Sr Director, Strategic Corporate Accounts
Business Unit: Business Administration
Requisition Number: 229469
Primary Location: United States-Pennsylvania-Malvern
Assignment Category: Full-time regular
Experience Level: Senior level
Education Required Level: Bachelor's Degree
Travel Required: 50%
The Senior Director (SD) manages account relationships and represents the entire Siemens Healthineers portfolio (LD, POC, SV, DI, AT, US) to assigned IDNs . The SD must be able to create and articulate a clear broad value proposition of the full Siemens portfolio, tailored to align with customer’s strategy and needs, SD will utilize Healthineers capabilities in population health, digital and enterprise services to fully leverage the value of the entire Healthineers portfolio.
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 ManagementExecutive oversight for potential issues regarding installation/delivery, POs, product uptime, service response, pricing disputes / compliance to contract; conducts periodic internal and external business reviews.
Preferred education is a bachelor’s degree and minimum 10 years of experience in the healthcare industry with consultative and direct sales 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.