Corporate Account Manager

DePuy Synthes is recruiting for a Corporate Account Manager, located in Amersfoort, Netherlands.

Main areas of responsibility / expected results/objectives of the role

• Generating business opportunities within a set of accounts and managing the sales process through to closure of the sale and signing of the contract.
• Constructs deal P&L and translates this to financial impact.
• Contact person for, and develop promotors among, non-clinical customers.
• Achievement of agreed sales goals.
• Generate a sales pipeline, qualifying opportunities, and accurately forecast pipeline in close collaboration with the commercial team
• Establishes productive, professional relationships with the LT, sales and marketing organization.
• Coordinates the involvement of all internal stakeholders, including support, service, and management resources, in order to meet account performance objectives and customers’ expectations.
• Meets assigned targets for profitable sales volume and strategic objectives.
• Proactively leads DePuy Synthes account planning process to achieve performance objectives.
• Targets and critical milestones for a one to three-year period.
• Proactively assesses, clarifies, and validates customer needs on an ongoing basis.
• Manages contracting, pricing and tendering processes in the assigned accounts through the bids and tender excellence team.

Main leadership commitments involved in the role

Connect:

• Excellent in understanding customer needs
• Develops strong relationships with key customers and internal partners, especially for the focus accounts.
• Reviews externally available information, like annual reports of hospitals, industry analysts' commentary, or product testimonials to understand competitive advantages and opportunities.
• Gather feedback & insights from non-clinical customers, internal partners. Identify actionable insights to enhance results.

Shape:

• Translates insights into actions that challenge the status quo and that reinforce our competitive advantage.
• Determines alternative strategic options.
• Dares to take risks aligned with business strategy.

Growth:

• Identifies & develops the skills necessary for future success.
• Mentors’ peers or other employees.
• Builds an environment supportive of diverse and inclusive thinking and perspectives.
• Develops communication and influence skills to become a high-impact presenter; seeks feedback on skills in this area.
• Promotes a culture of accountability by improving on current performance and taking responsibility.
• Tries new operational practices that have been successful elsewhere in the company.
• Builds & reinforce a sense of urgency on key projects; helps others understand the criticality of these efforts.
• Analyses the outcome of recent projects; comes up with lessons learned reviews to improve future efforts and outcome.

• Create value for clinical and non-clinical stakeholders.
• Price pressure and tender environment demand a value driven approach.
• New and different decision makers and influencers.
• Added value drives the decision-making process of a multiple stakeholder team in our accounts.

Qualifications

Required:

• Affinity and passion for the Orthopaedic portfolio
• Being able to think strategically and show strong operational capabilities at the same time.
• Experience with value selling.
• A self-motivated, independent thinker that can move deals through the selling cycle.
• Strong Negotiation skills.
• Strong in data analyses and deriving actionable conclusions.
• Experience in project management and process-oriented work.
• Strong customer and external environment orientation.
• Strong passion and track record for innovation & will to make things happen & deliver.
• Ability to connect and lead without formal authority a diverse group of business stakeholders.
• Fluent in Dutch.
• Fluent in written and spoken English
• Good working knowledge of Microsoft Office.
• Proven ability to manage complexity with the entrepreneurial spirit that thrives in ambiguous circumstances.
• Driven by results, performance & operational excellence in the job.
• Demonstrated enterprise mindset, with ability to influence and collaborate in a global, matrixed environment to achieve business objectives.
• High standards of integrity in personal leadership
• Self- awareness and adaptability.

Preferred:

• Master’s degree or equivalent in business experience (economics, statistics, or life sciences).
• Experience working for a large multi-national company.
• Knowledge of the current market healthcare landscape or environment – preferably in Orthopaedics or MedTech- where solution selling is the key driver.
• Experience working for a mid-size or multinational company.

Preferred Skills:

Business Development, Compliance Management, Customer Centricity, Customer Training, Data Savvy, Healthcare Trends, Market Knowledge, Market Research, Objectives and Key Results (OKRs), Organizing, Presentation Design, Problem Solving, Sales, Solutions Selling, Sustainable Procurement, Team Management, Vendor Selection

Hybrid Work