Strategic Account Manager

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.

• Work in tandem with Sales Leadership, Field Sales, and Commercial leadership

• BS / BA preferred

• 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.

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
• Teamwork
• Collaboration and Impact
• Quality of Communication
• Ownership Mindset
• Customer Focus

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

• In addition to key account relationships, the Strategic…