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Nordic Key Account Manager

One of our client within Ostomy and Continence Care is looking for a dynamic and proactive commercial Nordic Key Account Manager. The position is to provide effective and profitable provision of the clients products to highly important channel partners and other selected accounts in the Nordic region.

This position establishes and builds relationships with key decision-makers within these accounts and also focuses on the importance of internal relationships cross functional to succeed business.

Critical to success will be the development and implementation of commercial agreements to ensure efficient management of channel customers’ purchase commitments, discounts and logistic requirements. Also a strong strategic and disciplined way of working is necessary to deliver success, as well as high qualifications within negotiation.

The position reports to the General Manager placed in UK and the position is placed in Denmark.

Key responsibilities / Task:


Customer Management:

  • Primary point of contact with key channel customers and selected key accounts, providing a coordinated Company approach
  • Establish, maintain and grow business relationships with Trade customers
  • Develop, implement and manage commercial agreements with key channel partners
  • Deliver cost savings and efficiencies through closely monitoring and managing customer agreements in relation to achieving supply chain efficiencies
  • Own, review and develop our National Discount and Rebate Structures with channel partners
  • Review customer discounts and rebates and drive course correction where needed
  • Support Customer Services and Supply Chain with customer specific requests where required including backorder management
  • Support customers with recommended ordering prior to new product launches and to manage seasonal demand
  • Conduct contract/business reviews with all key accounts at least once per quarter
  • Conduct strategic reviews of channel arrangements and identify and deliver strategic channel initiatives to support delivery of financial objectives
  • Manage implementation of major projects that impact on how products are supplied into the market

Demand Planning and Financial Forecasting:

  • Build customer annual sales plans and align with Finance and Supply Chain
  • Routinely monitoring actual demand and supply performance against plan and communicate/intervene in a speedy and constructive way to minimize business risks
  • Provide insight into channel partners’ inventory level and likely purchases on monthly basis. Identify and highlight exceptions to the forecasts on an ongoing basis
  • Calculation and communication of retrospective discounts (rebates) earned by channel partners

Communication & Internal Stakeholder Management:

  • Establish a strong internal network within Sales, Marketing, Finance and Customer Service teams in the Nordic organization
  • Develop network with key internal partners (e.g. supply chain, quality) and involve as necessary in managing commercial arrangements with key accounts
  • Develop network with other Key Account Managers in Europe in order to share and implement best practices

Essential functions of the role:

  • Ability to work cross functionally across all Business Units
  • Ability to develop and maintain customer relationships
  • Ability to negotiate with channel partner procurement and supply chain teams

Work experience requirements: 

  • 5+ years experience in account management, preferably within the healthcare market
  • Experience of Logistics/Supply chain/warehouse/stock management and controls
  • Experience of analytics and Financial forecasting processes
  • Experience of setting customer pricing and discounting
  • Experience in working with distributor customers, hospitals, home health and/or B2B

Education requirements:

  • Bachelor’s degree or equivalent is essential
  • Master’s degree in Business Administration is desirable
  • Relevant professional qualification is desirable

Specialized skills / technical knowledge:

  • B2B relationship management highly desirable
  • Experience of leading commercial negotiations is essential
  • Experience in developing, implementing and managing commercial agreements is essential
  • Strong financial and analytical skills are essential
  • Excellent written and verbal communication skills along with strong presentation skills are essential
  • Demonstrates strong self-initiative and able to succeed with minimal supervision

General qualifications:

  • Demonstrated skills in using Microsoft Office package and CRM systems
  • Fluent spoken and written English is mandatory
  • Fluent both written and oral and a good understanding of Nordic languages
  • Must hold a valid driving license

The company offers:

  • An organization committed to the customers and patients
  • A people-oriented culture and a great place to work
  • A company with a strong Value proposition
  • You will be part of a highly qualified and dedicated team
  • Alongside average employee benefits, we offer training and seminars that support your further development

If you find the position interesting please contact Managing Partner Birgitte Dyreborg on mobile +45 2034 9707, or send your resumé by mail to, and we will get back to you