Healthcare Solutions Partner - Corporate - North

Position Summary:

The Healthcare Solutions Partner - Corporate is responsible for managing existing business as well as developing opportunities within specified state government and private accounts across ANZ. The role requires in-depth data analysis, comprehensive financial understanding, key strategic planning and development, cross-functional communication, and high-level effectuation and maintenance of strategy. The HSP-C is responsible for looking at creative and innovative whole of business solutions across the ICU Medical portfolio of products, and works closely with sales and marketing to maximise opportunities.

The geographical scope of the position is Northern Australia.

Essential Duties & Responsibilities

• Identify and develop new business opportunities with Private Corporate buying groups across multi-site Hospitals across Australia
• Manage and develop new and existing business and relationships within State Government Health Departments
• Lead tender submissions, including portfolio analysis, planning and effectuation of tender submission, development of executive summaries, and management of communications.
• Secure sustainable contracts for profitable revenue and share growth
• Management of communication and strategy regarding pricing reviews and portfolio submission reviews in conjunction with commercial analysts and marketing. Main liaison with internal and external stakeholders
• Exceptional understanding and utilisation of Phocas and SalesCloud to assist with sales planning and strategic initiatives.
• Effective communication of the ICU solution provision for the customer
• Management of all key legal, regulatory, quality, and commercial communications with customers.
• Analyses the territory’s potential and in conjunction with the commercial analyst and marketing, identifies and prioritises the value of existing and prospective customers value to the organisation
• Work with Product Management to create materials and messaging for Key Customer’s using customer and market insights.
• Collaborate with Sales Leadership, Quality, Regulatory and Supply Chain to support Key Customer’s
• Work with the customer to reduce the complexity with doing business with ICU Medical.
• Intensify business relationships with Corporate Accounts by increasing loyalty and, therefore account retention.
• Develops clear and effective written proposals/quotations for current and prospective customers
• Plans and organises the assigned territory’s sales strategy/business plan by maximizing the return on time investment for the territory in alignment with the ANZ’s business plan
• Keeps up to date with product applications, technical concepts, market conditions, competitive activities, advertising, and promotional trends and share detail with marketing.
• Works alongside HSPM to maximise whole of business opportunities

Education and Experience

• Bachelor’s degree from an accredited college or university sciences/pharmacy/nursing essential
• Minimum five years of experience in the medical device industry
• MBA preferred
• Marketing Experience desirable (on the job or formal qualification)
• Key Account Management
• Must have a valid driver’s license
• Must have Australian or New Zealand working rights

Knowledge, Skills & Qualifications

• High proficiency in Excel, Word, and Outlook
• High proficiency with financial analysis tools (Phocas) and CRM (SalesCloud)
• Experience with submitting tenders, including comprehensive responses, product requirements, and executive summaries.
• Excellent verbal and written communication skills; strong presentation skills
• Strong interpersonal skills that fosters engagement with C Suite
• Ability to build cross-functional relationships both internally and with the customer to drive whole-of-business solutions
• Experience in software solutions/integration sales process
• Capital Sales experience preferred
• Enjoy finding solutions to customers issues, helping them understand what issues they have.
• Ability to generate financial analysis to a high standard
• Able to multitask, work under pressure in a fast-paced environment, and meet deadlines
• Ability to live and promote ICU Medical’s core values.

Travel Requirements

• Typically requires travel 50%-60% of the time

If you feel like this is the role for you, apply now.

Please note that only shortlisted applicants will be contacted.