Manager, Business Development-Healthcare

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Job description

We are the ASSA ABLOY Group
Our people have made us the global leader in access solutions. In return, we open doors for them wherever they go. With nearly 61,000 colleagues in more than 70 different countries, we help billions of people experience a more open world. Our innovations make all sorts of spaces - physical and virtual - safer, more secure, and easier to access.

As an employer, we value results - not titles, or backgrounds. We empower our people to build their career around their aspirations and our ambitions - supporting them with regular feedback, training, and development opportunities. Our colleagues think broadly about where they can make the most impact, and we encourage them to grow their role locally, regionally, or even internationally.

As we welcome new people on board, it's important to us to have diverse, inclusive teams, and we value different perspectives and experiences.

Business Development Manager, Healthcare

Location: Mountain and Southwest Region, close to a major airport

ASSA ABLOY is a global leader in door opening solutions dedicated to providing a safe, secure, and accessible building environment. Every day, we help billions of people move through a safer, more open world with ease. If you've ever walked through an automatic door, stayed in a hotel, or gone through passport control, you've probably used one of our products or services. ASSA ABLOY's offerings include products and services related to locks, doors, gates, and entrance automation such as controlling access and confirming identities with keys, cards, tags, mobile and biometric identity verification systems, mechanical and digital locks, cylinders, security doors and automated entrances.

This position is responsible for leading market development and program strategy focused on demand generation within the healthcare vertical market. The successful candidate will concentrate on fostering consistent healthcare vertical market demand generation while developing key relationships to strengthen ASSA ABLOY's position in the healthcare industry. The role is designed to drive revenue growth, develop impactful programs, and expand ASSA ABLOY's market presence through strategic coordination of internal and external resources.

This individual in this position will collaborate closely with internal teams, including end-user specialists, architectural and specification consultants, electro-mechanical specialists, and other vertical market team members, to drive growth. Additionally, the role involves identifying market trends and leveraging these insights to position ASSA ABLOY's healthcare solutions effectively, ensuring alignment with overall business objectives and long-term growth strategies.

Purpose:

Focus on consistent demand generation and relationship development with identified healthcare target and strategic accounts.

Responsibility:

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

Key areas you will contribute in this role include:

• Target and strategic account development (70%)
• Tradeshows/events and networking (20%)
• Market training and development with internal personnel (10%)

What you will be doing:

• 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.

Market expertise and participation:

• 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.

Program Development, Commercialization and Sales Generation:

• 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

Education and/or experience:

• College degree - BA/BS.
• Minimum of 5 years of healthcare sales experience, system level preferred in the Mountain and Southwest Regions.
• Group Purchasing Organization sales experience and understanding.
• Industry certifications a plus: LEED, PSP, CSI, EDAC, other.
• 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.
• Electromechanical/electronic access control product experience a plus.
• Proficiency with Microsoft Office (Word, Excel, and PowerPoint).
• Familiarity with Salesforce.

This position includes a competitive compensation (115k - 130k) and benefits package, including a company car. The wage range for this role considers a broad scope of factors that are considered when making compensation decisions. Pay within each range is based on a variety of factors including, but not limited to, to primary work job-related knowledge, skills, experience, training, licensure and certifications, business requirements, geographic location and other business and organizational needs. This salary range is a reasonable estimate for this position at the time of posting. ASSA ABLOY conducts regular review of compensation ranges and therefore reserves the right to alter this range at any given time.

"Let's open the doors to the future - together!"

Working for ASSA ABLOY means that you will be part of a dynamic environment, developing innovative solutions to improve our customers' lives. As the global leader in door opening solutions, we are using the latest technologies to open doors to events, hospitals, education, homes, hotels, airports and businesses. Joining ASSA ABLOY means being part of a fast-moving company with many opportunities.

ASSA ABLOY is an Equal Opportunity Employer/Minorities/Females/Disabled/Veteran

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