Account Manager

At Ontex, we are making everyday life easier across generations. Worldwide our 5,500 colleagues are taking pride in their work, guided by our values – Passion, Reliability, Integrity, Drive and Everyone. Every day they are developing, producing, and distributing affordable and sustainable baby, woman and adult personal care products.

As a leading international provider of personal hygiene solutions for retailer brands and healthcare partners, founded in Belgium in 1979 and listed on Euronext Brussels, we believe that innovation should be accessible to everyone.

As we continue being 'Here for you’, we’re looking for a   Account Manager to join our  Sales team.

Why does this job exist at Ontex?

Job purpose
•    Building relationships with new/ existing or prospective customers & internal stakeholders based on trust and respect.
•    To maintain and support  existing business and gain new business as per Local/Global Business Unit Strategy via the identified routes to market
•    To develop and maintain an understanding of the existing routes to market and opportunities for new routes to market
•    Allocate time and activity as required to supporting and developing both the NHS & Distributor route to market
•    Develop a territory business plan in line with the Company strategy and targets
•    To demonstrate a comprehensive knowledge of the Ontex range of products for the management of incontinence and to keep up to date with any product developments, the introduction of new products and any changes to product specifications.
•    To report back to the National Sales Manager on territory activity and market intelligence. Share information with colleagues in support of a uniform approach to the market, via the CRM C4C application
•    To ensure effective use of the CRM C4C application and adhere to standard operating procedures
•    To support the Nurse Advisor(s) and identify their key activities as per Customer requirement
•    To follow and implement the market pricing strategy, maintaining profitability and sustainability
•    Actively participate in the Account Manager Meetings & other Sales Meetings

Main responsibilities and key tasks
•    Communicating with clients to understand their needs and explain product  & Service value.
•    Collaborating with internal departments to facilitate customer requirements.
•    Keeping accurate records pertaining to activity and account notes.
•    Maintaining updated knowledge of company products and services.
•    Resolving complaints and preventing additional issues by improving processes.
•    Identifying industry trends.
•    Focus on improving the customer experience to ensure that the needs of Ontex customers are met in line with their contract or Service Level Agreement. Including: the delivery of detailed quarterly reviews and annual reviews, using the standard templates and monitoring/management of KPI requirements
•    To ensure that the company’s sales targets are met through the implementation of a Business Plan focusing on the Company’s routes to market including: Direct Home Delivery, Indirect Home Delivery (NHSSC HD), NHS Supply Chain RDC, Commercial Procurement Collaborative Hubs and the changing landscape of the wider NHS (England) and Private organisations. 
•    To work in partnership with other Business Unit Teams as appropriate and support: business development, maximize sales opportunities and to build strategic partnerships.
•    To identify and maintain regular contact and work in partnership with the members of the DMUs (Decision Making Units) eg Clinical Nurse Specialists, Procurement Managers and Finance Managers in all the routes to market. And develop strong working relationships with the Community/Acute Account Managers from NHS Supply Chain and other Business Unit Sales Teams as appropriate.
•    To support customers with the provision and interpretation of product information and technical data to deliver best practice for users and cost effectiveness for the customers
•    Ensure that the relevant Reporting documentation is kept up to date and update Monthly or as required
•    To maintain customer records and operate a 12 week plan reporting activity on a daily basis. Using the CRM C4C application and compliance to the Standard Operating Procedures
•    To maintain up to date knowledge of  the Management of Incontinence and Procurement processes through in-house training, external training and links to professional bodies e.g. ACP, HCSA,MIA
•    To maintain up to date knowledge of  Market space- reporting any significant information to the National Sales Manager. 
•    To work in accordance with the company’s policies and procedures paying particular attention to Health and Safety at all times in addition compliance to: Information Governance policies, email etiquette guidance  and the social media policy
•    Ensure that the Outlook Calendar is populated with all confirmed appointments, Account Manager Meetings, Sales Meetings and Annual Leave for at least 12 weeks in advance
•    Any other duties and responsibilities as may be reasonably required from time to time

Job requirements
Educational requirement
•    Sales competencies and evidence of sales acumen
Experience requirement
•    Understanding of the NHS and routes to market
•    Commercial awareness
•    2 years minimum Healthcare Sales Experience

Competencies
o    Good Interpersonal skills 
o    Computer literate
o    Self - motivated
o    Process oriented
o    Clear communicators with the ability to confidently deliver financial presentations
o    Ability to plan and manage their own workload. 
o    Ability to work independently, as well as being part of a team. 
o    A full UK driving license- with no more than 3 points 

Job complexity and challenges
•    To maintain a comprehensive understanding of the NHS & Distributor channel and factors affecting routes to Market
•    Support the delivery of sustainable and profitable growth
•    To have a comprehensive understanding of the Local Ontex and Competitor Market share
•    To develop relationships with key personnel from NHSSC and Distributors selling into the NHS
•    Explore opportunities for the introduction of the B2B/ B2C platform
•    Maintain an understanding of NHS / Department of Health / NMC (and other governing bodies) policy affecting the provision of disposable continence care products and best practice
•    Support the National Sales Manager in identifying the DMUs (Decision Making Units) for all existing customers –direct and indirect and prospects
•    To work in accordance with the Company’s policies and procedures paying particular attention to Health and Safety at all times. And in addition: compliance, information governance, email etiquette and social media policies
•    Maintain an awareness of any market trends, new innovations / technology or product developments within the market, report to the NHS Sales Manager 
•    Any other duties and responsibilities as may be reasonably required from time to time.

Accountability and scope factors
•    Net Sales 
•    New customer development
•    Retention level
•    Gross Margin 
•    Maintain Professional Registration to the NMC (if applicable)
•    To adhere to Local and Group Policies/Procedures 
•    To effectively and positively promote any new products or innovations
•    To maintain effective communication with the territory team and the internal team
•    Responsibility to read, understand and adhere to all company policy documentation in relation to the company Information Security Management System (ISMS) and perform all duties in compliance with the legal obligations of the Data Protection Act:1998.
•    To keep up to date with the Ontex Local and Ontex Global structure
•    To work in accordance with the Ontex core values: P.R.I.D.E
•    To participate in the Ontex 4 You meetings and meet the objectives as per plan
•    To work towards the Personal Development Plan – if applicable

If you're passionate about the role and believe you would be a great fit, we'd love to hear from you. We welcome candidates from all backgrounds to apply, ensuring a fair and transparent selection process. Should you have any questions, feel free to contact our HR department at fabrizio.gagliardo@ontexglobal.com.

Here for you.

   ontex.com