Key Account Director

, TX, United States

Our client, a leading multi-billion-dollar manufacturer of medical/surgical products, seeks a Key Account Director to work with the leading IDNs in Texas.

Summary:

Responsible for driving incremental sales and market share growth through partnership, extraordinary value, and unique solutions within large, national and multi-regional Integrated Healthcare Networks (IHN’s) by creating opportunity with high level decision makers/ influencers (Directors and above) within targeted health system accounts. As a comprehensive resource and innovative solution provider for their surgical services, sterile processing, and medical device/implant requirements. This position will serve as the corporate liaison (quarterback) for all business units.

The KAD will also be responsible for developing, communicate and implement sales plans and strategies designed to accomplish specific corporate sales goals. Qualified candidates will need to demonstrate a successful commercial track record of building strategy and tactics, managing people through influence, process management, and driving new projects/solutions in Health Care Networks. The candidate must possess the ability to lead and inspire cross functional teams to implement solutions for all business units. KAD will lead contract negotiations and processes to successful long-term contract and relationship. Experience in negotiations of Terms and Conditions and a deep understanding of factors that impact the contracting processes will be essential. Comprehensive understanding of the relationship between integrated health systems, governing law, GPO’s and medical surgical distribution is critical.

Principal Duties Responsibilities:

Drive profitable sales growth through conversion, penetration and retention strategies with target health systems.

Meets or exceeds organizational key performance indicators; sales, targets, quotas by managing account performance and redirect efforts with sales leadership as required to meet goals.

Negotiates with national, regional and local health systems at highest levels.

Create value to leverage current footprint in targeted account for higher level access to key decision makers.

Builds high level strategic customer relationships. Build trusted partnerships with VP and C Suite to position with company as a resource.

Translates business strategies into clear objectives and tactics for communication and execution to sales leadership. Works with sales leadership to maintain high accountability for driving tactics.

Creates realistic “opportunity” plans taking into consideration account strategic pricing, budget, operating income/expenses. Establishes implementation plans for newly signed health system agreements.

Prepare and deliver annual business reviews to target health systems.

Collaborates with Sales and Marketing Management to design programs and pricing for Health Systems and support GPO.

Analyze and evaluate revenue and profitability solutions by business unit while taking a holistic approach to health system.

Prepare, present and negotiate new/renewal presentations and agreements. Represent product, pricing, terms and conditions by deployment of resources to include legal. .

Creates effective implementation plans to support new GPO contracts to field sales.

Works with company’s National Account Management to develop and support GPO and Enterprise shared objectives.

Communicates and works with sales force (and sales management) on how to gain compliance for individual agreements.

Keeps informed of current market trends, competitive developments, and sales analysis.

Maintain existing and develop new relationships with key industry leaders.

Acts as liaison between customer and Marketing, Customer Service, and Credit departments.

Attend Regional, National, and or Global Trade Shows as necessary to support.

Completes special projects as assigned by the Sr. Director, and or Sr. Vice President.

Must comply with applicable ISO and FDA regulations as stated in Quality Manual

Must embody the Company’s Vision, Mission and Values

Other duties may be assigned.

Secondary or peripheral job functions:

Ability to build and nurture business relationships with internal and external customers at executive levels by consultative methods to determine insights.

Strong strategic planning and project management skills

Strong Knowledge of C Level and VP Supply Chain within US Health Systems

Must be able to travel domestically and internationally by air and car, and work occasional weekends. Must possess a valid government issued drivers license and passport.

Requires excellent written and interpersonal communication skills.

Computer skills in Windows, Lotus e-mail, Excel, Power Point and word processing desirable. SAP experience highly desirable.

This position requires the handling of instruments that may have been contaminated by blood or other bodily fluids. In compliance with Occupational Safety and Health Administration (OSHA) regulations, and will provide a safe working environment for all employees.

Supervisory Responsibilities:

Determines methods and procedures on new assignments, and works under moderate supervision.

Job Specifications:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Management reserves the right to add, modify, change or rescind the work assignments of different positions due to reasonable accommodation or other reasons.

The targeted range for this role takes into account a range of factors that are considered when making compensation and hiring decisions; included but not limited to: skill sets; experience and training; licensure and certifications; and other business and organizational needs. The disclosed range estimate has not been adjusted for the applicable geographic differential associated with the location at which the position may be filled. Compensation decisions are dependent on the facts and circumstances of each case. The range provided is a reasonable estimate.

Education/Experience:

Bachelor’s degree in business or related field

At least 7 years of Marketing/Sales management experience.

At least 2 years’ experience supporting national/corporate accounts.

MBA and prior supervisory experience are highly desirable.

Requires thorough knowledge of buying groups IDN’s healthcare integrated delivery systems.

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