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About the Role

The Key Account Manager leads the development and execution of strategic health system account plans to accelerate product adoption, expand patient access, strengthen enterprise partnerships, and drive sustainable growth for Coloplast's portfolio in Ontario. This field-based role involves partnering with internal teams and external customers to build strategic relationships, support field sales, and deliver customer-focused solutions across Ostomy Care, Continence Care, and Wound and Tissue Repair.

Responsibilities

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.
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.
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.
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.
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.

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
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%

Skills

Sales
Contract Negotiations
Reimbursement Programs
Government Subsidy Programs
Analytical Skills
MS Office Suite
CRM Systems
Business Acumen
Prioritization
Relationship Building
Reporting
Strategic Planning
Project Management
Presentation Skills
Influence Skills

Location

Ontario

Work Type

Field-based
Travel

Experience Level

5+ years of medical sales experience

Education Level

Bachelor’s degree in business administration, health science, or equivalent
MBA

Salary/Compensations

$143,000 - $178,000 CAD

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
Opportunities for continuous learning and career advancement through training programs, mentorship, and tuition reimbursement
Recognition programs to celebrate achievements and contributions
Supportive work environment
Team-building activities
Volunteer opportunities
Company-sponsored events

About the Company

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.
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.
Sustainability strategy that outlines our ambitions for how to run our company in a more sustainable way.

Equal Opportunity

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.