HME Key Account Manager

Adecco is recruiting for its client, a global leader in t echnology, electronics and healthcare , an HME Key Account Manager for its Ultrasound business division.

The role is responsible for driving business growth and managing strategic Key Accounts by developing and executing market-specific sales strategies, building strong relationships with distribution partners, major hospitals and Key Opinion Leaders (KOLs), and ensuring sustainable business performance.

• 3+ years of experience in Key Account Management, Sales or Business Development, preferably within the medical devices, healthcare or ultrasound/imaging industry.
• Proven experience managing strategic customers, distributors and/or hospital accounts.
• Good understanding of the Romanian healthcare market and tender/procurement processes.
• Experience working with hospitals, medical institutions, distributors and healthcare professionals is highly desirable.
• Strong commercial and negotiation skills, with a proven ability to manage complex sales cycles.
• Experience managing sales pipelines, forecasts and business opportunities.
• Strong analytical skills and the ability to translate market information into actionable business strategies.
• Excellent communication and presentation skills.
• Fluent Romanian and English; other languages are an advantage.
• Willingness to travel nationally and attend customer meetings, tenders, congresses and industry events

Sales Strategy & Business Development

• Develop and execute sales targets and commercial strategies for key regions and territories.
• Manage the full sales pipeline across assigned regions, from opportunity identification and qualification through strategic pursuit and closure.
• Identify, develop and maintain short-, medium- and long-term relationships with Key Accounts, including major hospitals and medical institutions.
• Identify new business opportunities and develop strategies to increase market share and revenue.
• Proactively influence tender processes by leveraging a strong understanding of the Romanian healthcare procurement and tender environment, engaging relevant stakeholders and supporting the development of technical specifications aligned with the company's solutions.

Channel & Partner Management

• Work closely with local distributors and partners to develop sales plans and ensure effective execution.
• Monitor partner performance, identify improvement opportunities and provide appropriate commercial support.
• Regularly review sales performance and communicate business updates, forecasts and key issues to HQ.
• Build strong, long-term relationships with distribution partners and other strategic stakeholders.

Market & Customer Engagement

• Continuously monitor the Romanian healthcare system, regulations, market developments and competitive landscape to identify new business opportunities.
• Develop and maintain relationships with Key Opinion Leaders, medical professionals and relevant medical societies.
• Understand customer needs and coordinate with internal teams to provide effective solutions and ensure high levels of customer satisfaction.
• Represent the company at customer meetings, industry events, congresses and other relevant healthcare activities.

Marketing & Reporting

• Plan and execute local marketing initiatives, including seminars, congresses, workshops and promotional events.
• Provide market intelligence, competitor insights and customer feedback to HQ.
• Prepare regular reports covering sales performance, pipeline development, market trends, opportunities and risks.
• Contribute to the development and implementation of local go-to-market strategies.