Corporate Account Director

Integra LifeSciences; New Jersey; On-site; USD 130,000 - 210,000; Full time

Benefits offered by this job

Medical

Dental

Vision

401(k)

Job summary

Integra LifeSciences is seeking a Corporate Account Director to lead management of multiple national distributor accounts and drive sales, margins, and strategic planning. The role requires strong business acumen, collaboration with cross-functional teams and travel to support nationwide accounts.

The candidate will develop quarterly sales objectives, present national plans, and optimize pricing, budgets and resource allocation while ensuring program alignment with corporate goals and

Qualifications

• Bachelor’s degree from an accredited four-year college or university or comparable industry experience.
• 5+ years of successful sales and distributor management in the medical device marketplace.
• 3+ years of sales management experience, preference given to device company and distributor experience.
• Track record of growing revenue year over year with distributors.
• Must travel 40%+ as needed and manage multiple corporate accounts.

Responsibilities

• Develop quarterly sales objectives with each Corporate Account and report revenue estimates.
• Maximize contribution margin through pricing, expense control and resource use.
• Prepare and present the National Business Plan to the National Sales Director.
• Analyze sales, marketing and financial data to monitor progress toward goals.
• Plan, target and close business opportunities with the National Sales Manager.
• Coordinate contract proposals with Legal and Sales, and support distributor meetings.

Skills

Sales management

Distributor management

Pricing decisions

Budget management

Strategic planning

Communication skills

Education

Bachelor’s degree

Tools

Salesforce

Sales EDW Cube

Job description

Changing lives. Building Careers.

Joining us is a chance to do important work that creates change and shapes the future of healthcare. Thinking differently is what we do best. To us, change equals opportunity. Every day, our colleagues are challenging what’s possible and making headway to innovate new treatment pathways to advance patient outcomes and set new standards of care.

The Corporate Account Director is responsible for the management of Multiple Alternate Site “Top” customers, so they efficiently achieve the sales and marketing goals while producing a profitable contribution to Integra Lifesciences.

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily.

• Develop realistic and achievable quarterly sales objectives with each Corporate Account. Update management monthly concerning quarterly Latest Revenue Estimates (LE).
• Demonstrates a high level of business acumen to maximize contribution margin through pricing decisions, expense spending decisions and the use of organizational resources.
• Prepares and presents National Business Plan to the National Sales Director which encompasses all Corporate Accounts. Maintains and updates this Plan on routine basis.
• Analyze sales, marketing and financial information monthly to monitor achievement toward sales and margin goals.
• Work with the National Sales Manager to plan, target and close business opportunities
• Operate within defined budgets.
• Provide input and instruction to all functions within Integra that support ongoing distributor sales channel development.
• Manage corporate accounts through the use of Sales Intelligence Tools provided (i.e, SalesForce.Com Automation, Sales EDW CUBE, etc.)
• Routinely interface with corporate account sales and marketing management to review current programs and sales results.
• Develop and launch Monthly/Quarterly Promotional material including distributor internal and external advertisements.
• Ensure the Sales and Marketing teams are promptly and accurately informed of competitive activities, industry trends and product acceptance.
• Coordinate contract proposals with Integra Legal and Sales Departments.
• Develop rapport and positive business environments with an ever-increasing number of nationally recognized Alternate Site GPO organizations.
• Plan and coordinate distributor sales meetings, including their National Sales Meeting.
• Participates in formulating and administering company policies and developing long-range goals and objectives.
• Drive the process to add new sku’s into distributor systems.
• Establish legal agreements with distributors that clearly spell out each party’s obligations.
• o are either not profitable or are not worth the added work for their relevant contribution
• Work with Private Label manager to develop relationships with the proper Private Label decision makers.
• Reviews analyses of activities, costs, operations and forecast data to determine departments or divisions progress toward stated goals and objectives.
• Represent the company in a manner consistent with policy and procedure at all conventions and key distributor/customer gatherings
• Strictly adhere to the policies and procedures within the Advamed Code of Conduct and the Sunshine Act

Qualifications

The requirements listed below are representative of the knowledge, skill, and/or ability required for this position.

• Bachelor’s degree from an accredited four-year college or university or comparable industry experience
• 5+ years of successful sales and distributor management in the medical device marketplace
• 3+ years of sales management experience, preference given to candidates with management experience in a device company and distributor experience
• Successful track record of aggressively growing an area with distributors and driving revenue year over year
• Willingness to take responsibility for growing sales and be held accountable for Corp Acct goals
• Must possess top level business management, interpersonal skills and computer skills
• Must demonstrate strong written and verbal communication skills and be a polished presenter
• Must have a stable work history
• Must be willing and able to travel as needed, 40%+ travel time commitment

Our salary ranges are determined by role, level, and location. Individual pay is determined by several factors including job-related skills, experience, and relevant education or training.

In addition to base pay, employees may be eligible for bonus, commission, equity or other variable compensation.

Your recruiter can share more about the specific salary range for your preferred location during the hiring process.

Additional Description for Pay Transparency

Subject to the terms of their respective plans, employees and/or eligible dependents are eligible to participate in the following Company sponsored employee benefit programs: medical, dental, vision, life insurance, short- and long-term disability, business accident insurance, and group legal insurance, and savings plan (401(k)).

Subject to the terms of their respective policies and date of hire, Employees are eligible for the following Total Rewards | Integra LifeSciences

Integra LifeSciences is an equal opportunity employer, and is committed to providing equal employment opportunities to all qualified applicants and employees regardless of race, marital status, color, religion, sex, age, national origin, sexual orientation, physical or mental disability, or protected veteran status.

This site is governed solely by applicable U.S. laws and governmental regulations. If you'd like more information on your rights under the law, please see the following notices:

EEO Is the Law | EOE including Disability/Protected Veterans

Integra LifeSciences is committed to provide qualified applicants and employees who are disabled veterans or individuals with disabilities with needed reasonable accommodations in accordance with the ADA. If you have difficulty using our online system due to a disability and need an accommodation, please email us at [e-mail].