Strategic Key Account Manager
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Job Description and Requirements Responsibilities may include the following and other duties may be assigned. You will oversee the execution of two key PPPs with the Saudi MOH: Diabeter and IHS. You will develop a strong network with Key MOH stakeholders and drive an operating mechanism to push for more PPP programs and the scale-up of existing ones. You will work with all Medtronic business units to co-develop implementable services and solutions that meet customers’ needs and improve patient outcomes. You will form relationships at the C-suite level identifying current and future needs and translating them into strategic opportunities with a long term profitable outcome. You will co – develop the Strategy in collaboration with the Business Units to drive the Medtronic portfolio of products and solutions leading to clear account plans. Ensuring focus is maintained on increasing Medtronic revenue and market share at select strategic accounts. You will analyse Medtronic’s competitive positon for each key account, determine the potential and move strategic customers from current state to a long term strategic partnership. You will develop an intimate understanding of customer needs and delivers the expected outcomes within the available timeline, resources and budget You will undertake contract negotiations with the support of regional, functional and business unit heads You will work closely with the finance team to analyse sales data and trends in selected key accounts as input into developing account strategies You will develop Medtronic’s competency in Key account management and solutions based offering. You will provide subject matter expertise on the healthcare dynamics and proactively share best practices with internal and external stakeholders You will collaborate with local sales teams to ensure strategic accounts are managed accordingly and solution offerings are co-developed. Being cognizant that the role is not focused on product selling or offering discounts to secure a sale You will perform quarterly business reviews, in collaboration with leadership team
Must Have: Minimum Requirements Intimate knowledge of MOH structure, operating norms and key stakeholders Experience in public procurement and turning projects into RFQs, tenders and real deals. Strong Strategic and Business Acumen skills. Understanding of P&L;and customer financial statements. Strong negotiating skills Demonstrated effective matrix skills (crosses geographies and divisions) Demonstrated ability to collaborate and influence in a matrixed environment and to work effectively with across stakeholder groups Excellent verbal, written and presentation skills – especially C-Suite presentation and sales experience Proven ability as a leader in defining and developing business or markets Proven ability to build and facilitate strong, productive working relationships with a wide variety of cross-functional and customer contacts. Proven ability to successfully execute a complex sales process and interact with the C-Suite In depth knowledge of healthcare industry, environment and GPOs/IDNs Arabic & English speaking skills Nice to Have High degree of flexibility and adaptability in a rapidly changing business environment; ability to rapidly acclimate to change and embrace new business opportunities Self-motivation and positivity Strong ability to anticipate diverse customer needs Travel Required Ability to travel (~50%) About Medtronic Together, we can change healthcare worldwide. At Medtronic, we push the limits of what technology, therapies and services can do to help alleviate pain, restore health and extend life. We challenge ourselves and each other to make tomorrow better than yesterday. It is what makes this an exciting and rewarding place to be. We want to accelerate and advance our ability to create meaningful innovations - but we will only succeed with the right people on our team. Let’s work together to address universal healthcare needs and improve patients’ lives. Help us shape the future. Physical Job Requirements The above statements are intended to describe the general nature and level of work being performed by employees assigned to this position, but they are not an exhaustive list of all the required responsibilities and skills of this position. The physical demands described within the Day in the Life section of this job description are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. DISCLAIMER The preceding job description has been designed to indicate the general nature and level of work performed by employees within this job. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities and qualifications required of employees assigned to this job |
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