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BD · 4 months ago

Strategic Account Manager, Diagnostic Solutions, CASAJ

SGP The Strategy

Full-time

Onsite

Senior Level

5+ years exp

BD is one of the largest global medical technology companies in the world, focused on advancing health through innovative solutions. The Strategic Account Manager is responsible for leading the deployment of automation solutions in the CASAJ region, enhancing operational efficiency and supporting clinical excellence through the adoption of advanced platforms.

Health CareMedical DeviceTechnical Support

Comp. & Benefits

Responsibilities

Develop and execute regional strategies to expand Kiestra, COR and Synapsys adoption in alignment with business goals

Target new hospital infrastructure in region and execution of 'greenfield' strategy

Lead capability-building initiatives across internal teams and customer sites to ensure successful implementation and sustained performance. Including but not limited to GTM development and training for Country sales and marketing teams

Support the engagement with hospital leadership and C-suite stakeholders to position automation as a strategic enabler of clinical and operational excellence

Apply Lean principles to optimize workflows, reduce waste, and improve turnaround times in diagnostic labs

Ownership of the entire process of sales cycle, including conducting lab diagnostics (for example, Automation impact assessments), and developing business cases to assist in committee reviews and the budgeting process; coordinating input of others when required

Collaborate with commercial, technical, and clinical teams to deliver tailored solutions and support long-term customer success

Work with the country and regional teams to help build GTM support structure (Project management, Engineering) drive change management of lab processes, implementation of instrument, and training

Monitor market trends, competitor activity, and regulatory developments to inform strategic direction

Provide continuous support including post sales activities. Coordinate a successful installation transitioning to the long term customer satisfaction of the product

Track performance metrics and report progress against strategic objectives

Responsible for Lab Automation budget for CASAJ

Qualification

Laboratory automationPathology industry knowledgeMicrobiology workflowsLean principles6 Sigma principlesStakeholder managementAnalytical skillsCommunicationStrategic thinkingCross-functional team leadershipOrganizational skills

Required

BS/BA Degree required, preferably in (Bio) Medical field

Minimum 5 years of experience in laboratory automation, diagnostics, or healthcare technology

Strong knowledge of the Pathology industry and experience in selling and implementing large automation platforms

Strong understanding of Microbiology and Molecular workflows and automation platforms

Appreciate the principles of Lean and 6 Sigma and understand their application in developing a value proposition for the customer

Demonstrated success in engaging and influencing C-suite stakeholders and hospital leadership

Excellent communication, strategic thinking, and stakeholder management skills

Ability to lead cross-functional teams and manage complex projects across diverse markets

Ability to develop markets for new technology

Strong organizational skills: Account management & assessment and relationship development. Analytical with financial orientation applicable to contract proposals and profitability, budget, and expense management

Knowledge of selling process and the components to build / maintain customer loyalty, particularly with large capital acquisitions