Key accounts specialist

At Zimmer Biomet, we believe in pushing the boundaries of innovation and driving our mission forward. As a global medical technology leader for nearly 100 years, a patient’s mobility is enhanced by a Zimmer Biomet product or technology every 8 seconds.

As a Zimmer Biomet team member, you will share in our commitment to providing mobility and renewed life to people around the world. To support our talent team, we focus on development opportunities, robust employee resource groups (ERGs), a flexible working environment, location specific competitive total rewards, wellness incentives and a culture of recognition and performance awards. We are committed to creating an environment where every team member feels included, respected, empowered and recognised.

What You Can Expect

The Key Account Sales Manager is responsible for driving sustainable business growth and maximizing the performance of strategic healthcare accounts within the assigned territory. This role develops and executes account strategies that strengthen long-term partnerships with key customers while identifying new business opportunities across the company's portfolio of medical devices and solutions.

The successful candidate will lead complex sales initiatives in HMO´s and hospital chains, coordinate cross-functional resources, and build trusted relationships with healthcare executives, physicians, clinical stakeholders, procurement teams, and hospital leadership. This position requires strong business acumen, strategic account planning, and the ability to navigate complex healthcare organizations to deliver customer value and achieve commercial objectives.

How You'll Create Impact

Principal Duties and Responsibilities:

• Develop and execute strategic account plans for key customers, aligning commercial objectives with customer needs and long-term growth opportunities.
• Manage relationships with executive-level stakeholders, clinical leaders, physicians, procurement teams, and hospital decision-makers.
• Driving revenue growth by identifying new business opportunities, expanding product adoption, and increasing market share within assigned accounts.
• Lead complex sales processes, including opportunity identification, value-based selling, contract negotiations, and business reviews. Ensuring success in negotiations providing growth and new sales generation.
• Collaborate with Marketing, Clinical, Medical Education, Customer Service, Supply Chain, Finance, and other cross-functional teams to deliver integrated customer solutions.
• Analyze market dynamics, customer trends, and competitive activities to develop effective business strategies.
• Maintain an accurate sales pipeline, customer forecasts, and CRM documentation to support business planning and performance tracking.
• Ensure compliance with all company policies, industry regulations, and ethical business practices.
• Represent the company at customer meetings, scientific events, industry conferences, and educational programs as required.

What Makes You Stand Out

Expected Areas of Competence (i.e., knowledge, skills and abilities)

• We are looking for individuals with positivity, take initiative, influence change, and thrive in a fast-paced environment.
• Contribute to the team by enriching a culture of high integrity, winning, and accountability.
• Experience navigating clinical environments, capital acquisitions, and sales.
• Effectively communicates the impact of patient engagement technologies.
• Demonstrated experience managing and closing complex sales-cycles.
• Can articulate business justification and ROI models as manage margins.
• Strong knowledge of health care economics as it relates to value based healthcare and the impact of technology as a solution.
• Knowledge of competitor’s products and strategies, specifically in episode of care and patient engagement.
• Strong presentation skills to physicians, executives, and large audiences.
• Exceptional interpersonal communication skills, both speaking and listening to others.
• Strong negotiation and persuasion skills with the ability to overcome objections and influence outcomes understanding of the sales, marketing, product engine, implementation and distributor functions.
• Demonstrated ability to close complex sales with hospitals and health systems involving multiple stakeholders.
• Strong clinical and technical acumen with the ability to effectively communicate complex technology.
• Exceptional interpersonal, negotiation, and presentation skills.
• Self-starter with a strong sense of accountability and strategic thinking.

Your Background

Education/Experience Requirements

• Bachelor’s degree required; MBA or advanced healthcare-related degree preferred.
• Senior experience of successful capital sales experience in medical devices, surgical robotics, or healthcare technology.
• Fluent in English, desired Spanish communication.

Travel Expectations

50%

EOE/M/F/Vet/Disability