The SDs priority is be a trusted advisor, gaining an understanding of assigned IDNs strategic goals and developing Siemens solutions to align with those goals and increase C-Suite contacts and relevance. Knowledge of the healthcare macro environment, health system operations and purchasing processes, service line development and reimbursement, and operational efficiency are important to this position.
The SD must be capable of sharing the Siemens Healthineers story to the C-Suite Level; managing the account both externally and internally. They must be able to develop and sustain ongoing relationships (both pre and post sales transactions) and with key IDN decision makers, specifically at C-suite.
The SD performance will be measured based on ability to increase Siemens Healthineers penetration of products and services, revenue growth and c-suite contacts within assigned IDNs.
Influence key stakeholders to expand the Siemens relationship. The SD will build relationships with key IDN level decision makers and be the trusted advisor and resource for both pre- and post-sales needs.
Responsibilities include but are not limited to:
• Entrepreneurial spirit and innovative thinking; proactively creates and executes Account Management Strategy: Listens, engages and problem-solves w/ the customer; proactively builds ongoing relationships with C-suite and key stakeholders to provide consultative support and gain customer insight; identifies opportunity for Siemens Healthineers; articulates total Healthineers message, seeks opportunities for differentiating Siemens Healthineers from other suppliers by leveraging the breadth of products and services, incl. financial aspects of C-level strategy.
• Account Planning:
Engages with relevant stakeholder for non-transactional discussions; develops multi-year account strategy and balances with Siemens vision; develops account plan and goals for all teams interacting with the customer, timeline and action plans to win deals; regularly reviews local and system level customer strategy to define / update Siemens sales strategy; defines specific Siemens offering for the account and develops pitch e.g. standardization to increase financial outcomes
• Deal Cycle Management:
Establishes contractual agreements; helps provide central support for contract approval and management; coordinates activities to respond to RFI, RFP etc – both prior and during the process; negotiates pricing, deal structure, T&Cs with customers; ensures equip configuration, menu selection, pricing, service needs meet contract terms; set expectations for sales team in working with customer on local, regional and zone level
• Installation/Delivery Management
Executive oversight for potential issues regarding installation/delivery, POs, product uptime, service response, pricing disputes / compliance to contract; conducts periodic internal and external business reviews.
Required Knowledge/Skills, Education, and Experience
Candidates for this position should possess strong communication and sales skills necessary to work with both internal and external customers, including CEO, CMO and other executive level individuals. Strong matrix management skills and project orientation across all parts of the business is desired.
Organization: Siemens Healthineers
Company: Siemens Medical Solutions USA, Inc.
Experience Level: Experienced Professional
Job Type: Full-time
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