Key Accounts Manager

1 month ago

Riyadh, Saudi Arabia Danaher Full time
At Cepheid, we are passionate about improving health care through fast, accurate diagnostic testing. Our mission drives us, every moment of every day, as we develop scalable, groundbreaking solutions to solve the worldâs most complex health challenges. Our associates are involved in every stage of molecular diagnostics, from ideation to development and delivery of testing advancements that improve patient outcomes across a range of settings. As a member of our team, you can make an immediate, measurable impact on a global scale, within an environment that fosters career growth and development. Cepheid is proud to work alongside a community of six fellow Diagnostics Companies at Danaher. Together, weâre working at the pace of change to improve patient lives with diagnostic tools that address the worldâs biggest health challenges.The KAM is responsible for the growth and expansion of sales by working proactively with various internal and external stakeholders, technical working groups, MOH, NUPCO and national programs.The incumbent is expected to provide dynamic leadership and motivating the team to execute the strategies that achieve profitable sales revenue ensuring the growth of the business while maximizing business opportunities and growing revenue across full product portfolio in Laboratory, Hospital, Clinic and Point of Care markets.
  • Drive sales at key accounts at Saudi MOH in Central region.  While this role is highly strategic, the individual will take personal ownership of driving Cepheid revenue and share gain in large and mid-sized hospitals and labs across Saudi MOH in Central Region.
  • Develop strategic plans for each key account, including mapping out key stakeholders and how Cepheid can secure funding for our technology
  • Develop a clear strategy for Saudi MOH, engaging stakeholders at C-Suite level in order to develop agreements and long-term contracts
  • Work hand in hand with Territory Managers and clinical solutions team on increasing our sales funnel and driving revenue growth through new customer acquisition, expanding menu and existing assay utilization.
  • Develop relationships with KOLâs at key accounts in MOH where you are seen as not just selling a product but a valuable part of their patient solutions team.
  • Build up external and internal networks in order to bring Cepheid closer to key stakeholders within the Saudi MOH.
  • Negotiate complex deals that meet customer needs, while ensuring Cepheid profitability targets are achieved.
  • Develop and implement comprehensive account strategies to align with MOH's healthcare objectives and our organization's goals
  • Continuously follow new market and policy developments in the healthcare sector, working closely with Clinical solutions team and other functions in Cepheid
  • Maintaining and overseeing Cepheid shipments and deliveries to MOH hospitals
 Education or Experience (in years): 
  • Bachelor's degree in a relevant field (Medical Sciences). Advanced degrees or certifications are a plus
  • 7+ years of sales experience with a proven track record of high performance, including key accounts management with clear examples of winning deals and driving menu expansion at key accounts at MOH or (large, multi-site institutions).
  • Proven experience in key account management, preferably in the healthcare sector.
Knowledge and skills: 
  • Strong knowledge of the Saudi healthcare system, including an understanding of MOH processes and regulations
  • An entrepreneurial mindset with a strong business acumen.  Skills demonstrated through the ability to work highly autonomously in developing strategy, executing, counter-measuring, and establishing relationships with senior healthcare professionals throughout the market.
  • Comprehensive knowledge and perspective of the Saudi market, particularly in MOH hospitals and laboratories.
  • Strong customer orientation and the ability to translate different customer or stakeholder needs into solutions that result in a win: win scenario
  • Experienced in managing stakeholders throughout the Saudi healthcare hierarchy. This includes but is not limited to lab Medical technologists, lab managers, clinicians, hospital administration and NUPCO officials
  • Proven track record of learning agility demonstrated through taking on novel assignments and delivering lasting results
  • Operates with transparency and humility.
  • A strong team player who operates smoothly in a matrix organization with numerous stakeholders
  • Acts as a role model for high ethical standards and code of conduct.
Other:
  • Up to 50% travel in the Central region of Saudi with occasional international travel
  • Native (or equivalent level) knowledge of Arabic, good command of English
At Cepheid we believe in designing a better, more sustainable workforce.  We recognize the benefits of flexible, hybrid working arrangements for eligible roles and are committed to providing enriching careers, no matter the work arrangement.  This position is eligible for a hybrid work arrangement in which you can work part-time at the Company location identified above and part-time remotely from your home.  Additional information about this hybrid work arrangement will be provided by your interview team.  Explore the flexibility and challenge that working for Cepheid can provide. 

When you join us, youâll also be joining Danaherâs global organization, where 80,000 people wake up every day determined to help our customers win. As an associate, youâll try new things, work hard, and advance your skills with guidance from dedicated leaders, all with the support of powerful 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 youâve ever wondered whatâs within you, thereâs no better time to find out.

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