The Hillrom Strategic Growth Leader (SGL) is responsible for developing,
advancing and growing the new business pipeline for SmartCare Services. The
primary focus will be to target new business opportunities valued at greater
than $500k of annual incremental contract business. This will include
partnering with Marketing to develop a target list, working with Area Vice
Presidents, Director of Strategic Solutions and Account Executives to engage in
funnel development and advancement activities, creating unique customized
solutions to meet the needs of the customer, and working at all levels of the
healthcare organization to break-in to new accounts and expand current customer
relationships. These relationships will be a mix of both organic and inorganic
activity and will include products across the Hillrom portfolio. The secondary
focus will be to increase the new business knowledge and skillset across the
SmartCare Commercial organization, which may include leading training sessions,
coaching SSMs on opportunities less than $500k, and the development of a new
business framework or playbook to capture new business and expand current
The Hillrom Product Portfolio meets customers’ and patients’ needs in acute
care hospitals, long term care facilities and in the home and includes Smart
Beds & Surfaces, Patient Monitoring, Diagnostic Cardiology, Safe Patient
Handling & Mobility, and Surgical Workflow & Precision Positioning. The
SmartCare Service offerings provide a reliable, proactive, and cost-effective
way to manage your Hillrom products. Hillrom service will ensure regulatory
compliance, minimize downstream costs, mitigate risk to patients and staff, and
reduce interruptions due to downed or misplaced equipment, which allows
healthcare systems to best utilize equipment and resources while providing the
highest quality care.
This is a field-based role with national scope requiring extensive travel,
therefore residing close to a major airport is required.
ESSENTIAL DUTIES AND RESPONSIBILITIES:
* Lead efforts to segment and identify target accounts. Partner with
Marketing and Account teams to drive funnel generation and funnel
* Engage in account planning activities to identify key account
stakeholders and decisionmakers, establish relationships, develop deal
strategy, create deal structure, and execute strategic plan.
* Proactively work with Directors of Strategic Solutions (DSS), Area Vice
President (AVPs), Account Executives (AEs), SmartCare Commercial
colleagues (SSMs) and business support teams to effectively organize,
assemble and arrange resources to meet strategic and tactical goals.
* Provide Marketing with feedback on customer and marketing intelligence,
and ideas for new service offerings and value propositions to further
expand and grow SmartCare.
* Identify and implement solutions for inorganic growth. Opportunities may
include deal structures with PartsSource, GE Healthcare, Philips, and
* Develop and communicate monthly, quarterly, and annual commercial
strategies and plans to accomplish profitable revenue growth. Monthly
funnel analytics based on deal stage.
* Increase the new business knowledge and skillset across the SmartCare
Commercial organization, which may include leading training sessions,
coaching SSMs on opportunities less than $500k, and the development of a
new business framework or playbook to capture new business and expand
* Continually meet with customers to develop relationships, understand
their needs, and proactively address potential issues. Build and maintain
relationships with major hospital systems, IDN s.
* Create and maintain a collaborative, performance-based culture,
consistent with the Hillrom commitment and focused on achieving
profitable revenue growth. Coach and develop sales personnel in
accordance to the established sales and organization competences.
* Effectively present product lines & services in a fashion that clearly
articulates the value proposition for the customer
* Process Improvement: identify performance improvement targets, track and
measure changes for the overall improvement of the region.
* Productivity: quality of work is consistently high, maintains peak
performance at all times, sustains a high achievement level and maintains
an unusually high output.
* Travel (air and car) 50-75%.
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