Sr Director, Strategic Corporate Accounts

Job Description

Organization: Siemens Healthineers
Business Unit: Business Administration
Requisition Number: 247656
Primary Location: United States-Florida-Orlando
Assignment Category: Full-time regular
Experience Level: Senior level
Education Required Level: Bachelor's Degree
Travel Required: 50%

Division Description:

Siemens is a global technology powerhouse that has stood for engineering excellence, innovation, quality, reliability and internationality for more than 165 years. As a global technology company, Siemens is rigorously leveraging the advantages that this setup provides. To tap business opportunities in both new and established markets, the Company is organized in nine Divisions: Power and Gas, Wind Power and Renewables, Energy Management, Building Technologies, Mobility, Digital Factory, Process Industries and Drives, Healthineers and Financial Services.
With 45,000 employees Siemens Healthineers is one of the world’s largest suppliers of technology to the healthcare industry and a leader in medical imaging, laboratory diagnostics and healthcare IT. All supported by a comprehensive portfolio of clinical consulting, training, and services available across the globe and tailored to customers’ needs. So that more people can have a life that is longer, richer, and more filled with happiness.
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Job Description:

Position Overview:

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. 
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

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.


Equal Employment Opportunity Statement
Siemens is an Equal Opportunity and Affirmative Action Employer encouraging diversity in the workplace. All qualified applicants will receive consideration for employment without regard to their race, color, creed, religion, national origin, citizenship status, ancestry, sex, age, physical or mental disability, marital status, family responsibilities, pregnancy, genetic information, sexual orientation, gender expression, gender identity, transgender, sex stereotyping, protected veteran or military status, and other categories protected by federal, state or local law.

EEO is the Law
Applicants and employees are protected under Federal law from discrimination. To learn more, Click here.

Pay Transparency Non-Discrimination Provision
Siemens follows Executive Order 11246, including the Pay Transparency Nondiscrimination Provision. To learn more, Click here.

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