Ingénieur commercial CVC H / F

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Secrétaire aux Litiges • Vaulx-en-Velin

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Description de poste

Wondering what’s within Beckman Coulter Diagnostics? Take a closer look.

At first glance, you’ll see that for more than 80 years we’ve been dedicated to advancing and optimizing the laboratory to move science and healthcare forward. Join a team where you can be heard, be supported, and always be yourself. We’re building a culture that celebrates backgrounds, experiences, and perspectives of all our associates. Look again and you’ll see we are invested in you, providing the opportunity to build a meaningful career, be creative, and try new things with the support you need to be successful.

Beckman Coulter Diagnostics is proud to work alongside a community of six fellow Diagnostics Companies at Danaher. Together, we’re working at the pace of change to improve patient lives with diagnostic tools that address the world’s biggest health challenges.

As a Global Accounts Manager you will be responsible for cultivating strong relationships with global health systems with the goal of providing global business leadership and management of their accounts. You will build and maintain key relationships, develop, and manage opportunities, monitor deployment projects and engage global resources. You will define a CXO relationship strategy within the account, including engaging with local and regional teams, and senior executives across Beckman Coulter for executive sponsorships, coordinating executive business reviews, and maintaining customer satisfaction.

You will own and maintain all aspects of the business within your partnered Large Network Groups (LNG) including supplier operations on behalf of clients, expanding relationships with global clients and managing customer issues for the company. You will be responsible for teaming with the customer’s executives and leaders across the account, articulating a clear vision and generating enthusiasm, while impacting all relevant business groups. You will sell at the most strategic level within the account and implement a broad strategy for earning customer acceptance and service implementation while working across our functional resources (Executives, Sales, Operations, Business Units, Support, Service teams and Professional Services) to support customer interests.

Internally, you will work cross functionally to partner with the Regional and National Sales and General Managers (GMs) to create strategies, provide insight, and direction and leadership the sales and service teams on overall health of the relationships with specific LNGs as well as their goals from a financial perspective. With the team you will put together an overall business strategy which will meet the goals of the LNG and Beckman Coulter Diagnostics alike.

Are you looking to be a world-class business leader who partners and develops relationships with LNG network C-suite executives to understand their business needs and then can provide solutions that can help them realize those goals?

Then read on!

In this role, you will have the opportunity to :

• Partner and develop ongoing relationships and value propositions within the C-suite at the HQ LNG as well as key stakeholders within the different accounts dedicated to the LNG (i / e Committee Members, Procurement, Medical Directors etc.)
• Build and own long term account plan including Goals, Strategies, Tactics & Op Mechs incorporating key value drivers for both the customer as well as Beckman Coulter which will drive YOY revenue growth and sustained partnership.
• Utilize DBS tools to lead sales campaigns with the local regional teams, ensuring that each member of the team understands the needs of the whole LNG and how their actions tie into the bigger customer partnership.
• Own RFP and is responsible for compliantly closing the deal with overall positive margin expansion for the life of the customer contract.
• Partner with service organization to ensure that installation, go live and post install maintenance are successful. Provides a high-level view of all activities going on within individual accounts to make sure the customer is provided with high quality, consistent service. Course correct and escalate to leadership when needed.
• Partner with local regional sales to ensure alignment between local teams and overall, LNG. Provide indirect coaching / mentoring and leadership to sales reps both formally and informally.

The essential requirements of the job include :

• Master’s Degree preferred and 9+ years of sales experience in a hospital or laboratory and 10+ years’ experience in consulting
• Ability to understand the business and financial goals of your customer and put together a sound strategy on how Beckman Coulter is their partner of choice.
• Proven ability to manage large, complex global accounts in close collaboration with local sales teams to provide informal leadership, providing overall account strategy and ensuring accountability of the regional teams with the day-to-day tactics.
• Strong understanding of the global marketplace
• Strong communication, negotiation, and presentation skills on executive level
• Solid project management skills
• Must be willing to travel 50-75% of the time.

It would be a plus if you also possess previous experience in :

• Good understanding of Lab operating financials and healthcare economics
• Highly organized with strong program and sales management skills with excellent time and territory management habits
• A track record of successfully developing and executing account plans, work diligently within the sales cycle activities, prepare for, and deliver business reviews effectively (both with customers and internally)

At Beckman Coulter Diagnostics we believe in designing a better, more sustainable workforce. We recognize the benefits of flexible, remote working arrangements for eligible roles and are committed to providing enriching careers, no matter the work arrangement. This position is eligible for a remote work arrangement in which you can work remotely from your home. Additional information about this remote work arrangement will be provided by your interview team. Explore the flexibility and challenge that working for Beckman Coulter Diagnostics can provide.

LI-remote

When you join us, you’ll also be joining Danaher’s global organization, where 80,000 people wake up every day determined to help our customers win. As an associate, you’ll try new things, work hard, and advance your skills with guidance from dedicated leaders, all with the support of powerful tools and the stability of a tested organization.

At Danaher, we value diversity and the existence of similarities and differences, both visible and not, found in our workforce, workplace and throughout the markets we serve.Our associates, customers and shareholders contribute unique and different perspectives as a result of these diverse attributes.

If you’ve ever wondered what’s within you, there’s no better time to find out.