Global Head of Account Management

vor 3 Wochen

Zug, Schweiz SHL Medical AG Vollzeit

Location: Zug, Switzerland

SHL Medical is the world-leading solution provider in the design, development, and manufacturing of advanced drug delivery systems with more than 5000 employees worldwide. Our customers include top pharmaceutical and biotech companies from around the globe that require innovative devices such as auto-injectors or pen injectors to effectively deliver their drugs. Headquartered in Switzerland since late 2018, with sites in Sweden, Taiwan, and the United States.

**Job Overview**

As Global Head of Account Management, you will be responsible for developing business with existing customers of SHL Medical as well as maintaining and strengthening existing customer relationships. You will oversee the whole sales process after the development agreement is signed, and will secure supply agreement negotiation, resource orchestration, and customer support in general. Overall, you are responsible for generating maximum customer value and satisfaction with the aim of creating further business opportunities for SHL Medical.

**Main Responsibilities**
- **Account strategy design**: Design and implement account strategies for existing customers of SHL Medical globally. Create account plans and allocate resources to secure effective and efficient execution.
- **Supply agreement**: Oversee negotiation of commercial supply and other agreements and secure approval of these agreements by providing guidance to the CGO signing these legal agreements. If necessary, create a coherent narrative around price increases for ongoing supply, and build business cases around supply scale-ups.
- **Resource orchestration**: Forecast demand for new business opportunities with existing customers and align with internal supply capacity. Align commercial and non-commercial resources of SHL, matched with customers’ needs.
- **Customer care**: Provide guidance and supervision to account managers along the sales process after the development agreement is signed. Ensure maximum customer value and satisfaction - e.g., by enabling account managers to provide transparency in contracts, follow up on customer requirement changes, connect the customer to the right stakeholder, etc.
- **Team leadership**: Shape and lead a high-performing, international Account Management Team. Set team goals, create plans, and manage resources. Provide guidance, mentorship, and coaching while fostering a culture of collaboration and continuous improvement.
- **Cross-functional collaboration**: Facilitate and promote collaboration with other teams within the Growth Organization (e.g., Business Development, Global Customer Solutions & Portfolio Strategy) as well as across functions (e.g., Technical Organization, Operational Organization).

**Skills and Qualification**
- **Education**: Master’s degree in a relevant field (technical, business, medical, etc.).
- **Commercial Experience**:Comprehensive experience in account management and / or sales with deep knowledge and passion for business-to-business sales processes involving complex products, with long sales cycles and multiple stakeholders.
- **Industry knowledge**: Experience in the pharmaceutical, biotechnology, med-tech, primary packaging, secondary packaging, and / or drug delivery device industry.
- **Legal expertise**: Understanding of the principles of contract formation, negotiation, and enforcement. This includes drafting and reviewing contracts, identifying important clauses, and ensuring that contracts are legally binding and enforceable.
- **Stakeholder management**: Ability to drive forward the commercial agenda based on in-depth experience in building up, engaging with, and managing stakeholder groups from diverse cultural backgrounds, internal and external audiences, and varying levels of seniority. Demonstrated ability to influence others.
- **Project management**: Strong sales project management skills with proven ability to initiate, scope, set up, drive opportunities along the sales process. Ability to maintain demanding timelines and flexibility to master a workload which frequently necessitates an adjustment of priorities.
- **Leadership ability**: Excellent aptitude for leading, inspiring, and collaborating with cross-functional teams.
- **Analysis and problem solving**: Strong analytical, problem-solving, and ideation skills. Able to turn problems into impactful solutions and communicate these in simple and easy to understand messages.
- **Overseas travel**: Willingness and flexibility to travel overseas for approx. 40% (customer meetings mainly in Asia and US, events, conferences, exhibitions etc.).
- **Language**: Fluent in written and spoken English. Other language skills are considered an advantage.

**We Offer**
- A company culture Focusing on our Customers, Operating with Ethics and Integrity, Driving Simplicity, Learning, Improving & Delivering Together.
- A multicultural team and modern working environment with state-of-the-art facilities and technologies.
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