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Strategic Account Manager Medtech

hace 5 meses

Ciudad de México Johnson & Johnson A tiempo completo

Responsible for ensuring a long term partnership of Strategic Accounts Group's by providing our product portfolio through the implementation of strategic and innovative solutions and exploring new business models, which would maximize company profitability and market share.
- Build long term and strategic partnerships with KCA´s at C-Suite Level by providing innovative solutions to meet their needs
- Prepare and develop account strategic plan based on potential value of account, analyses of the current portfolio of products sold and BUs objectives
- Oversee accounts closely throughout the permanent evaluation and identification of new business opportunities and proactively recommend/deploy courses of action, which would ensure customer service goals compliance and generate options to satisfy objectives.
- Collaborate with JJMD BUs to align strategic objectives per account, negotiate pricing agreements. Calculate cost/benefit and select preferred options
- Collaborate with Finance, Logistics, Health Economics, Strategic and Digital Solutions, 360 Solutions, Strategic Marketing and Health Care Compliance Departments to leverage customer negotiations and ensure compliance of customer needs
- Agree on internal compromises and dates of implementation with BU; HTO and 360 solutions leaders. Oversee their implementation.
- In those accounts not served directly by J&J oversee distributors’ customer service ensuring negotiations compliance.
- Monitor competition and market trends, calculating potential impact and vulnerability of the accounts.
- Understand and identify customer's operational and strategic needs and align it with the organization the negotation and execution.
- Craft, propose, negotiate a win-win solution to the identified needs, and lead implementation
- Strategic Account Planning - lead quartely and annual cycle of strategic account planning aligned with business units and support areas, delegate efforts and accountability.
- Account Team Leadership - To lead by influence the execution of a team of several areas which serves the strategic account
- Face of J&J to the C-Level relationship and responsible for bring the company closer to the KCA and establish a robust relationship J&J-KCA in all areas.
- Customer value proposition strategy leadership (360 solutions, Digital and Strategic Solutions Prospection and Negotation)
- Business leads, proposals and negotiations aligned with pricing strategy defined by business units
- One MD Contract Negotiations/ Contract Management aligned with legal department and finance
- Accountable for annual results of the strategic accounts (Sales, margin, mix, contract renewals, pricing policies, compliance, solutions)
- Generate accountability for the problem solving process internally and delegate solutions/operational activities. Focus on strategy.
- Manage direct reports

**Qualifications**:

- Bachelor Degree in Business Administration, Marketing, or Engineering
- Post graduate degree in Marketing or Business Administration
- 5-8 years of experience in Strategic Account Managaement or a combination of areas such as: Solution/Service Selling, Consulting or Project Management (i.e. Technology), Sales (private and government), HEMA, Supply Chain among others.
- Bilingual: Fluent in English, Spanish
- Consistency in proven success cycles
- Healthcare market (trends, systems, and policy) knowledge or certifications
- Hospital Operations knowledge (i.e. key areas of the hospital, areas of hospital revenue, reimbursement understanding)
- Experience with healthcare stakeholders, aside from medical suppliers a plus (i.e. Payers, Hospital Consultant)
- Leadership by influence.
- Strategic Account Planning and Negotiation skills. - Excel in communication - speaking skills, topic control, assertiveness and the ability to read an audience or situation - at the C-Suite level- Ability to manage complex hospital networks / national accounts and relationships of several key decision makers
- Manage ambiguity and uncertainty and lead without micromanaging