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.
• Cookordination 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)
• Coordinate communication between field sales and Corporate Accounts for all Corporate Account sales activities, including competitive planning, agreement launches, and compliance improvement programs.
• 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): 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 & Behaviors, Adhere to the Bracco’s core values, 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, 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.