Account Manager growing Borealis SaaS client relationships and adoption across EMEA. Managing portfolios, identifying expansion opportunities, and advising customers on Borealis solutions.
About the role
- Key Account Manager expanding Coloplast medical-device adoption across Ontario health systems. Managing strategic accounts, contracts, partnerships, and patient-access growth.
Responsibilities
- Lead the development and execution of strategic health system account plans across Ontario
- Accelerate product adoption, expand patient access, strengthen enterprise partnerships, and deliver sustainable growth across the Coloplast portfolio
- Act as the primary business leader for assigned accounts
- Align internal resources and external stakeholders to achieve commercial, clinical, and contractual objectives
- Build strategic relationships with senior leadership, clinical decision makers, VAT committees, procurement teams, and other stakeholders
- Conduct regular business reviews to assess KPI performance, align priorities, and uncover growth opportunities
- Create and coordinate customer solutions supporting product adoption, continuity of care, and long-term partnership value
- Represent Coloplast in customer-facing strategic discussions
- Support the commercial contract lifecycle, including negotiation, implementation, performance management, renewal, and exit planning
- Partner with Pricing & Contracts to develop strategic contract proposals
- Ensure contract commitments, pricing conditions, implementation requirements, and performance obligations are understood and executed
- Identify opportunities to expand product adoption and improve patient access through commercial partnerships
- Liaise between key accounts and internal functional areas, including the field sales force
- Plan, coordinate, and facilitate distributor relationships related to Health System contract management
- Support customer initiatives, issue resolution, and commercial follow-through
- Share best practices and contribute to key account management standards across Canada
- Deliver account-level forecasting, reporting, opportunity updates, and business review materials
- Analyze revenue, growth, product mix, contract utilization, profitability, customer trends, and implementation progress
- Maintain CRM data, account plans, stakeholder maps, and documented actions
- Use project management to deliver customer and internal commitments on time
- Escalate material risks and recommend fact-based actions
Requirements
- Bachelor’s degree in business administration, health science, or equivalent
- 5+ years of successful medical sales experience with a proven track record of results
- Experience navigating complex sales cycles and supporting contract negotiations
- Solid understanding of provincial reimbursement and government subsidy programs
- Strong analytical skills with the ability to interpret sales and financial data
- Proficient in MS Office Suite (Word, Excel, PowerPoint) and CRM systems
- Strong business acumen and ability to prioritize effectively
- Ability to build and maintain business relationships with internal and external customers at executive levels
- Effective reporting, strategic planning, and project management skills at account and regional level
- Completion of credentialing requirements for access to healthcare facilities or systems
- Valid driver’s license
- Willingness and ability to travel, including overnight, approximately 25–30%
- MBA preferred
- Experience in national or regional key account management within healthcare setting preferred
- Experience working within complex health systems, procurement teams, and distributor stakeholders preferred
- Strong presentation and influence skills preferred
- Bilingual (English and French) preferred
Benefits
- Comprehensive medical, dental, and vision insurance plans
- Company sponsored wellness programs and mental health resources
- Paid leave of absence for qualifying events
- RRSP plan with company match
- Financial planning services
- Generous paid time off
- Flexible work hours
- Flexible work arrangement options may be available
- Continuous learning and career advancement through training programs, mentorship, and tuition reimbursement
- Recognition programs, including peer recognition, bonuses, awards, and special events
- Team-building activities
- Volunteer opportunities
- Company-sponsored events
- Supportive work environment and sense of belonging
- Sustainability strategy
- Additional compensation in the form of bonuses and/or incentives may be available
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