Danaher Corporation Strategic Account Manager- Pathology Solutions UK South in Crawley, West Sussex, United Kingdom
Leica Biosystems’ mission of “Advancing Cancer Diagnostics, Improving Lives” is at the heart of our corporate culture. We’re a global leader in cancer diagnostics with the most comprehensive portfolio from biopsy to diagnosis. Our easy-to-use and consistently reliable offerings help improve workflow efficiency and diagnostic confidence.
Our associates know that every moment matters when it comes to cancer diagnostics. When you come to work, you’re helping develop solutions that enable accurate diagnoses to turn anxiety into answers. Join our diverse, global team of talented people, and be inspired to grow every day.
Leica Biosystems 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.
SUMMARY OF POSITION
The Pathology Solutions (PS) Account Manager is responsible for driving business growth within complex total solution opportunities within clinical and life science markets. You will develop close strategic relationships with a network of contacts to drive new business, research new opportunities and oversee growth projects.
Reporting to the Sales Team Leader, this role is a critical position responsible for supporting the business development and strategic growth of LBS managed service contracts within UKI. You will be responsible for developing and managing large complex total solution opportunities, be key to winning PS tenders, securing long-term strategic business and supporting after sales customer satisfaction.
The PS Account Manager will support the sales cycle of UKI MSC customers from presales activities, tender processes and business development of renewing/extension agreements. The role is fundamentally important to UKI LBS success in view of the NHS strategy to consolidate laboratories across the UKI region.
The ideal candidate will have detailed knowledge and understanding of NHS Pathology Networks in England, Scotland, Wales & Ireland. You will possess a comprehensive sales skillset which will include excellent relationship building with stakeholders at all levels of organisations. You will understand and be agile at influencing decision-making processes across all stakeholders. You will have proven success in working in cross matrix environments to drive sales by mentoring, sharing account knowledge and leading new projects alongside Sales, Applications, Service and Customer Care teams. You will thrive in a fast paced environment and enjoy the challenge of high revenue long term strategic sales.
Responsible for revenue growth in strategic accounts
Establishing strong contacts and relationships in all major strategic sites within the region
Support identification and presentation of go/no go opportunities
Support Sales Team Leaders and Account Managers with
targeting and closing new sales opportunities
preparation and review of customer quotations
participation in sales calls
quarterly opportunity report outs
Utilise advanced solution build tools to develop and execute an ambitious strategic plan to convert customers
Customer visits and delivering the Leica Biosystems Vision 24 & value proposition to key customer contacts
Support, advise and coach Account Managers on all PS opportunities to identify key decision makers, strategy and best solution build
Utilising available tools (blue sheets, playbooks, SFDC etc), project manage strategic opportunities to accelerate through the sales cycle
Support project management and completion of tenders
Support Account Managers and implementation team to facilitate early revenue recognition
Develop proposals that speak to customer needs, concerns and objectives.
Identify and manage the planning and execution of relevant PS meetings and customer-focused events e.g. Tender presentations, solution pitch and Leica Promotional Events.
Support AM team to deliver Account Review meetings, monitor account KPI’s and drive change to deliver service improvement.
Continually develop knowledge of products, market and industry trends, competition and customer strategies for new business development.
Support AM with PS Contract compliance and negotiation with Trusts and Prime contractors.
Key Experience Needed:
Demonstrated track record as a key accounts manager who has delivered exceptional sales results at large multinational accounts at a regional level
Sold within a mature sales environment with strong systems and processes
Demonstrated experience of selling and/or technical marketing experience
Must have sold solutions and services relating to marketed capital goods
Dealt with customers at all levels, particularly High Management Sales
In depth knowledge of NHS processes and networking vision
Strong communication across cultures
Ability to navigate through organizational complexity and drive for results
Value selling knowledge
Process improvement skills
Monitoring and strong follow-up
Time/Project management, organization and planning
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 Danaher Business System (https://www.danaher.com/how-we-work/danaher-business-system) 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.