Key Account Manager

3 weeks ago

United Kingdom VitalAire Canada Inc. Full time

As a leader in Home Healthcare, Air Liquide takes care of 1,300,000 patients at home in 35 countries whose treatment for chronic diseases requires the use of medical equipment for respiratory assistance, infusion therapy and nutritional assistance.
Its multi-disciplinary teams (pharmacists, nurses, nutritionists) aim to improve patient's autonomy, adherence to treatment, clinical outcomes and quality of life through cost-efficient offers combining added-value services and innovative technology.
Key Account Manager for the diabetes business in the London region As a leader in Home Healthcare, Air Liquide takes care of 1,300,000 patients at home in 35 countries whose treatment for chronic diseases requires the use of medical equipment for respiratory assistance, infusion therapy and nutritional assistance.
Its multi-disciplinary teams (pharmacists, nurses, nutritionists) aim to improve patient's autonomy, adherence to treatment, clinical outcomes and quality of life through cost-efficient offers combining added-value services and innovative technology.
Key Account Manager for the diabetes business in the London region 1. Builds the Account Plan
Splits the account in meaningful segments: chooses priorities, aligns resources
Performs the inventory of account knowledge: analyses relationship with key decision makers and understanding of their key business issues, assesses the competitive situation,
Planning and validation: proposes strategy, objectives, value proposal and plan to be validated by the National Accounts Director
Builds Account plan approved by AL management and shared totally or partially with the Account
Manages the Account Team
Identifies account team and involves it in the design and implementation of the account plan
Creates global team communication of events and cross-fertilisation
Coordinates sales activities outside his scope of responsibility
Maintains updated the Accounts Logbook (list of events) using the sales management tool
Develops new sales and negotiates major deals
Qualifies sales opportunities with all the involved AL participants
Drives the sales team and sales process so that they fit best the customer's decision-making process (local and corporate)
Builds the customer's loyalty through relationship strategy
Develops a mutual trust base relationship with key contacts at different levels of the account decision chain and covering the multiple departments and sites
Issues executive summary of account plan for executive meeting purposes
Increases the value of account sales and AL strenghts
Assesses and improves the account profitability per products, contracts and sites
Assesses and improves the account growth potential
Asseses and improves the strength of the contracts portfolio (contract duration, price escalation formulas, frame agreements, partnerships...)
Drives the offer review process, analyses profitability, feasability of the prepared offer and contracts
Validates or not according sales policy, HSE regulation and account plan the offers and contracts
Reports contract signatures to the organization and controls their implementation through appropriate procedure
Gather sales results, visits reports to maintian centralized dashboard. Makes it available to the account team and the Entity Management Are you a MATCH?
Key account management experience
Our Differences make our Performance

At Air Liquide, we are committed to build a diverse and inclusive workplace that embraces the diversity of our employees, our customers, patients, community stakeholders and cultures across the world.
We strongly believe a diverse organization opens up opportunities for people to express their talent, both individually and collectively and it helps foster our ability to innovate by living our fundamentals, acting for our success and creating an engaging environment in a changing world. A world leader in gases, technologies and services for Industry and Health.


Through the passion and diversity of its people, Air Liquide leverages energy and environment transition, changes in healthcare and digitization, and delivers greater value to all its stakeholders.


Join us for a stimulating experience: you’ll find a world of learning and development opportunities where inventiveness is at the heart of what we do, in an open, collaborative and respectful environment.

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