Key Account Manager

Location: Toronto, ON, CA Job Family: Sales Country/Region: Canada 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 inter…

View the full posting and apply