Summary:
The Director of Strategic Accounts, Health Systems is a passionate, result-driven, strategic and dynamic sales professional who has high business acumen and solid relations in the healthcare industry to manage key health systems accounts – national and regional Group Purchasing Organizations (GPOs) and Integrated Delivery Networks (IDNs). The position will support alliances and partnerships with all market players that are strategic to Chemence Medical organization. This position has a strong track record of driving sales from top down, execute push and pull strategies, and drive adoption and clinical pathway acceleration for Chemence innovative products in the healthcare realm. This individual manages all GPOs & IDNs contracts for Chemence branded products, works very well in a team environment with Inside Sales, Field Sales, Clinical Educators Marketing and Distribution Partners.
Director of Strategic Accounts, Health Systems has a strong work ethic and an ability to think outside the box to align different sales and marketing functions and partners to lead to a double digit year-over-year growth of sales.
Key Duties and Responsibilities:
Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions
- Managing relationships with key GPOs and IDN accounts, including monitoring bid calendars, responding to RFP/RFP, negotiating contracts, managing fees, pricing, rebate systems, joint growth programs, contract extension for existing health systems and securing new ones
- Development of SPIF and other incentive programs for GPO/IDNs sales personnel to become advocates for Chemence products.
- Introduction of new products and managing Change Notices to GPOs and IDNs
- Development of distributor network (national, regional and specialty distributors) and alignment with contracts with major GPOs and IDNs
- Monitoring sales to health systems through sales tracing reports and taking actions to secure further growth.
- Feeding the sales pipeline by identifying and sharing key contacts in medical facilities with Chemence’s sales force
- Reporting on monthly KPI targets to include number of contracts with major national and regional GPOs and Top 25/100 IDNs and growth of sales to healthcare systems.
- Leverage existing relationships as well as create new customer opportunities to grow business and secure new sales.
- Aligning inside and external sales force to service and reach sales targets to grow sales under contracts.
- Initiating marketing activities to support sales to health systems.
- Presenting quarterly business reviews
- Attend all major GPO and IDN conferences to identify new prospects and secure new business opportunities as well as to cultivate existing relations.
Qualifications, Education and/or Experience Required:
- Min 5 years of experience in identifying, securing, and managing healthcare systems.
- Understanding major product categories – medical/surgical devices
- Computer literacy and experience in CRM platforms
- Existing relations/contacts in the industry that can be leveraged to ensure Chemence business growth.
- Critical thinking, writing, speaking, compelling presentation and social skills.
- Willingness to travel for business meetings and conferences.
Language Skills:
- English required, bilingual (Spanish) a plus.
- Reasonable accommodations can be made, up to and including translation services.
Physical Demands:
- Position requires walking, standing for prolonged periods, occasionally required to sit, climb, or balance, stoop, kneel, crouch or crawl. May frequently lift and/or move up to 5 pounds and occasionally lift and/or move up to 15 pounds.
Work Environment:
- Non-temperature-controlled warehouse, non-temperature-controlled production floor, temperature-controlled office.
Other Duties
- Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.
- Employees holding this position will be required to perform any other job-related duties as requested by Management.
AAP/EEO Statement
- CHEMENCE® provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws.
- This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.
