Key Account Manager

Position Overview

The Key Account Manager (KAM) plays a critical role in managing strategic healthcare accounts, including Group Purchasing Organizations (GPOs) such as Mohawk Medbuy Corporation and other designated partners. This position is responsible for maximizing contract value, driving member adoption, and ensuring our solutions align with healthcare providers’ goals for cost efficiency, quality improvement, and patient outcomes. The KAM will develop multi‑year strategic plans, foster executive relationships, and leverage data‑driven insights to identify growth opportunities.

Success requires collaboration across internal teams and healthcare stakeholders to deliver compliant, innovative solutions that improve care delivery.

Reports To: Regional Sales Manager

Compensation: $115,000 base salary + Bonus + Car Allowance

• Own the overall commercial relationship with assigned GPOs and strategic member accounts, serving as the primary point of contact for all contractual, strategic, and operational matters.
• Develop and execute multi‑year strategic account plans, including growth targets, category strategies, and pull‑through initiatives across member hospitals and clinics.
• Lead the end‑to‑end contract lifecycle (RFP/RFI response, negotiation, award, implementation, renewals, and amendments) across the relevant product portfolio to maximize contract value and compliance.
• Analyze GPO and member‑level data (volume, compliance, mix, margin) to identify risks and growth opportunities, and convert insights into clear action plans and field execution priorities.
• Direct and coordinate pull‑through activities with regional sales, clinical specialists, and distribution partners to ensure alignment on GPO strategy, value messaging, and targeted campaigns.
• Partner with Territory Managers to drive contract penetration and adoption by engaging GPO leadership and key decision makers in supply chain, materials management, clinical, and finance.
• Build and sustain strong executive‑level relationships within GPOs and strategic member accounts, positioning the organization as a trusted partner in cost management, quality, and clinical outcomes.
• Lead regular (quarterly and annual) business reviews with GPO stakeholders and internal leadership to report on performance, pipeline, contract compliance, and strategic initiatives.
• Actively participate in GPO/Shared Services contracting processes, including market intelligence gathering, support of evaluations and trials, cost and value analyses, and representation at industry events and trade shows.
• Resolve escalated client issues and complaints in a timely manner, ensuring root‑cause resolution and maintaining high levels of stakeholder satisfaction.
• Maintain expert knowledge of assigned product categories, applications, and technical services, as well as healthcare market trends, reimbursement dynamics, regulatory developments, and competitive activity that impact the GPO and its members.
• Ensure all account activities, including contracting, pricing, and promotional initiatives, adhere to company policies, healthcare compliance standards, and contractual obligations.
• Provide timely, accurate reporting to management on account performance, forecast, pipeline, and key risks/opportunities, and contribute to internal planning and budgeting processes.
• Meet or exceed assigned targets for profitable sales volume, contract compliance, and strategic objectives within assigned accounts through a disciplined, consultative sales approach.
• Foster effective collaboration with focus manufacturers and internal stakeholders to align on joint business plans and optimize value for the GPO and its members.

• University degree in a related field (business, nursing) or equivalent industry experience.
• 3–5 years of experience in medical device sales, sales distribution, or territory management.
• Valid driver’s license and passport, with the ability to travel as required.
• Up‑to‑date immunizations as required by client sites or applicable law.
• Proficiency in Microsoft Office (Word, Excel, Outlook).
• Ability to manage multiple priorities and work independently or collaboratively.
• Positive…