Manager, Business Development-Healthcare

Business Development Manager Healthcare

Location: Midwest/Central US (within commuting distance of 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 youve ever walked through an automatic door stayed in a hotel or gone through passport control youve probably used one of our products or services. ASSA ABLOYs 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 ABLOYs position in the healthcare industry. The role is designed to drive revenue growth develop impactful programs and expand ASSA ABLOYs market presence through strategic coordination of internal and external resources.

This individual in this position will collaborate closely with internal teams including enduser specialists architectural and specification consultants electromechanical specialists and other vertical market team members to drive growth. Additionally the role involves identifying market trends and leveraging these insights to position ASSA ABLOYs healthcare solutions effectively ensuring alignment with overall business objectives and longterm 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 segmentspecific 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 cloudbased 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 crossfunctional 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.

ASSA ABLOY offers a competitive compensation and benefits package including bonus a company car 401(k) plan education assistance and an environment that reflects our commitment to our employees. 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 jobrelated knowledge skills experience training licensure and certifications business requirements geographic location and other business and organizational needs. The 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.

Lets 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 fastmoving company with many opportunities.

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

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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 63000 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 its important to us to have diverse inclusive teams and we value different perspectives and experiences.