Siemens Healthineers is a leading global medical technology company with over 170 years of experience and 18,000 innovative patents. More than 48,000 dedicated professionals in over 70 countries are driven to shape the future of healthcare. Siemens Healthineers generated revenue worth 13.4 billion euros and profits over 2.1 billion euros in the fiscal year 2018.
Siemens Healthcare AB, as part of Siemens Healthineers’ global organization, operates in Sweden and is a part of the Nordic & Baltic Zone. The revenue was in 2018 approximately 93 M€ and the company employs 190 people.
Siemens Healthineers stand together with their customers around the world to support them in delivering high quality care to their patients. An estimated 5 million patients across the globe benefit every day from the company’s innovative technologies and services in the areas of diagnostic and therapeutic imaging, laboratory diagnostics and molecular medicine, as well as digital health and enterprise services.
Siemens Healthineers is the employer of choice for all those, who like to learn and reinvent themselves. The company attracts people who want to contribute to more than just business success – people who seek a unifying sense of purpose in what they do.
Read more about the company and its’ services at https://www.siemens-healthineers.com/
This individual contributor position consists of two elements: (1) Corporate Key Account Manager (75%) responsible for identified key customers in Sweden and (2) Enterprise Services Country Lead (25%) for Sweden
Corporate Key Account Manager – Sweden
The Corporate Key Account Manager (CKAM) is leadership position, preferably located with geographical proximity to the Corporate Key Account(s).
The position holder will be responsible for the strategic development and commercial maximization of the Corporate Key Account’s penetration and profitable growth. The CKAM acts as central interface between the Key Customer and the Siemens Healthineers organization and as the advocate for the Key Customer’s interests and shows a personal long-term commitment for their Key Customer(s).
The CKAM responsibilities and tasks fall into the following (8) categories:
Fully Responsibility for the Corporate Key Account Analysis and Transparency
Strategic Account Development
Vertical Market Knowledge Exchange
Collaboration & Team Management
Operational Planning & Execution
I. Responsibility for the Corporate Key Account Analysis and Transparency
Is the primary contact at the Key Account’s senior management level (CXO, Key Influencers, VPs) and aligns with the Client Service Team – CST (assigned account managers, sales managers, product specialists, service organization, etc.) on the departmental and key user level
Is primarily accountable for the implementation of strategic initiatives at the account defined in close alignment with the CST and maintains at all times a comprehensive overview about the customer’s business, C-level and important internal influencers as well as the mid to long term strategy goals (e.g. potential M&A activities)
Is further accountable for driving revenue goals at the Key Customer together with the responsible account managers in the countries.
Represents the Key Account to the Siemens Healthineers organizations and orchestrates a unified team approach towards the customer.
Analyzes Key Customer’s market, business targets, strategy, value chain and key Business drivers and effectively transfers this knowledge to the Siemens Healthineers organizations and Regions.
Evaluates the Key Account’s potential & penetration for Siemens Healthineers.
Coordinates and supports the creation of value-based offers, including terms & conditions and the alignment of the offer with the Key Account.
II. Strategic Account Development
Is responsible for the achievement of the defined Key Account’s strategic business goals in close alignment with the departmental goals, which are the responsibility of the CST
Develops a unified 3-5 year Key Account strategy and business plan based on the strategic goals of the Key Customer together with the CST.
Aligns the Siemens business planning of the respective Siemens Healthineers organizations with the strategic goals of the Key Customer.
Develops and maintains the Account Business Plan (ABP) according to the Account Development Process (ADP).
Actively aligns the Key Account goals & strategy with the CST, and other key stakeholders (Region and Zone Management).
Agrees upon the necessary resources with the relevant Siemens Healthineers organizations.
III. Vertical Market Knowledge Exchange
Feeds Key Customer’s requirements back into the respective Siemens Healthineers organizations. By doing this, influences the relevant Siemens Healthineers strategy and portfolio development to meet the Key Customer’s needs worldwide.
