Key Account Manager

Responsibilities

• Strategic Account Management
• Own a defined portfolio of Tier 1 and strategically important accounts.
• Develop comprehensive strategic account plans for key customers.
• Establish clear account objectives, growth opportunities, actions and measures.
• Understand the customer's business model, commercial priorities and strategic objectives.
• Identify opportunities to increase share of wallet, product utilisation and customer lifetime value.
• Develop long-term account growth and retention strategies.
• Identify and manage risks to key account relationships and revenue.
• Act as the primary strategic commercial contact for assigned accounts.
• Senior Stakeholder Management
• Build trusted relationships with key decision-makers and senior stakeholders.
• Develop relationships across multiple levels of the customer organisation, including clinic owners, senior clinicians, KOLs, procurement, commercial and operational stakeholders.
• Influence customer decision-making and create strong executive-level relationships.
• Understand stakeholder needs and align company solutions with customer business objectives.
• Act as a trusted advisor, supporting customers with broader business and practice development opportunities where appropriate.
• Commercial Growth & Business Development
• Deliver revenue, growth, profitability and strategic account objectives.
• Identify and unlock new business opportunities within existing strategic accounts.
• Drive cross-selling and cross-category expansion across the portfolio.
• Develop opportunities across multiple sites, practices, departments or stakeholder groups.
• Lead complex commercial opportunities from identification through to agreement and implementation.
• Lead or support commercial negotiations, pricing discussions and contractual agreements within delegated authority.
• Develop proposals and commercial solutions that create value for both the customer and the company.
• Monitor account profitability and commercial performance.
• Account Planning & Business Intelligence
• Analyse account performance, sales data, market trends and customer insights.
• Identify opportunities, risks and growth drivers within strategic accounts.
• Develop account-level business plans and sales forecasts.
• Maintain accurate pipeline, opportunity and account information within the CRM.
• Use customer and market intelligence to inform commercial strategy.
• Monitor competitor activity and identify implications for key accounts.
• Cross-Functional Leadership
• Coordinate internal resources to maximise strategic account performance.
• Work closely with Marketing, Medical, Training, Customer Service, Supply Chain and other functions as required.
• Lead account-level marketing planning and execution in alignment with the wider company strategy.
• Coordinate customer events, educational initiatives, product launches and other strategic activities.
• Ensure the right internal capabilities are aligned to the requirements of strategic accounts.
• Product, Training & Customer Development
• Support and/or lead appropriate product presentations, workshops and educational activities.
• Identify customer capability gaps and opportunities where company expertise can support practice development.
• Support product launches and initiatives designed to maximise customer uptake.
• Maintain strong knowledge of the company's portfolio, competitive environment and relevant market developments.
• Brand & Market Leadership
• Act as a senior brand ambassador within the aesthetics community.
• Build relationships with influential customers and KOLs.
• Represent the company at relevant exhibitions, congresses, meetings and industry events.
• Identify market trends and customer insights that may influence commercial or marketing strategy.
• Feed relevant market intelligence back into the business.

Requirements

• minimum 3 years of experience as Key account manager in the aesthetics/injectables industry
• minimum of 2 years previous B2B field sales experience with a proven track record of achieving sales targets.
• Extensive experience in all aspects of maintaining business relationships.
• Strong understanding of customer and market dynamics and requirements.
• Good knowledge of CRM, Account planning, and/or consulting experience
• P&L fundamentales
• Strong experience in commercial negotiations, contract management, and pricing strategy
• Established network and deep understanding of the Injectables medical aesthetics market
• Required Experience & Qualifications
• Essential:
• BA Degree in pharma/ Science/ medicine/biology.
• Significant B2B field sales and/or strategic account management experience.
• Proven track record of delivering sales growth and achieving commercial targets.
• Demonstrated experience managing high-value or strategically important customers.
• Strong experience building and maintaining complex customer relationships.
• Strong understanding of customer and market dynamics.
• Experience with CRM, account planning and pipeline management.
• Demonstrated commercial and business development capability.
• Desirable:
• 3–5 years' experience in Key Account Management within aesthetics/injectables, healthcare, pharmaceuticals or medical devices.
• E-Commerce experience (as in aesthetics online shops, wholesalers etc.)
• Established network within the medical aesthetics market.
• Experience with commercial negotiations, contract management and pricing strategy.
• Understanding of P&L and account profitability.
• Experience managing multi-site clinic groups, KOL accounts, distributors or other complex strategic customers.
• About Sinclair
• Sinclair is a global medical aesthetics company, manufacturing and commercializing a wide portfolio of injectable and EBD treatments to support a consumer’s full aesthetic journey.
• Founded in 1971, Our products are available in more than 55 countries through our direct presence in key global markets complemented by a network of trusted distributors. Sinclair is a wholly owned subsidiary of Huadong Medicine Company Limited (Hangzhou, China), also known as East China Pharmaceuticals or HMC.
• This is a great time to join Sinclair as we continue to increase our product range and expand into new markets and territories.

Sinclair Values: