Strategic Account Manager, Northeast

1 week ago

Boston, United States Bracco Diagnostics Inc Full time

Bracco Diagnostics Inc. is a subsidiary of Bracco Imaging which is part of the overall Bracco Group. The Company specializes in the clinical development, marketing and sales of diagnostic contrast imaging agents. Bracco Diagnostics Inc. primarily markets its products to hospitals throughout the United States. Bracco Diagnostics Inc. is committed to the discovery, development, manufacturing and marketing of imaging agents and solutions aimed at providing a better use and management in terms of diagnostic efficacy, patient safety and cost effectiveness.

Job Purpose

The Strategic Account Manager (SAM) will successfully position Bracco Diagnostics as a Strategic Partner for key IDNs that are currently or could potentially have a significant impact on our business. Strategic Account Managers will represent Bracco's entire product line and will be the face of "One Bracco".

Overall, each SAM is expected to professionally represent the company within the current healthcare environment and is expected to effectively communicate our comprehensive portfolio of services and value enhanced solutions that will result in customer preference for Bracco products and services in their assigned IDNs.

Each Strategic Account Manager is assigned up to five IDNs that have been identified as having strategic importance to Bracco's business.

Main Responsibilities, Activities, Duties and Tasks

  • Have knowledge of and represent Bracco's full line of products supporting One Bracco value proposition.
  • Have a complete understanding of the demographics of their assigned IDN.
  • Identify the key executives that go beyond Supply Chain and will include C suite staff as well as ancillary VPs.
  • Develop and maintain relationships with key executives within assigned IDNs leveraging those relationships to grow Bracco's footprint within the assigned IDN and gain competitive immunity.
  • Identify and gain an understanding of the challenges unique to their assigned IDN.
  • Identify resources, internally and externally, that can be used to develop a value proposition unique to the assigned IDN.
  • Coordinate activities of all Bracco field team assigned to IDN facilities.
  • Oversee the strategic account management of assigned IDNs.
  • Develop an understanding of changes in the healthcare market and the impact on our customer segment. Develop programs working with internal and external resources to help our customers manage the impact.
  • Based on interviews with key executives, develop and implement strategic plans for assigned IDNs quantifying the financial implications of decisions and actions.
  • Develop and schedule regular Business Reviews with assigned IDN to share value propositions developed to address customer's goals and objectives.
  • Work with Commercial team to develop and implement strategic plans at account and IDN level resulting in market share growth.
  • Work to demonstrate Bracco's value proposition to assigned IDNs, strengthening our position with the IDN and gaining market share.
  • Lead collaboration with field sales, marketing and other appropriate departments for project/program development.
  • Monitor and report results of value enhanced programs and services across all levels of assigned IDN.
  • Effectively leverage economic model and clinical relevance for business growth.
  • Develop a working knowledge for all IS programs that support Corporate Accounts. (Financial, sales, membership, contracting programs)
  • Participate in Sales Department projects and initiatives where appropriate.
  • Accountable for meeting budget expectations.
  • Coordinate communication between field sales and Corporate Accounts for all Corporate Account sales activities, including competitive planning, agreement launches, and compliance improvement programs.
  • Field Sales / Marketing communication.
  • Company sponsored meeting support / staffing.
  • POA presentations.
  • Participation in various BDI Project Teams
Supervisory Responsibilities
  • Work in tandem with Sales Leadership, Field Sales, and Commercial leadership
Education
  • BS / BA preferred
Professional Experience, Knowledge & Technical Skills
  • Key/Strategic Account Management experience preferred
  • Minimum of 3 years combined:
  • GPO and/or account management experience with large IDNs highly preferred;
  • Sales leadership experience in the healthcare supply chain industry, with diagnostic imaging specific experience, preferred; and/or
  • Marketing experience in the medical / pharmaceutical industry
  • The ideal candidate will have prior sales experience with large, multi-level, healthcare customers, and demonstrated ability to work effectively at the CEO and VP levels of the organization.
Professional knowledge (Core Competencies)

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the core competencies required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
  • Influence Management
  • Business Planning (Strategy, Organization & Implementation)
  • Project Development
  • Project Management
  • Problem Solving
  • Strategic Selling
  • Leadership & Judgment
  • Communication
  • Initiative & Attitude
  • Teamwork
  • Collaboration and Impact
  • Quality of Communication
  • Ownership Mindset
  • Customer Focus
Soft Skills - Company Values & Behaviours

Adhere to the Bracco's core values, including:
  • Passion: Connecting People and Networking; Be Yourself
  • Extraordinary: Leading People and Delegation; Courage
  • Continuous Evolution: Insight and Learning Agility; Digital and Technology Orientation
  • Sustainability: Long-Term Value Creation; Accountability
Core Relationships
  • In addition to key account relationships, the Strategic Account Manager will interface with a variety of departments and personnel within Bracco Diagnostics.
  • Sphere of influence will include Product Marketing, Marketing Services, Field Sales, Medical, Clinical, and other internal departments.
Certificates, Licenses, Registrations
  • Must be a licensed driver without restrictions and able to drive a car.
  • Field Sales Credentialing demands various vaccinations and background check requirements. Candidates have to comply with all credentialing obligations, including a 10-panel drug screen, in order to have access to the medical facilities conducting business with Bracco.
Physical Demands
  • The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
  • Travel: Domestic travel is required
  • Work Environment
  • The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
  • The position is field based.
Bracco Diagnostics Inc. is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, or any other protected status.

Other details
  • Job Family Bracco
  • Pay Type Salary
  • Travel Required Yes
  • Required Education Bachelor's Degree


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