Account Manager - Radiology - Virginia/Maryland

Bayer Inc.•Richmond, VA

31d

About The Position

The Account Manager (AM) builds and nurtures relationships with segmented regional accounts-typically medium-sized and requiring high control and top-down influence demonstrating long-term account ownership and supporting the growth pipeline by engaging radiology department leaders, imaging managers, and other key stakeholders. Operating under the Dynamic Shared Ownership (DSO) model, the AM develops and activates Account Business Plans in partnership with CT/MR Sales Consultants and other squad members to navigate health systems, ensure customer success, and strengthen Bayer's presence. As a value creator, the AM identifies opportunities to enhance account impact, drive change, build competitive immunity, and foster customer success, while driving accountability for results across the account team. They lead, coordinate, and implement local and national resources to meet key customer needs, while creating a compelling value proposition and shared vision for collaboration. The AM is accountable for execution, insight generation, and cross-functional collaboration while continuously developing advanced skills in customer engagement and account leadership, with clear ownership for delivering sustained outcomes. The span of coverage will be regional accounts throughout Virginia and Baltimore, Maryland. The candidate must live in the territory.

Requirements

Committed to advancing the U.S. Radiology landscape through a deep personal passion for improving patient outcomes;
Bachelor's degree in business, healthcare, or related field;
Direct experience with account planning and implementation, medical device / pharma industry, sales leadership, market direction, budgeting, business insights;
Proven ability to manage complex, multi-stakeholder relationships across integrated health systems and imaging outpatient centers;
Deep understanding of radiology workflows, imaging technologies (computed tomography (CT), magnetic resonance (MR), picture archiving and communication system (PACS), etc.), and health system priorities;
Strong executive presence, solution-oriented consultative selling skills, and cross-functional collaboration abilities;
Savvy in CRM tools (e.g., Salesforce), account planning frameworks with leveraging technology as a key enabler;
Strong understanding of healthcare system decision-making, contracting, and financial drivers;
Highly comfortable leading in matrix environments, collaborating under Dynamic Shared Ownership models and enjoys working a collaborative, team focused approach;
Personal strengths include communication and relationship-building skills, especially with radiology department stakeholders;
Cultivates and fosters a team environment that drives personal ownership, energy, and a customer first approach.

Nice To Haves

5 plus years of Direct experience with account planning and implementation, medical device / pharma industry, sales leadership, market direction, budgeting, business insights;
Experience driving outcome success for customers, business financials, and complex portfolios;
Contract lifecycle experience;
Experience in radiology, MedTech, or healthcare IT/software;
Exposure to contracting, procurement, or Value Analysis Committee (VAC) processes;
Ability to use company generated AI tools.

Responsibilities

Accountable for developing long-term business partnerships with medium size accounts within the region;
Oversee contract pricing and standardization, quoting price/discounts, and monitoring regional pricing to ensure alignment with regional and national guidelines and financial objectives;
Develop and execute Account Business Plans for medium-size accounts, ensuring robust engagement and cultivating long-term relationships with radiology leaders, while collaborating with imaging managers, procurement, and Value Analysis Committees;
Own sales objectives for mid-tier regional accounts, including revenue and gross margin, and contribute to overall regional sales performance;
Lead the relationships with Radiology Leaders, Procurement, IT, Imaging Operations, and Value Analysis Committees across strategic parent and child accounts, supporting on-label discussions on Bayer products and orchestrating customers through large-scale group buying processes;
Coordinate activation of necessary field team resources to support business expansion in collaboration with enabling functions and squad resources across 3 Centers of Gravity;
Leverage analytics, dashboards, and Customer Relationship Management (CRM) to synthesize insights to inform opportunities and contribute to business reviews;
Identify customer insights, healthcare trends, and account data to inform ongoing account strategies that drive measurable outcomes;
Execute the defined Radiology Customer Engagement Process, ensuring all strategies and contracts are developed in compliance with Bayer policies, regulatory requirements, and ethical standards;
Partner with Strategic Account Manager (SAM) mentor to coordinate on resource allocation across field roles (CT/MR Sales Consultants, Service, etc.) and receive ongoing coaching on account planning, customer engagement, and cross-functional orchestration;
Contribute to a "One Team" culture under Bayer's Dynamic Shared Ownership model, ensuring seamless collaboration and role clarity;
Demonstrate leadership according to the VACC framework (Visionary, Architect, Catalyst, Coach), empowering teams, enabling innovation, and fostering growth while driving customer and business outcomes.