Key Account Manager - TENA

Are you an experienced Key Account Manager who thrives on building strategic distributor partnerships and delivering sustainable commercial growth?

We’re looking for a Key Account Manager – TENA Distributors to take responsibility for our distributor partnerships across the UK & ROI, playing a key role in growing our TENA business across community and long-term care.

This is a UK & ROI-wide role, working closely with our distributor network to develop strategic partnerships, identify opportunities for growth and increase the reach and adoption of the TENA portfolio.

As the role covers the entire UK & ROI, regular travel will be required to meet with distributor partners and customers across the territory.

As Key Account Manager, you’ll take ownership of key distributor relationships across the UK & ROI, developing and executing strategic account plans that drive sales, profitability and market share across the TENA portfolio.

• Developing and delivering strategic account plans with UK & ROI distributor partners to support sales, profitability and market share growth.
• Building strong, senior-level relationships within our distributor network and becoming a trusted commercial partner.
• Leading Joint Business Planning with key distributors, agreeing clear objectives, actions and measures of success.
• Identifying and converting new business, product conversion and account development opportunities through our distributor network.
• Increasing the penetration and adoption of the TENA portfolio across community and long-term care settings.
• Working collaboratively with the Business Development Manager and Long-Term Care Key Account Manager to maximise opportunities across shared customer groups.
• Negotiating commercial agreements that deliver sustainable growth while protecting profitability and our strategic position.
• Using an evidence-based, consultative and value-focused approach to demonstrate the benefits of the TENA portfolio.
• Identifying opportunities to improve patient and resident outcomes while delivering commercial value for customers and Essity.
• Providing customer intelligence, competitor insight and market trends to help inform our UK & ROI commercial strategy and identify future growth opportunities.
• Ensuring national and regional initiatives are successfully implemented through key distributor accounts.
• Collaborating with Clinical, Marketing, Customer Excellence and Supply Chain colleagues to deliver an excellent customer experience.
• Acting as an ambassador for TENA and Essity, representing our purpose, values and commitment to improving quality of life.

You’ll be a commercially focused, customer-led Key Account Manager who knows how to build successful distributor and indirect customer relationships across a broad geographical territory.

You’ll be confident balancing the needs of our distributor partners and customers with Essity’s commercial objectives, using insight and strong relationship management to identify opportunities for sustainable growth.

• Strong key account management and strategic account planning experience.
• A track record of delivering sales, profitability and account growth.
• Experience of managing distributor or indirect customer relationships.
• The ability to build credible, senior-level relationships with customers and commercial partners.
• Strong commercial awareness and confidence negotiating commercial agreements.
• Experience of Joint Business Planning and developing mutually beneficial customer strategies.
• A consultative approach to selling, focused on delivering value and developing long-term partnerships.
• The ability to identify and convert new business and account development opportunities.
• Strong analytical skills with the ability to translate customer and market insight into action.
• Excellent communication, influencing and stakeholder management skills.
• A collaborative approach and the ability to work effectively across different functions.
• The ability and willingness to travel regularly throughout the UK & ROI to meet distributor partners and customers.

Our purpose, Breaking Barriers to Well-Being, provides meaning to everything we do. Join us to improve well-being for people and drive positive change for society and the environment. At Essity, you'll feel valued, empowered to grow, and challenged to achieve business results in a collaborative and open atmosphere. Innovate for Good | Excel Together | Be You with Us

Application End Date:

15 Nov 2026

Job Requisition ID:

Essity266430