Focuses on the Siemens Healthineers value promises and deliverables (in the scope of products, solutions and services) according to Key Customer and market needs.
Provides value to the Key Customer by sharing information about market and industry.
IV. Collaboration & Team Management
Coordinates/motivates the members of the relevant Siemens Healthcare organizations.
Actively aligns with the CST when it comes to interaction on seniority levels at the Key Account.
Aligns with members of the relevant Siemens Healthineers organizations to develop business with the Key Customer & meet the common goal: Profitable growth for Siemens Healthineers and climbing the customer ladder.
V. Relations Management
Builds/maintains relationships with the senior management customer decision makers.
Supports relationships at all other levels within the Key Account.
Drives executive relationship development
Builds up an informal network of industry experts and influencers.
VI. Escalation Management
Provides early recognition of potential risks with (major) business impact. When necessary escalates identified risks in time to appropriate Siemens Healthcare organizations in close alignment with the CST.
VII. Operational Planning & Execution
Owns responsibility for the implementation of the Account strategy, especially for share-of-wallet, assigned Key Account budget and regular forecast based on YTD figures.
Continuously updates the strategic and operational Key Account planning, (SHAREVILLE is the responsibility of the CST)
May coordinate and moderate business operations for the Key Account.
Enterprise Services Country Lead – Sweden
Collaborating with the zone lead for Enterprise Services (ES) and the Swedish Siemens Healthineers sales organization, the Enterprise Services Country Lead will develop the ES market in Sweden, build a sales funnel and drive opportunities to completion.
Responsible for the complete ES portfolio and acts as the ES “go to / subject matter expert” individual in Sweden.
Responsible for country ES P&L, including forecasting and achievement of order and revenue targets
Develop Enterprise Services (ES) market within Sweden
Create and implement ES activities in order to achieve business targets
Develop successful offerings and pricing models along with risk mitigation strategies to meet customer’s requirements and support bids
Educate and support customers and Siemens Healthineers on the ES portfolio to drive business success
Develop and orchestrate partnerships with internal and external stakeholders.
Leverage and train internal resources, namely sales organization, in order to uncover and drive ES business opportunities. Effectively collaborate with Diagnostics and Imaging Sales and Marketing teams to maximize opportunities and ensure customer satisfaction
Work effectively and collaboratively with the organization to promote new business models
Lead ES RFI, RFP, RFQ submissions
Execute customer presentations
Actively engage with top level decision makers in the Healthcare Market (e.g. CEOs, CIOs, CFOs, Director level, IT, managers, Physicians).
To Identify potential and relevant partnership targets in order to enhance overall Siemens Healthineers offering
Strong leadership and influence, particularly within a matrix organization
Has a strong understanding of key account principles
Shows innovative approaches/entrepreneurship and execution
Can maintain composure and achieve objective under pressure
Demonstrates passion for customers and customer relationship building
Shows strength in consultative selling and positioning value
Can conduct and utilize financial analysis of the Key Customer
Shows a comprehensive understands healthcare industry KPIs
Possesses excellent written and verbal communications skills.
Has strong negotiation and conflict management skills.
Has strong knowledge in CRM management including the use of opportunity management /pricing processes and tools.
Good written and verbal communication skills with problem solving capabilities
Proven multi-year experience and consistent performance in developing customer accounts (e.g. minimum 10 years sales in account management, business management, zone or country leadership experience required).
In-depth knowledge of the Swedish in-vivo/in-vitro IT market with a very good understanding of the financial and commercial side
Experience in selling Siemens Healthineers portfolio is a strong advantage.
Familiarity with both in-vivo and in-vitro and service offerings preferred.
Willingness to travel for work in Sweden and abroad
Driving license (minimum: B)
Bachelor’s degree in Business and/or Healthcare. Master’s Degree Preferable
Swedish and English
Please contact Birgitta Tarring Lindberg at firstname.lastname@example.org
Job ID: 181366
Organization: Siemens Healthineers
Company: Siemens Healthcare AB
Experience Level: Experienced Professional
Job Type: Full-time