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ASSA ABLOY Group · 3 hours ago

Manager, Business Development - Healthcare

Carol Stream, IL

Full-time

Hybrid

Mid, Senior Level

$110K/yr - $130K/yr

5+ years exp

ASSA ABLOY is a global leader in door opening solutions dedicated to providing a safe, secure, and accessible building environment. This position is responsible for leading market development and program strategy focused on demand generation within the healthcare vertical market, fostering relationships, and driving revenue growth.

BiometricsConsumer ElectronicsElectronicsFurnitureHomeland SecurityManufacturingPublic SafetySecurityService IndustrySmart Home

Responsibilities

Expand customer base and relationships by identifying new opportunities at targeted accounts and providing support, as needed, with strategic high priority healthcare existing accounts

Schedule and lead sales appointments at target accounts with intent to include Door Security Solutions (DSS) territory personnel, in addition to supporting DSS with strategic accounts, as needed

Meet annually with territory sales leadership to establish target account list, and identify additional support needed in each territory

Review accounts annually, share progress analysis, review KPI metrics with leadership. This review should take place in person during territory visits

Status, updates and Q&A through weekly dialogue with territory sales leadership via scheduled calls, territory planning meetings and/or visits). Monthly dialogue with Regional Vice Presidents

Plan territory visits effectively and efficiently (for example if in town for a trade show, plan other meetings). Abide by territory rules and expectations

Take initiatives and have collaborative discussions with DSS leadership and sales team

Performance metrics based on a blend of regional, national, and individual results

Travel up to 70% including local, regionally and nationally on occasion

Develop understanding of segment issues and drivers

Understand segment-specific applications; maintain contact with end user customers to become familiar with buying process and key decision makers; Participate in industry/segment and vertical market organizations

Be familiar with trade publications. Write articles, white papers and public relations materials; encourage case studies

Lead participation in trade show, summits, and other industry events

Earn appropriate industry certifications; participate in panels and pursue speaking engagements that support our solutions

Become the healthcare subject matter expert and content resource

Leverage social media, web assets, cloud-based technologies, etc

Document competitive landscape

Using market segment knowledge and expertise in conjunction with operating companies to develop strategic growth plans, target product initiative programs, solutions blitzes, etc. to enhance and support commercialization

Work with operating companies and the field to gain product approvals and industry standards (OMH, NAPHS, The Joint Commission, etc.)

Apply knowledge of life safety, security compliance and regulatory issues and requirements

Translate drivers and trends into product ideas and communicate same to operating companies

Work with appropriate DSS Directors/Principals and leverage their team members to tailor and implement programs designed to grow the healthcare business

Develop presentations for use by the field (PowerPoint, interactive pdfs, etc.)

Support the channels serving this important market including but not limited to wholesale, integrator and CHD

Support DSS offices at local and regional trade shows (ASHE, IAHSS for example)

Work closely with DSS marketing to leverage and optimize the mobile fleet, particularly the Healthcare Solutions Showroom (HSS). Be part of the team to develop key targets and update routing as required. Maintain and convey the “compelling story” of our healthcare solutions

Participate in Red Carpet Tours; provide vertical market overviews, etc

Develop monthly, quarterly and annual dashboard to report metrics associated with sales program activities and results; and take joint responsibility with the DSS leadership to drive VM specialist results and execution of key initiatives and programs

Play a key role in vertical market business reviews and webinars and overall alignment with the field VM specialists

Qualification

Healthcare sales experienceStrategic program planningProject management skillsElectromechanical access controlIndustry certificationsMicrosoft Office proficiencySalesforce familiarityConsultative sales techniquesAnalytical skillsCritical thinking skillsCommunication skillsOrganizational skills

Required

College BA/BS degree (preference for specialization in related curricula), or have work experience commensurate with, minimum high school/GED diploma

Minimum of 5 years of healthcare sales experience, system level preferred in the Southeast U.S

Group Purchasing Organization sales experience and understanding

Experience in strategic program planning and implementation

Strong project management skills ability to manage multiple projects simultaneously

Excellent organizational and communication skills

Experience and training in consultative sales concepts and techniques

Experience in participating in and leading cross-functional teams

Critical thinking skills – manage through use of facts

Strong analytical skills – data driven decision making

Ability to travel up to 70% of time regionally and nationally on occasion

Proficiency with Microsoft Office (Word, Excel, and PowerPoint)

Familiarity with Salesforce

Preferred

Industry certifications a plus: LEED, PSP, CSI, EDAC, other

Electromechanical/electronic access control product experience a plus

Benefits

Bonus

A company car

401(k) plan

Education assistance

Company

ASSA ABLOY Group

Glassdoor3.7

ASSA ABLOY Group is a door opening solutions, dedicated to satisfying end-user needs for security, safety, and convenience. It is a sub-organization of ASSA ABLOY Group.

Founded in 1994

Stockholm, Stockholms Lan, SWE

10001+ employees