Key Account Manager

The Key Account Manager is responsible to lead the development and execution of strategic health system account plans that accelerate product adoption, expand patient access, strengthen enterprise partnerships, and deliver sustainable growth across the Coloplast portfolio in Ontario. Acts as the primary business leader for assigned accounts, aligning internal resources and external stakeholders to achieve commercial, clinical, and contractual objectives.

In this field-based role, the Key Account Manager partners with internal teams and external customers to build strategic relationships, support field sales execution, and deliver customer-focused solutions across Ostomy Care, Continence Care, and Wound and Tissue Repair.

Major Areas of Accountability

Major functions are described below. Other duties may be assigned.

Coloplast employees are required to conduct business to the highest ethical and professional standards; comply with applicable laws and regulations, the MedTech Code of Conduct, and company policies.

Regional Key Account Strategy

• Develop and execute regional key account business plans aligned with the Annual Business Plan (ABP) and assigned sales quota.
• Use sales, contract, customer, and market data to segment accounts, identify opportunities and risks, and establish clear priorities and resource needs.
• Maintain a qualified opportunity pipeline with defined value, probability, timing, next steps, and ownership.
• Track execution against account milestones and KPIs, adapting plans when performance or market conditions change.
• Provide customer and market insights that inform regional and national commercial decisions.

Strategic Account Management

• Establish and maintain relationships with targeted key accounts, including senior leadership, clinical decision makers, VAT committees, procurement teams, and other relevant stakeholders.
• Conduct regular business reviews to assess KPI performance, align priorities, and uncover growth opportunities.
• Create and coordinate customer solutions that strengthen product adoption, continuity of care, and long-term partnership value.
• Represent Coloplast professionally in customer-facing strategic discussions.

Commercial & Contract Management

• Support the execution of the commercial contract lifecycle, including shaping aligned to the national strategy, negotiation, implementation, performance management, renewal, and exit planning.
• Partner with the Pricing & Contracts team to develop strategic contract proposals that balance customer value, revenue growth, profitability, and operational feasibility.
• Ensure contract commitments, pricing conditions, implementation requirements, and performance obligations are clearly understood and executed by internal and external stakeholders.
• Identify opportunities to expand product adoption and improve patient access through commercial partnerships.

Cross-Functional Collaboration

• Act as liaison between key accounts and internal functional areas, including the field sales force, to ensure clear ownership, coordinated execution, and effective follow-through.
• Plan, coordinate, and facilitate distributor relationships related to Health System contract management in collaboration with the Manager, Key Accounts.
• Partner with internal teams to support customer initiatives, issue resolution, and commercial follow-through.
• Share best practices and contribute to consistent key account management standards across Canada.

Business Acumen and Governance

• Deliver accurate account-level forecasting, reporting, opportunity updates, and business review materials within agreed timelines.
• Analyze revenue, growth, product mix, contract utilization, profitability, customer trends, and implementation progress to guide decisions.
• Maintain high-quality CRM data, current account plans, stakeholder maps, and documented actions for assigned accounts.
• Use disciplined project management to deliver customer and internal commitments on time.
• Escalate material risks early and recommend clear, fact-based actions.

Basic Qualifications

• 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

• Employees in this role are expected to meet healthcare customers in person at their facilities or healthcare systems; therefore, this will require completion of credentialing requirements that meet the access requirements of each healthcare facility or system

• Employees must possess a valid driver’s license, as driving will be required for this position
• Willingness and ability to travel, including overnight, approximately 25–30%

Preferred Qualifications

• MBA
• Experience in national or regional key account management within healthcare setting
• Experience working within complex health systems, procurement teams, and distributor stakeholders
• Strong presentation and influence skills
• Bilingual (English and French)

  
  At Coloplast, we believe in recognizing and rewarding the contributions of our employees. Our total rewards package is designed to support your well-being, foster your professional growth, and ensure a healthy work-life balance. Here is some of what you can expect:

  • Health and Wellness: Comprehensive medical, dental, and vision insurance plans to keep you and your family healthy. Plus, access to company sponsored wellness programs and mental health resources, paid leave of absence for qualifying events.
  • Financial Security: RRSP plan with company match and financial planning services to help you secure your future.
  • Work-Life Balance: Generous paid time off, flexible work hours, and flexible work arrangement options to help you balance your personal and professional life may be available.
  • Professional Development: Opportunities for continuous learning and career advancement through training programs, mentorship, and tuition reimbursement.
  • Recognition and Rewards: Recognition programs to celebrate achievements and contributions, including peer recognition, bonuses, awards, and special events.
  • Community and Culture: A supportive work environment where everyone feels valued, and has a sense of belonging. Participate in team-building activities, volunteer opportunities, and company-sponsored events. Sustainability strategy that outlines our ambitions for how to run our company in a more sustainable way.
  • Competitive Compensation: The total compensation range for this position is $143,000 - $178,000 CAD. Actual compensation is influenced by a variety of factors including but not limited to skills, experience, qualifications, and geographic location. Hired candidates may be eligible to receive additional compensation in the form of bonuses and/or incentives.

Pursuing an ambitious growth agenda, Coloplast develops and markets products and services that make life easier for people with intimate healthcare needs. Employing about 16,000 people and with products available in more than 143 countries, we are one of the world ´ s leading medical device companies. We are constantly growing our business and always looking for new ways to move forward – we explore, learn and look for new ways of doing things.

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Coloplast employees are required to conduct business to the highest ethical and professional standards; comply with applicable laws and regulations, the Advamed Code of Ethics on Interactions with Healthcare Professionals, and company policies.

Coloplast is committed to a policy of Equal Employment Opportunity (EEO) which means we employ and promote individuals based on their merits, regardless of race, color, religion, sex, national origin, age, disability, veteran status, pregnancy, sexual orientation, gender identity or expression, genetic information, marital status, citizenship status, status with regards to public assistance or any other protected classification.

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