Key Account Manager

About HOYA Surgical Optics (HSO)

HOYA Surgical Optics (HSO) is the globally leading Preloaded Intraocular Lens (IOL) focused company that provides technologies and solutions that exceed expectations, enabling ophthalmic surgeons to focus on restoring sight. We are dedicated to improving the vision and quality of life for millions of people suffering from cataract, and helping them celebrate life visually.

HSO empowers cataract surgeons all over the world with innovative ophthalmic devices and services, with an attention to detail that helps them achieve better surgical outcomes and better practice results. Our commitment to delivering these results is grounded upon a quality management system that is continuously improving to meet changing global regulatory requirements and our entrepreneurial drive to be the brand of first choice.

At HSO, People is the key factor to our success. We aim to create a conducive work environment for our employees around the globe, and to promote an inclusive culture based on our core values – Excellence, Passion, Innovative, Collaboration, and Accountability.

HSO way of working

In fulfilling our roles, we are

• Accountable for our own capabilities and development,
• Focused on delivering results without excuses, and
• Alive to the sensitivities, risk, and impact we have on others and work in a way that helps others do their work effectively.

We are looking for people who

• See beyond themselves and are impact-focused,
• Consider the needs, challenges, and objectives of every person with whom they interact, and
• Exhibit positive reinforcement to help others succeed.

About the role

Works closely with and have impact on:

All Key Accounts and Corporate Accounts, Field Marketing Manager Germany, Regional Sales Managers

Reports to: Commercial Director DACH

Function: Commercial

Work Location/Site: Frankfurt, Germany (Home Office)

Role Overview

This role is focused on strategic development of our key and corporate accounts. The key account manager collaborates closely with the strategic marketing manager and develops new ideas for our customers. The key account manager develops analysis and best in class strategies to develop HOYA sales in all clinics belonging to corporate account management.

Duties and Responsibilities

• Deliver quantitative and qualitative objectives (units / sales / MS / penetration Hoya products)
• Contribute to the analysis and development of the business plan
• Develop contracts / tenders and agreements with KA
• Implement and follow the business plan by KA
• Ensure the implementation of the strategy in relation with the RSMs and the sales team
• Ensure simple and regular distribution of KA information to the sales force
• Coordinate and support RSMs in their relationships with local/regional Key Accounts
• Ensure correct behavior and compliance with corporate ethics as well as the procedures that apply in the company (purchasing procedure, discounts, etc.)

Requirements

Experience

• Minimum 5 years in ophthalmology
• Experience with ERP/CRM Systems
• Experience with complex and high revenue accounts.
• Experience with tenders

Skills/Accreditations

• Deep knowledge of refractive, IOL, cataract surgical procedures and optical systems 
• Deep knowledge of French environment for the above.
• Excellent communication and collaboration skills with both internal and external partners.
• Excellent understanding of Processes and frameworks
• Acumen
• Work with great attention to detail
• Excellent English language skills

Academic Qualifications

• Business School or equivalent BAC +5
• Knowledge of operational marketing / selling
• Good level in English
• Relevant and extensive work experience dealing with important and complex customers. Technical training combined with open mindset and good listening capabilities. Solutions provider. 
• Good command of IT tools

Travel requirements

• 50%