Strategic Account Manager, Pacific Coast - Bracco Diagnostics Inc.

Bracco Medical Technologies • San Diego, CA

1d • Remote

About The Position

Bracco Diagnostics Inc. is a subsidiary of Bracco Imaging, part of the Bracco Group, specializing in the clinical development, marketing, and sales of diagnostic contrast imaging agents. The company markets its products to hospitals across the United States and is dedicated to the discovery, development, manufacturing, and marketing of imaging agents and solutions that enhance diagnostic efficacy, patient safety, and cost-effectiveness. The Strategic Account Manager (SAM) will position Bracco Diagnostics as a strategic partner for key Integrated Delivery Networks (IDNs) that significantly impact the business. SAMs will represent Bracco's entire product line, acting as the face of "One Bracco." They are expected to professionally represent the company in the current healthcare environment, effectively communicating the comprehensive portfolio of services and value-enhanced solutions to foster customer preference for Bracco products and services within their assigned IDNs. Each SAM is assigned up to five IDNs identified as strategically important to Bracco's business.

Requirements

• BS / BA preferred
• 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.
• 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
• Adhere to the Bracco’s core values, including: 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
• 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.

Nice To Haves

• diagnostic imaging specific experience, preferred
• sales leadership experience in the healthcare supply chain industry, with diagnostic imaging specific experience, preferred
• Marketing experience in the medical / pharmaceutical industry

Responsibilities

• 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.
• Coordinate 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).
• Participate in Sales Department projects and initiatives where appropriate.
• Accountable for meeting budget expectations.
• Coordinate communication between field sales and Corporate Accounts for all Corporate Account sales activities, including competitive planning, agreement launches, and compliance improvement programs.
• Field Sales / Marketing communication.
• Company sponsored meeting support / staffing.
• POA presentations.
• Participation in various BDI Project Teams.

Benefits

• Bracco Diagnostics Inc. is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, or any other protected status.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: Associate degree