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Key Account Executive, Lab Diagnostics - DC

Company: Siemens Healthineers
Location: Washington
Posted on: August 17, 2019

Job Description:



Job Description

Organization: Siemens Healthineers

Business Unit: Laboratory Diagnostics

Requisition Number: 237314

Primary Location: United States-District of Columbia-Washington

Assignment Category: Full-time regular

Experience Level: Senior level

Education Required Level: Associate's Degree / College Diploma

Travel Required: 75%

Division Description:

.Siemens is a global technology powerhouse that has stood for engineering excellence, innovation, quality, reliability and internationality for more than 165 years. As a global technology company, Siemens is rigorously leveraging the advantages that this setup provides. To tap business opportunities in both new and established markets, the Company is organized in nine Divisions: Power and Gas, Wind Power and Renewables, Energy Management, Building Technologies, Mobility, Digital Factory, Process Industries and Drives, Healthineers and Financial Services.

With 45,000 employees Siemens Healthineers is one of the world's largest suppliers of technology to the healthcare industry and a leader in medical imaging, laboratory diagnostics and healthcare IT. All supported by a comprehensive portfolio of clinical consulting, training, and services available across the globe and tailored to customers' needs. So that more people can have a life that is longer, richer, and more filled with happiness.

Job Description:

At Siemens Healthineers, we are passionate about enabling healthcare professionals to deliver high quality patient care, and to do so affordably. A leading global healthcare company, Siemens Healthineers continues to strengthen our portfolio of medical imaging and laboratory diagnostics, while adding new offerings such as managed services, consulting, and healthcare IT services - as well as further technologies in the growing market for therapeutic and molecular diagnostics.

Siemens Healthineers develops innovations that support better patient outcomes with greater efficiencies, giving providers the confidence they need to meet the clinical, operational and financial challenges of a changing healthcare landscape.

The Key Account Executive (KAE) is a field-based sales position tasked with growing revenue for Siemens Healthineers' US Lab Diagnostics Division in national healthcare systems, large regional healthcare systems, academic medical centers, and reference labs. Focus will be on overall revenue growth for Siemens central lab product lines inclusive of chemistry, immunoassay, hematology, hemostasis, and urinalysis within a particular area.

Position Overview:



The KAE is responsible for end-to-end management of large deals, including development of successful deal strategies through advanced knowledge of customer needs, day-to-day management of the deal strategy execution plan, and coordination of the broader Healthineers deal team.

Responsibilities:
Own end-to-end deal process for large, complex deals -


  • Build strong relationships with high-level executives and key clinical and procurement customer decision makers; develop customer coaches

  • Ensure in-depth understanding of customer needs and sufficient messaging of Siemens' value proposition

  • Develop practical high quality strategic plans to effectively capture opportunities

  • Develop tactical action plans to execute strategies

  • Closely manage deal teams to monitor execution of action plans; drive culture of accountability across deal teams

  • Closely engage with and drive collaboration amongst field teams, Strategic Corporate Accounts organization, and technical and service organizations to execute against opportunities

  • Effectively prioritize and manage time to allocate efforts across all deals

  • After deal close, ensure adequate transition of account to field team for regular maintenance and follow-up

  • Maintain high quality CRM win/loss data

  • Provide regular updates on progress to management and field leadership; proactively flag instances in which higher level management is required to support deal process


    Required Skills, Knowledge, & Experience:





    • 5-8 years of commercial experience in lab diagnostic sales, corporate accounts, or hospital purchasing organizations

    • BS/BA degree

    • Deep understanding of laboratory diagnostics market and sales process

    • Demonstrated expertise in strategic thinking and implementation

    • Strong interpersonal skills; ability to quickly build relationships and gain trust from customers

    • Good presentation skills and engaging personality

    • Strong teamwork skills; ability to effectively manage and coach teams to ensure success in opportunity execution

    • Strong process orientation, organizational and time management skills

    • High potential performer with proven success in previous roles


      #LI-KL1

Keywords: Siemens Healthineers, Washington DC , Key Account Executive, Lab Diagnostics - DC, Healthcare , Washington, DC

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