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Global Strategic Account Manager (m/f) - Roche

  • GE Healthcare
  • Experienced
  • Posted 1/23/2017 7:59:33 AM
  • 2825558
  • Job Function: Sales
  • Business Segment: Healthcare Life Sciences
Location(s): Switzerland, Germany

About Us:
GE is the world's Digital Industrial Company, transforming industry with software-defined machines and solutions that are connected, responsive and predictive. Through our people, leadership development, services, technology and scale, GE delivers better outcomes for global customers by speaking the language of industry.

Role Summary:
The Global Strategic Account Manager is responsible for strategic customer relationships with key global customers, orchestrating deployment of corporate wide resources for providing comprehensive solutions at all key customer sites. Responsible for developing such solutions while encompassing the terms of the Life Sciences portfolio and as a result making a global impact. This role ensures strategic alignment between the customer and the company to enable mutual growth and success.

Essential Responsibilities:
The Global Strategic Account Manager must be able to engage and develop a deep understanding of the global account and relationship with senior members of the customer's organization in order to strengthen GE's understanding of the customer and the customer's understanding of GE with an objective to drive growth, increase share of wallet and ensure excellence in commercial execution.

This person will lead in a matrix structure and co-ordinate the existing teams who deal with the customer and ensure that good communication systems and processes are created with all functions including Account Managers, Sales Specialists, service organization, customer care, marketing and supply chain. Furthermore, the role is responsible for achievement of customer related business metrics and reporting these metrics on a regular basis to the regional and global commercial leadership teams

Key Responsibilities/essential functions include:
  • Creation of a global customer specific strategic plan that defines where the company and the customer can grow the business together. Such a plan will address likely future impacts resulting from changes in the customer's product development pipeline and consolidation moves
  • Quickly assess the existing business and gain an understanding of the key players in the relationship - Develop and Implement a plan for gaining deeper trust and engagement of senior management for both client and GEHC.
  • Expansion of the portfolio being utilized by the customer is key to success in this role. Through engagement with sales leaders, product management, modality leaders and the service organization, establishing the opportunity funnel will be an essential short term goal
  • Review contractual arrangements with the customer and develop the strategy for future contract negotiations
  • Create accurate reports of existing business and maintain an accurate forecast of short term business opportunities through co-ordination of all parties likely to be involved in the delivery of this business
  • Define the goals for customer service levels and work with the regional counterparts to drive overall customer satisfaction indicators and levels
  • Engage with the executive team who have also been assigned to the account and ensure that the entire Life Sciences Executive Committee are briefed on plans for growing the account

1. Education to Bachelor Degree level.
2. Extensive experience in Business Management or Sales/Marketing in Life Sciences.
3. Proven experience in closing large, complex, strategic deals.
4. Proven key account management and project planning skills.
5. Outstanding influencing, interpersonal and networking skills to drive collaborative culture at all levels.
6. Proven track record on relationship building skills.
7. High level presentation skills; able to present ideas to customers in a way that produces understanding and impact.

Desired Characteristics:
1. Advanced educational achievement
2. Fluent in English language (German, Swedish or French are also desired)
3. Healthcare experience in a commercial environment
4. Direct and/or Indirect management experience; managing in a matrix organization
5. Deep knowledge of GEHC Life Sciences and the products and services offered

Locations: Switzerland, Germany

GE offers a great work environment, professional development, challenging careers, and competitive compensation.  GE is an Equal Opportunity Employer.  Employment decisions are made without regard to race, color, religion, national or ethnic origin, sex, sexual orientation, gender identity or expression, age, disability, protected veteran status or other characteristics protected by law.
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