Strategic Account Manager (SAM) is a critical commercial role responsible for driving growth and deepening engagement across Getinge's most important institutional Life Sciences accounts. This individual will own the full capital equipment lifecycle - from strategic pre-design influence to post-install follow-through - with a particular emphasis on sterilizer systems, bioreactors and related capital platforms.
Success in this role requires strong relationship management, technical acumen, and an ability to proactively engage architects, engineers (A&Es), procurement stakeholders, and end users to shape projects early and align customer needs with Getinge's best-in-class solutions. The SAM will work cross-functionally with internal partners across sales, service, marketing, operations, and finance to ensure commercial success.
Job Responsibilities and Essential Duties- Strategic Account Ownership:
Develop and execute account plans for assigned institutions (Academic, Government, Biopharma), with clear revenue goals, stakeholder maps, and project pipelines while representing the Getinge brand and building the company reputation for service and quality through relationships with key customers. - Architect & Engineer Engagement:
Proactively identify and build relationships with A&E firms to influence equipment planning decisions in new builds, renovations, and design development phases. Serve as the lead resource for equipment spec development. - Project Lifecycle Management:
Lead early project identification through close, including needs assessment, RFP collaboration, and capital quote development. Partner with service and project execution to ensure seamless transitions. - Pipeline Development & Forecasting:
Maintain active, qualified pipeline through strategic prospecting, account development, and lead conversion. Leverage Salesforce (GForce) to ensure accurate pipeline hygiene and reporting. - Collaboration & Alignment:
Work closely with internal teams including regional sales reps, business area (BA) marketing, finance, and project execution to ensure deal success and internal visibility. Communicate market and customer feedback to help shape product and service offerings. - Market & Customer Insights:
Maintain knowledge of market trends, customer investment strategies, and capital planning cycles within target verticals. Convert market insights into strategic opportunities for account growth.
Minimum Requirements- 5-10 years in strategic sales, capital equipment, or account management in Life Sciences, Healthcare, or related sectors.
- Bachelor's degree or equivalent combination of education and work experience.
- Experience selling complex capital equipment; sterilizer/autoclave experience preferred.
- Experience managing complex accounts and high-value contracts.
- Must be able to complete a series of inoculations when required.
- Must be able to operate an automobile (valid driver's licensed required).
- Must be able to travel extensively throughout the US and some international travel as needed requiring valid travel documentation (approx. 50% travel).
Required Knowledge, Skills and Abilities- Strong knowledge of the capital project lifecycle and stakeholder ecosystem (procurement, A&E, engineering, facility planning)
- Demonstrated success in building long-term relationships with institutional clients
- High level of comfort presenting to technical and executive-level stakeholders
- Existing relationships within Academic, Biopharma, or Governmental Life Science institutions
- Knowledge of Getinge's Life Sciences product portfolio
- Salesforce (GForce) proficiency
- Ability to work independently while coordinating across a matrixed environment
- Strong analytical skills with the ability to communicate opportunity and data-driven solutions to senior management.
Total Compensation = $210,000- $225,000 ($155,000- $170,000 base + $55,00 at plan target incentive)
Company Vehicle Provided
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