Senior Director, Commercial Strategy – Alignment

Role Overview

• Establish and maintain key relationships with all assigned corporate/national accounts.
• Collaborative team management of the account during and after the initial sale to ensure continued revenue growth while navigating a dynamic and rapidly changing environment.
• Analyze complex sales situations, develop strategic plans and implement solutions effectively.
• Manage successful implementation of contracts and agreements with assigned accounts that lead to growth in sales volumes and additional partnership opportunities.
• Achieve growth revenues of at least 10% over prior year.
• Strategic planning with sales and marketing in the management of price protection and parody for focus accounts, distribution partners and GPOs.
• Understand and create individualized and value-add solutions to meet the evolving needs of IDN/health systems and key stakeholder groups.
• Update monthly KPI reports and participate in corporate Quarterly Business Reviews as needed while maintaining organized files on information concerning any current or future targets.
• Assist with coaching, motivating, and enabling sales personnel to further develop abilities, work assigned sales territories, and coordinate efforts with assigned Sales Reps.
• Negotiate and navigate contract conversations at the C-Suite level.
• Manage product and account profitability for all responsible contracts.
• Cross-functional coordination with multi departments for all GPO/IDN RFI and RFPs.

Requirements

• 12+ years of professional experience
• 5+ years of sales experience required; business to business, preferably medical device.
• 2+ years of experience of managing large corporate sales accounts at the C-suite level, preferably in healthcare/medical device.
• Sales experience in healthcare/medical device industry strongly preferred.
• Knowledge of Microsoft Excel, PowerPoint and Word is essential.
• CRM experience required; Salesforce experience preferred.
• Bachelor's degree in business or marketing or equivalent combination education and work experience in these areas required.
• Ability to manage Private Label projects as needed.
• Strong understanding of the nuances between Acute Channels Direct, Distribution, Specialty Distribution and OEM.
• Excellent communication skills.
• Strong operational management skills including but not limited to, risk analysis, strategic planning, budget management, decision making skills and problem-solving skills.
• Team player who possesses a strategic mindset and has the ability to build quick rapport across multiple stakeholder groups.
• Proven track record of managing and growing large account portfolio & sales territory.
• Self-motivated and driven leader who proactively takes the initiative to research, make decisions, follow through on and accomplish multiple tasks with a sense of vision, detail, commitment, priority, all with a sense of urgency.
• Well-developed C-Suite relationship management and consultative sales skills.
• In-depth knowledge of the clinical process, medical technologies and operations, health care trends and the ability to present at a high level both internally and externally.
• Compliant with all training including Corp SOPs, WI’s, product training and corporate credentialing.

Benefits

• Focus on achieving our Company mission.
• Demonstrate accuracy and thoroughness in daily work; look for ways to improve and promote quality & safety.
• Inspire the trust of others; treat people with respect and dignity and embrace the value of diversity.
• Use time efficiently; perform job accurately, thoroughly, and conserve Company resources to improve profits.
• Contribute to building and maintaining a positive team environment.
• Assure all policies and guidelines are implemented and followed.