BD is a leading global medical technology company that creates medical technology, devices and laboratory equipment for a variety of needs across the healthcare continuum. At BD, we are looking for candidates who possess passion, innovative solutions and a commitment to our one mission of improving access to groundbreaking medical and biotechnology services for people near and far, delivering state-of-the-art technology and cutting-edge research in the battle to fight and cure infectious diseases. With a global reach that extends across 50 countries worldwide, our network of professionals collaborates on effective measures to deliver enhanced patient quality such as lower health care delivery costs, improved health care and safety, and expanded health care for all. Join our company and see how you can become a part of one global mission to make a difference in human health.
Strategic Account Manager - Acute Care
As a Strategic Account Manager reporting to our Sales Manager, you will be responsible for identifying, managing and developing prioritized accounts in the acute care segment in order to position BD as strategic partner on executive board level 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 and establish strong customer relationships.
Within this role you will prospect, develop and manage the assigned accounts to maximize revenue and GP growth for BD product and services portfolio with strong focus on the defined BD growth drivers.
You will 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, negotiate of identified solutions, key contracts and overall pricing, define the annual financial targets feeding into the BD country budget and design and execute a 3 year strategic plan for the assigned accounts.
Guide Business Units in solution development and coordinates project teams for solution implementation in the accounts, including the activation of the required internal resources (Marketing, Business Analytics, Technical Service, CCO, Clinical, etc.)
Additional responsibilities such as :
informal leading of customer-focus team without direct authority
establish strong personal relationships to all relevant sponsors and power sponsors of the assigned accounts directly on site and via the participation of relevant congresses and other customer conventions,
track the account KPIs in close cooperation with the BDx business analyst,
manage key stakeholders in GPO associations,
conduct regular account performance reviews with CGM and CBLs,
collaboration with BDX leadership team
organize and coordinate BD customer events.
Educated to MBA, you have at least 8 years’ experience in sales, ideally in the acute market and the ability to establish, maintain and develop relationships with board level members of Swiss Hospitals
experience with board level negotiations,
excellent business development skills and proven leadership skills to drive solutions,
know-how of BD product portfolio,
strong understanding of Swiss healthcare system, its re-imbursement and influencing dynamics,
deep understanding of hospital landscape to identify candidate hospitals and their needs which should be prioritized for the SAM approach ,