Key Accounts Manager

About Australasian Medical and Scientific Limited (AMSL) and New Zealand Medical & Scientific (NZMS):

AMSL and NZMS are subsidiaries of Dexcom, a worldwide leader in transforming diabetes care and management by providing CGM technology to help patients and healthcare professionals better manage diabetes. We form partnerships with world leading medical device, pharmaceutical and scientific innovators and are passionate about introducing and establishing advances in healthcare and science for the benefit of patients and healthcare providers.

Working in the Medical Devices Industry, you will be exposed to a broad range of products that have life changing effects on a patient's quality of life.

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Meet the Team:

The National Key Account Manager – Health & Wellness is responsible for leading Dexcom's Health & Wellness channel in New Zealand, developing and executing strategic account plans that drive sustainable growth, expand market access, and increase adoption of Dexcom solutions across corporate wellness programs, occupational health providers, pharmacies, and other emerging health and wellness partners.

The role is accountable for delivering commercial results through strategic customer engagement, contract negotiations, business development initiatives, and effective leadership of a small high-performing team. The incumbent will identify new market opportunities, establish strategic partnerships, and collaborate cross-functionally to improve access to Dexcom products and services.

This role plays a key leadership position within the Commercial Operations function and contributes to the broader New Zealand commercial strategy.

The National Key Account Manager – Health & Wellness will be instrumental in expanding Dexcom's presence within the health and wellness ecosystem, strengthening strategic partnerships, and supporting the long-term growth of the channel in New Zealand.

Where you come in:

Strategic Account Management

• Develop and execute the national Health & Wellness channel strategy.
• Launch the Stelo Product in New Zealand
• Identify, secure, and grow strategic partnerships.
• Develop multi-year account plans for key customers and strategic partners.
• Lead commercial negotiations, contract discussions, and partnership agreements in partnership with support functions.
• Manage and expand relationships with senior stakeholders across customer organizations.
• Deliver revenue, market share, and growth objectives for the Health & Wellness channel.

Business Development

• Identify emerging channel opportunities and new routes to market.
• Develop innovative partnership models that improve customer acquisition and retention.
• Assess commercial viability of new business opportunities and prepare business cases where required.
• Collaborate with marketing and commercial teams to launch new initiatives and programs.

Leadership & People Management

• Lead, coach, and develop a high-performing Health & Wellness team.
• Establish clear objectives and performance expectations.
• Build a customer-centric culture focused on accountability and execution excellence.
• Support talent development, succession planning, and capability building within the team.

Customer & Stakeholder Engagement

• Build strong relationships with executive-level stakeholders.
• Act as the senior commercial representative for the Health & Wellness channel.
• Work closely with healthcare providers, wellness organizations, insurers, employers, pharmacies, and other strategic partners.
• Represent Dexcom at industry events, conferences, and customer meetings.

Cross-Functional Collaboration

• Partner with Clinical, Professional Education, Marketing, Market Access, Finance, and Customer Experience teams to execute strategic initiatives.
• Drive alignment across internal stakeholders to ensure successful delivery of customer programs.
• Support forecasting, business planning, and investment prioritization activities.

Financial & Commercial Management

• Deliver channel sales, revenue, and profitability targets.
• Maintain accurate forecasting and pipeline management.
• Monitor business performance and implement corrective actions where needed.
• Ensure effective management of all commercial investments and account-specific budgets.

Compliance & Governance

• Ensure all business activities comply with company policies, industry standards, and relevant healthcare regulations.
• Maintain high ethical standards in all customer and stakeholder interactions.

Key Performance Indicators (KPIs)

• Revenue growth within the Health & Wellness channel
• Strategic partnership acquisition and retention
• Market expansion and new customer acquisition
• Forecast accuracy
• Customer satisfaction and engagement
• Team engagement and performance outcomes
• Achievement of annual business objectives
• Successful execution of channel growth initiatives

What makes you Successful:

• You demonstrate success in managing national accounts and complex commercial relationships.
• You have experience developing and executing strategic growth plans.
• • You possess strong financial, commercial, and negotiation skills.
• • You have experience leading and developing high-performing teams.
• • You apply strong commercial acumen to identify growth opportunities, evaluate business performance, and drive commercial outcomes.
• • You think strategically and develop long-term plans that align customer needs with company objectives.
• • You are customer-focused and build strong customer relationships while creating value-driven solutions.
• • You create a high-performance culture through coaching, development, and accountability.
• • You effectively influence stakeholders and negotiate mutually beneficial outcomes.
• • You drive initiatives to successful completion while maintaining focus on key business priorities.

• You have experience within medical devices, healthcare, pharmaceutical, health technology, or consumer health industries will be advantageous.
• You have understanding of the New Zealand healthcare landscape will be advantageous.
• You have experience working with insurers, pharmacy groups, corporate wellness programs, or healthcare providers will be advantageous.

Experience and Education:

• Bachelor's degree in Business, Commerce, Marketing, Health Sciences, or a related discipline.
• 7+ years of experience in key account management, strategic sales, business development, or commercial leadership.

Travel Required:

• 10% - 20% for internal event or Meeting

To all Staffing and Recruiting Agencies: Our Careers Site is only for individuals seeking a job at Dexcom. Only authorized staffing and recruiting agencies may use this site or to submit profiles, applications or resumes on specific requisitions. Dexcom does not accept unsolicited resumes or applications from agencies. Please do not forward resumes to the Talent Acquisition team, Dexcom employees or any other company location. Dexcom is not responsible for any fees related to unsolicited resumes/applications.

AI in Hiring Notice: We may use AI supported tools to help make our hiring process more efficient, consistent, and accessible for candidates around the world. All hiring decisions are made by people.

At Dexcom, we are committed to providing a fair and inclusive recruitment process, and welcome candidates of all genders and gender identities to apply. If any wording in this description appears unintentionally gendered or exclusionary, please be assured this is not intentional.

Should a reasonable accommodation be necessary to aid a disability, requests should be sent to Dexcom Talent Acquisition at [email protected].

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