Strategic Account Manager (m/f/i) MedTec, Acute Care - Germany
Job Description SummaryThe Strategic Account Manager (m/f/i) is responsible for identifying, managing and developing prioritized accounts on BDx Level in order to position BD as strategic partner at various stakeholder levels for joint value creation and to support achieving the BD sales and GP targets.
The Strategic Account Manager is accountable for the design and effective execution of a multi-year (3 to 5 year) strategic growth and tactical execution plan for her/his accounts and for managing the cross-Business Unit account teams to maximize revenue and GP growth, drive solution implementation in the accounts and establish strong customer relationships. He or she will work close with the SMT (Sales Management Team) & MMT (Marketing Management Team) to obtain the required support and ensure the implementation and execution of the plan.
About the role
Serve as the key interface to hospital management, initiate hospital discovery program via a 360° customer needs analysis, identify solutions with senior management based on the 360° needs analysis internally and externally and negotiate solutions with Board-level decision makers
Coordinate the activities of the account team and liaise with the various Business Units to understand priorities, risks and opportunities
Obtain buy-in, active communication and engagement with local BU teams to ensure the co-creation of value and effective implementation of solutions and the plan in strategic accounts
Establish strong personal relationships to all relevant power sponsors of the assigned accounts and key healthcare influencers nationally and locally on site and via the participation of relevant congresses and other customer conventions as well as gather and share market knowledge
Business outlook: manage financials, commercial supply, contractual status and SRM dashboard
Track the account KPIs in close cooperation with the BDx business analyst, manage key stakeholders in GPO associations and conduct regular account performance reviews with the Country General Manager and Country Business Leaders
Create opportunities for BD to consult with target accounts to deeply understand their needs and then develop tailored solutions
Negotiate appropriate strategic deals which meet customer and BDX expectations
Oversee implementation of solutions and remain the focal point of contact for the ‘power sponsor’ in the account
Be a strong ambassador for BD and our values externally and internally
Agree forecasted revenue with BU leaders per strategic account and roll-up to create BDx revenue and return on investment goals for target strategic accounts in accordance with the growth plans
Understanding the key figures, the strategy, partnerships and M&A, industry context as well as relevant market trends and account ecosystem dynamics
Ensure all plans, activities and investments are captured in SFDC
You have a university degree in business administration, economics or similar, ideally an MBA degree. This role requires significant experience (min. 5-8 years) in strategic sales or business development within the healthcare segment, including proven experience with board level negotiations, excellent business development skills and proven leadership skills to drive solutions.
You’ll need to have a strong understanding of the national healthcare and acute care system, its re-imbursement and influencing dynamics as well as understanding of the hospital landscape.
You’ll need excellent interpersonal skills, clear and precise communication skills and the strength to propose and apply actions. Furthermore, you are an “out-of-the-box” thinker, have the ability to work autonomously within a matrix organization and are capable of generating, prioritizing and completing work independently.
Further requirements are:
Passion for customer and relationship management.
Ability to understand and communicate effectively with individuals from a broad range of business and technical disciplines and an ability to influence these groups to achieve the objectives, both externally and internally.
Ability to work effectively both as a member and leader of multi-functional teams.
Proactive, rigorous, pragmatic, organizationally savvy, action-orientated with strong drive for results, comfortable with ambiguity and uncertainty.
Flexible with regard to travel within the assigned region.
Fluency in German and English is a must, additional European languages are a plus.
Good knowledge of MS Office and ideally SFDC.
A professional challenge in a highly motivated team, a global environment and with long-term perspectives. A familiar working atmosphere in an innovative environment where your opinion matters. Diversity characterizes our corporate culture and we are convinced that it makes us a stronger team. We value each person as an individual with their abilities and needs. In this sense, we welcome applicants who wish to work part-time, people with severe disabilities and applicants of any gender.
Primary Work LocationDEU Heidelberg - Tullastrasse
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