboration with the medical solutions support teams.
• Maintaining and reporting accurate records and project opportunity statuses in CRM tool and monthly reports.
• Professionally representing and promoting Trelleborg Medical Solutions at regional trade shows and conferences as required.
• Increasing Trelleborg Brand Awareness and identifying marketing needs in territory
• Ensuring full compliance with Standard Operating Procedures including Quality Manual and Quality Procedures.
• Becoming a subject matter expert for Trelleborg Medical Solutions with the goal of being a consultative sales professional for our customers
• Positioning Trelleborg as the contract manufacturer of choice for our current and prospective customer.

Education& Experience:

• At least 5 years' work experience in healthcare sales or engineering
• Minimum of 4 Year College degree. (Business or Engineering preferred)
• Strong technical aptitude beneficial. Must be mechanically inclined.
• Must be able to read and understand technical prints.
• Strong knowledge of business sales and marketing practices.
• Good level of English proficiency, both spoken and written.
• Knowledge of rubber/plastic products is beneficial.
• Familiarity with ISO quality requirements is beneficial

Competencies:

• Strong customer focus with a positive, professional, can-do attitude and commitment to total customer satisfaction.
• Strong business sales and marketing strategies.
• Technical aptitude and/or engineering experience.
• Account management.
• Project leadership.
• Ability to work independently as well as in a team environment.
• Excellent written and verbal communication skills, with strong people and relationship-building abilities.
• Strong organizational skills with the ability to multi-task, with keen attention to detail and accuracy.
• Strong analytical, decision-making, and problem-solving skills; innovative self-starter who proactively seeks solutions with the right sense of urgency.
• Flexible and responsive with excellent time management.