Who is Drive DeVilbiss

Drive DeVilbiss has become a leading manufacturer and supplier of medical products with a strong and consistent track record of growth achieved both organically and through acquisitions. We are proud of our high-quality, diverse product portfolio, channel footprint and global operating scale. Our products are sold into the homecare, long-term care, retail, and e-commerce channels in more than 80 countries around the world.

“Leading the World with Innovative Healthcare Solutions that Enhance Lives”

Summary (Major Purpose of the Role):

To build, develop and cultivate relationships with our key account customers within your territory and achieve both revenue and profit targets across both service and capital revenue streams. To operate effectively at key account manager level to understand and influence the ordering process. To negotiate with contract leads and professional purchasing departments and contribute to the completion and delivery of monthly / quarterly contract review meetings and reports.

Main Activities/Responsibilities:

• Build and maintain strong relationships with key clients, serving as their primary point of contact for all business-related matters.
• Develop and implement strategic account plans to achieve sales targets, foster account growth, and identify new business opportunities.
• Conduct regular business reviews with clients to assess their needs, address concerns, and provide solutions that meet their objectives.
• Collaborate with cross-functional teams, such as sales, marketing, service and customer support, to ensure seamless delivery of products/services and exceptional customer experience.
• Identify upselling and cross-selling opportunities within existing accounts to maximize revenue generation – Capital & Service revenue & profit.
• Stay updated on industry trends, market conditions, and competitor activities to proactively identify potential threats and opportunities and disseminate this knowledge to managers within Sales and Marketing
• Prepare and present reports on account performance, sales forecasts, and market insights to internal stakeholders.
• Manage contract negotiations, renewals, and pricing discussions in collaboration with the sales & contract teams.
• Provide exceptional customer service by promptly addressing customer enquiries, resolving issues, and coordinating with internal teams to deliver timely solutions.
• Collaborate with product development teams to provide feedback and insights from clients, contributing to the development of new products/services.
• Gap analysis, utilise various tools, knowledge and customer insights to identify and act upon the gaps in contracted customer activity.
• Work with colleagues to deliver product knowledge training to customers as an influencing tool and implement formal training to assist in closing sales. Undertake other activities such as:
• Lunch time presentations
• Product demonstrations
• It will be necessary from time to time to undertake these functions at unsociable hours to meet the shift patterns of the customer.
• Work closely with contract management to ensure the identification, management and completion of all associated tenders linked to the purchase of Drive DeVilbiss Healthcare Products on the allocated area
• Assist in the development and presentation of a detailed annual business plan for the defined sales area.
• Work to the Sales standards as set by Drive DeVilbiss Healthcare
• Ensure the CRM database is systematically cleansed, updated, maintained and constantly represents a current snapshot of all customers, influencers and key opinion leaders on the territory. All customer visit information to be input on the CRM system the same day.
• Produce and deliver accurate monthly / quarterly customer contract reports.

Competencies:

• Strong sales and account management skills, with a proven track record of successfully managing key accounts and achieving revenue targets.
• Excellent communication and interpersonal skills to effectively engage with clients, understand their needs, and build long-term relationships.
• Strategic thinking and problem-solving abilities to identify client challenges, propose innovative solutions, and drive business growth.
• Strong negotiation and influencing skills to navigate complex client relationships and achieve mutually beneficial outcomes.
• Analytical mindset with the ability to interpret data, extract insights, and make data-driven decisions.
• Exceptional organizational and time management skills to effectively prioritize tasks, manage multiple projects, and meet deadlines.
• Proficiency in CRM software and Microsoft Office Suite to manage client information, track activities, and produce reports.
• Proactive and self-motivated with a passion for delivering exceptional customer service.
• Ability to work independently, as well as collaboratively in a team environment.
• Strong industry knowledge and understanding of market dynamics.

Education and Experience:

• Previous and proven track record of successful Key Account Management
• Previous experience working with, specifying and being involved in the sales of clinical beds and pressure care products would be advantageous
• Previous experience of selling into Healthcare Market
• Ability to work autonomously, set and agree agendas and deliver agendas is essential
• Ability to work as part of a multi-disciplinary team is essential
• Strong Business and Commercial Acumen
• Excellent time management skills
• Excellent attention to detail and the ability to spot gaps and trends in customer buying patterns

Why Apply to Drive DeVilbiss

Competitive Benefits including – company sick pay, 26 days annual leave rising to 28 (+ Book Your Birthday Off Work and the option to buy/sell/carry over annual leave), pension, Employee Assistance Programme, Bike2Work, free onsite parking, long service recognition, staff discount on our products and access to Perkbox (our benefits and rewards platform).

Equal Opportunities Statement:

Drive DeVilbiss is an equal opportunity Employer and provides equal employment opportunities to all employees and applicants for employment. We ensure that to ensure that no candidate receives less favourable treatment on the grounds of race or colour, nationality, national or ethnic origin, sex, marital status, religion, age, sexual orientation or disability. Drive DeVilbiss complies with applicable legislation governing non-discrimination in employment in every location in which the company has facilities. Selection criteria and procedures are regularly reviewed to ensure that individuals are treated on the basis of their relevant merits and abilities.

All successful candidates will be required to prove their eligibility to work in the UK, as well as accurate reference details covering their recent employment history. Please note some roles are also subject to an Enhanced DBS check.