Corporate Account Manager - Sydney

Objective
A position is available on the Corporate Account Management team at a highly regarded global company. 

Job Description
Our client is seeking someone to join the Corporate Account Management function which is a key driver for sustainable and profitable growth across Business Units in the ANZ Region. The team leads collaboration within strategic accounts; private hospital groups, public health procurement teams, managing senior stakeholder relationships and capturing business opportunities across BUs in large tenders, deals and strategic projects.
The Corporate Account Manager will work closely collaborating with the BU Directors and their leadership teams, Finance, Legal, Marketing and Strategic Pricing and will focused on:

•  Strategy Development and Execution
•  Pricing and Contracts Management
•  Leading deal negotiations for all Business Units
•  Establishing strong relationships with relevant decision-makers
•  Capital Sales, Bundle and Volume Based offers

Key Responsibilities: 
Strategy Development and Execution

• Responsible for the development and management of strategies to drive profitable growth in Government and Private buying groups
• Work cooperatively with Business units to develop strategies for our key private hospital buying groups
• Analysing commercial and clinical decision-makers and their relationship with the buying process
• Participate in customer visits, working with Sales leaders to develop communication plans to these Key customer groups
• Setting account targets, strategies and action plans, monitoring account performance against these targets
• Meet with Business Unit leaders on a regular basis to report on the progress of customer growth plans

Pricing and Contracts Management

• Deliver on pricing and volume growth targets across key buying groups, working in conjunction with pricing, sales and marketing teams
• Provide recommendations to Sales and marketing leaders on pricing and rebate strategies for future business agreements
• Establish and maintain private and government hospital agreements, adhering to the overarching contract management lifecycle process
• Develop regular cycle for performance reviews, communicate to internal & external customers as required 
• Work with Commercial Excellence and finance teams to develop appropriate reports which track rebate performance by customer and develop appropriate communication on a monthly, quarterly and annual basis to ensure visibility of progress by internal and external customers

Leading deal negotiations for all Business Units

• Preparing and executing strategic customer meetings
• Leading deal teams nationally and internationally (where appropriate)
• Aligning deal objectives, strategies and contractual models with BUs offers
• Concluding contracts, monitoring implementation

Establishing strong relationships with relevant decision-makers

• Analysing the accounts’ procurement strategy and requirements as well as the decision-making process, stakeholders and boards
• Developing a deep understanding of customer needs and priorities
• Planning and coordinating stakeholder engagement activities with BU directors and their respective teams

Capital Sales / Bundle Deals, Volume Based

• Driving strategic projects and partnerships to drive robotic sales
• Driving strategy for Capital Placement and Volume Based Agreements
• In collaboration with Business Units seek alternative Capital Sales and leasing models

 About you

• Education Bachelor’s degree in; Business, Commercial, Marketing, Finance or Engineering
• +5 years of experience in sales and/or commercial management as well as marketing, preferably in the medical devices industry
• Comprehensive knowledge of the Australia healthcare market
• Experience in developing negotiation strategies and leading deal teams
• Track record in building robust relationships with senior decision-makers within strategic accounts
• Ability to develop internal networks in the BUs and supporting functions
• Strong business acumen, results-oriented and entrepreneurial mindset
• Demonstrated written and verbal communication skills, including strong presentation skills
• Good time manager; well-organised, able to set and reset priorities
• Strong influencing skills and ability to motivate others
• High level of self-awareness
• Travel across Australia & New Zealand

If you or anyone you know may be interested in finding out more, please contact Jonathan Gertler on 0431 964 009 or email on jonathan.gertler@onemd.com.au for a confidential, informal chat.