Strategic Account Manager, West
Marlborough, MA, United States
JOB SUMMART:
This position is accountable for top line revenue generated by awareness and adoption of Hologic product portfolio in the US Healthcare Market.
This individual is responsible for the development, management and guidance of all Strategic Sales and Client Success activities for Hologic Breast and Skeletal Health. This role oversees the execution of policies, procedures and programs to achieve maximum sales potential of capital, disposables, software and service revenue. Develops strategies and tactics for building sales pipelines, setting/achieving sales objectives and coordinating pipeline forecasting, budgets, and reports. Provides leadership and supervision of sales and client success colleagues. Also collaborates and executes strategies on converting competitive accounts. This person will have a passion for serving others and driving collaborative deals that benefit Hologic and our customers.
KEY RESPONSIBILITIES/DUTIES (included but not limited to):
Collaborate with leadership to develop growth objectives, "go-to"market strategies and structure to proactively support achievement of those objectives and strategies.
Demonstrate medical device sales, sales management, team management and Corporate/National Account experience intuitively responding to strategic and tactical needs for market share protection and growth.
Partner with senior business leaders within Hologic Business Units to identify future business growth drivers and develop contracting strategies and tactics to support the execution of future growth.
Develop and update competitive databases aimed at gaining understanding of market potential, competitors, sales channels and sales/pricing strategies to ensure successful growth. In near term, develop a thorough understanding of the positioning of Hologic current products with specific IDNs/GPOs.
Develop a comprehensive understanding with National Accounts of the inner dealings of targeted IDNs, including their contracts and utilizes this knowledge to improve or enhance Hologic's business practices toward these accounts.
Execute against annual divisional sales initiatives and imperatives.
Develop and implement sales forecasts/marketing plans for targeted customers and keep management informed of critical issues through submission of regular updates and monthly success reports.
Help build and deliver training programs for the Business Unit sales team to ensure a high degree of GPO/IDN knowledge and Business/Finance Acumen.
Contribute and support acquisitions for positioning, implementation and sales success.
Work with operations to ensure complete and accurate information is used to forecast and communicate potential value of offerings to prospects.
Promote Hologic technology value prop to senior hospital executives who are decision makers and influencers related to supply chain.
Promote Hologic business model to senior hospital executives and applicable departmental leaders who are decision makers and influencers applicable to specific care models.
Provide effective leadership and supervision for sales staff members and internal teammates.
Recruit Strategic sales team members and onboard them to Hologic; coordinate necessary training and performance management functions.
Demonstrate the willingness to delegate goals, monitor progress, and drive team-oriented success.
Develop and maintain a pipeline of prospects.
Generate prospective sales lists and develop goals and strategies for selling.
Collaborate with marketing to coordinate and execute campaigns targeting specific Hologic categories.
Shepard the "due diligence" process to complete and communicate an assessment of the value Hologic can deliver, with a focus on complete and accurate projections of potential savings.
Collaborate with the corporate account team to ensure clarity of messaging and timing of contract awards. Support the implementation of GPO onboarding and identify opportunities for consulting, custom contracting, and other offerings and services.
Ensures high satisfaction and retention rates for Hologic customers.
Collaborate with Marketing to:
complete a market assessment (competitive offerings and share)
develop a business plan for pursuits
maintain information related to sales activity in Salesforce (or equivalent)
participate/plan for sales exhibits and trade shows, attend those pertinent to business
leverage marketing materials are reflective of current capabilities.
Contribute and support Annual Marketing Plan
Understand, support and plan for life cycle management to complement contract strategy and sales goals.
Top focus on the reps and managers in the field that you support and drive efficient, focused and solution-oriented strategies.
Build trust and credibility with applicable internal functions (Sales, Marketing, Finance, Offer Development, Contracting etc) to maintain and utilize information regarding value propositions to target the market.
Simplify the customer experience and create a "high touch" concierge experience while developing and nurturing relationships with health system/hospital stakeholders to communicate Hologic value propositions fiscally and clinically.
Lead collaboration efforts across Hologic divisions
Proactively evolve strategies based on business insight and direction
Develop mastery of the Women's Health Continuum of Care landscape; actively communicate and share this knowledge across Hologic
Prioritize selling capital, software, disposables and service and leveraging the full portfolio of Hologic to maximize a partnership for both the customer and Hologic with value based selling techniques.
Understand how stakeholders are connected and how their perceptions of value vary based on their role outlook
Develop best practices for communicating our mission and vision across stakeholders
Be able to relentlessly experiment with new selling concepts while maintaining an entrepreneurial mindset
KNOWLEDGE, SKILLS & ABILITIES:
Intimate knowledge of healthcare provider market
Extensive knowledge of healthcare, GPO operations and/or Supply Chain/ Materials Management.
Knowledge and experience in sales strategies and selling skills
Effective communication (oral, listening, writing, and presentation skills) with a variety of stakeholders from executives to staff.
Demonstrated ability to work in a professional, multi-disciplinary, matrix reporting team as a group leader, facilitator, or participant
Demonstrated track record of success.
Demonstrated effective problem solving skills which include understanding issues, being able to simplify process and complex issues, while understanding the difference between critical details and unimportant facts.
Ability to work independently and handle stress appropriately.
Ability to handle multiple tasks effectively, prioritize appropriately, and adapt to changes in workload and work schedule.
Practice and adhere to the company's Code of Conduct philosophy, Mission/Vision, and Core Values.
Demonstrated successful project management experience with coordination and measurement of project deliverables.
Advanced computer skills with MicroSoft, PowerPoint, and Excel. Software skills with data warehouse and/or Micro Strategies highly preferred. Familiarity with SalesForce, Highspot, Definitive etc.
EDUCATION
Bachelor's degree from an accredited College or University with concentration in business administration, economics, finance, or related field. Graduate degree (MBA or MHA) preferred.
EXPERIENCE
3-5 years cumulative relevant experience required, with at least three years of GPO or relevant sales and national account management experience in healthcare. 5+ years preferred.
CERTIFICATE / LICENSE
None required but certification in Sales Training or Supply Chain viewed favorably.
Additional details
This role is based on a base salary and commission plan combination. On target compensation range for a highly successful individual may earn up to $275,000 annually. Final compensation packages will ultimately depend on factors including relevant experience, skillset, knowledge, territory/ geography, education, business needs, market demand and performance versus quota.
Agency And Third Party Recruiter Notice
Agencies that submit a resume to Hologic must have a current executed Hologic Agency Agreement executed by a member of the Human Resource Department. In addition, Agencies may only submit candidates to positions for which they have been invited to do so by a Hologic Recruiter. All resumes must be sent to the Hologic Recruiter under these terms or they will not be considered.
Hologic, Inc. is proud to be an Equal Opportunity Employer inclusive of disability and veterans.
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