Account Development Manager KIS; m​/w​/d

Leading Provider Of Healthcare Software

We are the leading provider of software in the healthcare sector. With our vision "Let no one suffer or die because medical information is missing at some point or somewhere," we make a sustainable contribution to the future of our healthcare system. Our solutions ensure that medical information is always and everywhere available.

Your contribution:

• Strategic responsibility for the development of selected strategic accounts in the KIS environment in the DACH region as well as the identification and opening of concrete business opportunities
• Proactive relationship management in defined target hospitals, for example in the environment of SAP and i.s.h.med. customers as well as other strategically relevant KIS accounts
• Building and maintaining a reliable network in the hospital and clinic environment, especially to clinic management, C-level decision-makers, IT directors and other relevant stakeholders of large institutions, clinic alliances and regional care centers
• Targeted opening of selected target houses and development of individual account strategies to identify relevant contacts and concrete project potentials early on
• Identification and development of KIS modernization, expansion, and migration potentials within the accounts managed
• Analysis of existing KIS markets, KIS landscapes, and architectures as well as the derivation of concrete potentials and strategic approach points for the respective target houses
• Development and implementation of account development strategies around CGM KIS solutions and the opening of new market and revenue potentials within the accounts managed
• Placement of the open CGM CLINICAL technology and modular solutions with relevant customers and decision-makers
• Analysis of customer requirements, market trends, and competitive developments as well as the transfer of these findings to concrete account and sales strategies
• Early accompaniment and shaping of pre-tender phases in order to position CGM as a relevant solution provider already before an official tender in strategically relevant houses
• Development of individual solution approaches together with customers and internal experts in the sense of strategic consultative selling
• Close cooperation with presales, consulting, product management, and other internal stakeholders for the development and positioning of suitable solutions
• Leading tender and award processes as the responsible sales lead; bringing in the built account knowledge and network during the further sales process to qualify the engagement and maximize the win probability
• Responsibility for the building and development of a strategic account pipeline as well as transparent control of the activities in the CRM
• Control of relevant KPIs, especially with regard to the development of strategic accounts, relevant stakeholder contacts, identified projects, pre-tender potentials, and qualified handovers to sales

What you bring:

• Completed studies, e.g. BWL, business administration, information technology, medical informatics, health economics, or a comparable qualification
• Several years of solid experience in sales, account development, or business development of complex software solutions, ideally in the healthcare or hospital and KIS environment
• Very good understanding of the KIS market, common KIS architectures, and relevant integration and migration scenarios
• Experience in the environment of SAP or i.s.h.med. and a good understanding of the customer and market structures there; experience with other KIS landscapes is advantageous
• Proven network in the clinic and hospital environment and ideally established contacts with clinic management, C-level, IT directors, and other relevant decision-makers
• Experience in the strategic development and opening of concrete accounts as well as in the identification and development of business opportunities
• Experience in building and maintaining stakeholder networks as well as in successfully addressing and positioning relevant decision-makers
• Understanding of pre-tender, tender, and award processes as well as ideally experience in strategically developing projects already before an official tender
• In-depth knowledge of complex sales processes, tenders, public awards, and enterprise contracts
• Strong customer and relationship orientation as well as proven successes in consultative selling and enterprise sales
• Ability to address complex technical and professional content – e.g. CGM CLINICAL, modular architectures, and hybrid UI – in an audience-appropriate and convincing manner, also at C-level
• Strategic and entrepreneurial thinking as well as the ability to derive concrete business opportunities and account strategies from customer contacts and account information
• High motivation, pronounced self-organization, and willingness to regular travel within the DACH region
• Sovereign appearance, negotiation skills, and enjoyment of working with technical and professional experts

What you can expect from us:

• Health:
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