Strategic Government Account Executive - São Paulo, Brasil - Danaher

Descrição

At Cepheid, we are passionate about improving health care through fast, accurate diagnostic testing. Our mission drives us, every moment of every day, as we develop scalable, groundbreaking solutions to solve the world's most complex health challenges. Our associates are involved in every stage of molecular diagnostics, from ideation to development and delivery of testing advancements that improve patient outcomes across a range of settings. As a member of our team, you can make an immediate, measurable impact on a global scale, within an environment that fosters career growth and development.

Cepheid is proud to work alongside a community of six fellow Danaher Diagnostics companies. Together, we're working at the pace of change on diagnostic tools that address the world's biggest health challenges, driven by knowing that behind every test there is a patient waiting.

The Strategic Government Accounts Executive role will be responsible for the growth and expansion of sales by managing strategic public accounts in Brazil, such as: Ministry of Health national programs (HIV, TB, National Women's Health Program, National Cancer Control Program, National AMRs Program), PAHO, Fiocruz, National Reference Labs and Supporting Program for the Institutional Development of the Unified Health System, PROADI-SUS, by working cross functionally with various internal teams such as global access, sales, marketing, Med Sci, regulatory as well as external stakeholders in those institutions.

The incumbent is expected to provide dynamic leadership and ability to work cross functional to drive and execute the strategies to achieve profitable sales revenue, to ensure the growth of the business and maximize business opportunities across full product portfolio in Laboratory, Hospital, Clinic and Point of Care settings.

In this role, you will have the opportunity to:

• Provide direction, leadership, and planning to achieve and exceed sales targets and be a critical member of the Cepheid Brazil commercial team.
• Effectively support customers in their commercial needs, develop relationships including key opinion leaders and liaise with other senior managers in the Healthcare industry in Brazil and LATAM as appropriate.
• Steer team to actively engage with clinicians, KOL's, technical teams, buyer groups, policy makers and other stakeholders as required to drive product acceptance.
• Apply CRM and funnel management tools to continually improve processes such as prospecting, building opportunity pipeline, territory and account management.

ESSENTIAL JOB RESPONSIBILITIES:

• Participate in all key meeting with strategic government/public institutions of Health at National, State and municipality levels to position Cepheid products and services for utilization across all targeted entities.
• Implement the sales strategy and marketing messages for assigned Key Accounts by reviewing the Cepheid strategy, undertaking customer analysis, determining the best approach per key account, and finalizing for roll out with key accounts annually and as required.
• Develop the mid and long-term growth strategy for selected strategic accounts by reviewing historical trends, identifying key national projects and new polices that can drive access and demand.
• Initiate and implement engagement and educational activities working with Marketing, providing inputs, engaging internal stakeholders while following all compliance standards as required.
• Grow business by reviewing the existing business environment and trends, identifying, and exploring possible opportunities and implementing plans as required.
• Proactively respond to market changes by actively monitoring the market, tracking customer movements, and developing trends that can be integrated into solutions and responses for Cepheid as required.
• Provide customer service excellence by identifying and tracking key responsible contacts, providing ongoing liaison with customers through contact, interactions and communications and responding to customers within the local legal and regulatory framework as required.
• Report any customer complaints by receiving the complaint, identifying additional information as relevant and forwarding to the appropriate platform for resolution as required.

KNOWLEDGE AND SKILLS:

• A bachelor's degree or higher in Life or Medical Science (or relevant degree).
• MBA / equivalent in Marketing-Finance though not essential but preferred.
• Minimum 10 years' experience in the Diagnostics (IVD) business at a mid-senior level
• Minimum 3 years of proven ability to lead and manage public accounts successfully
• Strong account management and commercial negotiations experience.
• A good understanding of the clinical pathology, regulatory and reimbursement Brazilian environments along with a strong knowledge of molecular IVD/competitive products, and their clinical application/s
• Should have a sharp Strategic Mindset with an ability to see around the corners.
• Strong understanding of Tender Business / Govt. Business.
• Ability to work in a team environment and across an organization to drive results.
• Must be sensitive to multicultural environments.
• Enthusiasm, strong interpersonal and motivational skills; scalable to future assignments.
• Ability to work collaboratively across the organization including sales, service, technical support, marketing, and business management functions.
• Excellent communication skills including verbal and written, and presentation skills required, along with a strong financial and business acumen, flexibility, and good judgement.
• Ensure 100% compliance in all Government Business in line with company policies.
• Go-Get Attitude with ability to go for stretch goals.

Language Skills

• Native Portuguese
• Fluent or advanced in English
• Spanish is nice to have

At Danaher we bring together science, technology and operational capabilities to accelerate the real-life impact of tomorrow's science and technology. We partner with customers across the globe to help them solve their most complex challenges, architecting solutions that bring the power of science to life. Our global teams are pioneering what's next across Life Sciences, Diagnostics, Biotechnology and beyond. For more information, visit

At Danaher, we value diversity and the existence of similarities and differences, both visible and not, found in our workforce, workplace and throughout the markets we serve. Our associates, customers and shareholders contribute unique and different perspectives as a result of these diverse attributes.