Key Account Manager in Medical Devices | Case Study

The Client

Our client, Apos Therapy, is an internationally recognised innovative medical treatment for musculoskeletal disorders, with a focus on knee osteoarthritis and lower back pain.

The Business Challenge

Embarking on a phase of significant growth Apos Therapy required a true search partner. Their initial requirements were for two Key Account Managers who would report to and work closely with the VP for Business Development and Market Access. These posts were critical positions to support, develop and grow the network of Accredited Certified Providers Apos Therapy collaborate with in the UK.

Apos Therapy had a specific and extensive ‘skills profile’ candidates needed to possess. This made for a challenging search but one we relished.

Our Solution

Meetings were held with Apos Therapy to allow us to fully understand the technical and behavioural characteristics the individuals would need to possess in order to grow their business in the UK going forward. Although titled ‘Key Account Manager’, candidates needed a blend of commercial, strategic, marketing and project management acumen.

Our search spanned the independent care sector, medical devices and pharmaceuticals

Each assignment targeted over 70 individuals. Such was our level of understanding of the requirements coupled with the rigours of the initial phase of interview & assessment, two standout candidates were chosen for face-to-face, competency-based client assessment.

The Result

A two-stage interview process was undertaken by senior management and shareholders of Apos Therapy.

To add to their own appraisal, the interview panel were aided by comprehensive interview notes provided by Collingwood.

After evaluating the candidates’ performance and fit for the business, a unanimous decision was made on who to appoint for the South West Key Account Manager role.

Both candidates for the Midlands/North role were extremely well received with only marginal preference for the chosen individual.