Senior Strategic Accounts Manager EMEA

Together, we can beat cancer.

At Varian, a Siemens Healthineers Company, we bring together the world's best talent to realize our vision of a world without fear of cancer. Together, we work passionately to develop and deliver easy-to-use, efficient oncology solutions.

We are part of an incredible community of scientists, clinicians, developers, researchers, professionals, and skilled specialists pushing the boundaries of what’s possible, to improve people’s lives around the world. We embrace a culture of inclusivity in which the power and potential of every individual can be unleashed. We spark ideas that lead to positive impact and continued success.

If you want to be part of this important mission, we want to hear from you. 

Role Overview:

Investigates industry best practices on strategic account management models, including those already existing in Varian and Siemens Healthineers. As a result, contributes to the design, planning and implementation of the going-forward operating model for EMEA.

Responsibilities:

• Establishes, fosters and manages relationships with strategically customers, such as large network providers and key opinion leaders.
• Coordinates internal resources and nurtures a collaborative environment to ensure delivering on customers’ needs and expectations. This includes all cross-functional teams.
• Coordinates the involvement of Varian’s executive team with customer’s management team on a regular basis and/or as required.
• Creates and leads a company-strategic account plan, including mutual performance objectives, maintains accurate financial forecasts and delivers assigned sales targets.
• Maintains overall deal ownership and responsible for deal modeling, design & progression.
• Represents the entire portfolio of products and services. Leads a cross-company solution development effort that best address customer needs, liaising between key customer personnel and Varian staff.
• Regularly presents all Varian’s solutions to strategic accounts. Maintains knowledge of all products and services.
• Elevates relationships with customers to an advisory/partnership status by enabling their success: clinical excellence, optimized operations and industry leadership.
• Aligns and communicates regularly with local, regional and global teams to ensure a team management approach and a smooth coordination at the account level.
• Maintains high customer net promotor scores, by ensuring problem resolution and supporting customer’s strategic ambitions.
• Through fostering a mutually beneficial relationship, increases share of wallet and deliver on higher-than-market sales growth and profitability.
• Provides feedback to the marketing and product teams, as a voice of the KOLs, by virtue of constant analysis, assessment and validation of customer needs.
• Participates in the regional financial planning, contributing with region-wide knowledge of the market, new business and financial models and competitive trends.
• Participates in the development of regional sales incentive plans, in order to meet Region-wide goals by seeking cross-functional alignment of objectives.
• Provide exemplary leadership through proactive communication, effective change management and strategy alignment within the organization.
• Build productive internal/external working relationships.

Requirements:

• Technical or business degree (management, engineering, etc).
• Customer facing experience required, especially in Sales or Marketing roles.
• Prior experience in managing complex commercial projects or sales teams.
• Experience in medical equipment, medical devices or Radiation Oncology preferred.
• Demonstrated expertise on detailed commercial business processes.
• Strong interpersonal communication skills.
• Strong ability to motivate and influence internal (sales) and external clients.
• Strong analytical skills.
• Strong project management skills.
• Good knowledge of financial principles .
• Fluency in English, other European languages desired.
• Expert user of CRM tools and marketing solutions.
• Expert user of MS Office tools, in particular MS Excel.

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Varian is required to comply with all local and applicable regulations that may be associated with vaccine requirements for certain roles.