Corporate Account Director – West

Urgomedical; Hyde Park Township (IL); On-site; USD 80,000 - 160,000; Full time

Job summary

An established industry player is seeking a dynamic Corporate Account Director to lead business growth within strategic healthcare networks. This role requires a self-motivated individual with a proven track record in sales and leadership, adept at managing relationships with key decision-makers. You will be responsible for developing and executing strategies that align with organizational objectives, driving market access, and collaborating with cross-functional teams. If you thrive in a fast-paced environment and have a passion for healthcare, this opportunity could be your next big career move!

Qualifications

• 5-7 years of sales experience in healthcare required.
• Experience managing sales teams and strategic accounts is essential.

Responsibilities

• Drive business growth and manage key account relationships.
• Collaborate with sales teams for pricing and contracts.

Skills

Sales Success

Leadership

Communication Skills

Negotiation Skills

Analytical Skills

Education

Bachelor's Degree

Tools

Microsoft Office

Job description

All Jobs > Corporate Account Director - West

This position requires a self-motivated individual with high energy and passion. The individual should have a personal and professional history of sales success, leadership, mentorship, intelligence, execution, with excellent verbal and written communication skills.

The Corporate Account Director will develop, establish, and maintain select IDN, IHN & Corporate Account strategies to meet organizational objectives. Effective commitment and management of these customers with full alignment of our marketing and sales organization will be critical for success in this role.

This position will support Urgo Medical North America’s business development and market access plans. The Corporate Account Director is responsible for driving business growth and market development initiatives within national strategic healthcare networks and channel partners in collaboration with the National Director, Health Care Systems and Regional Sales Managers (RSM). The current market dynamics and business conditions call for a stronger focus on administrative selling and business development initiatives.

Requirements

Duties and Responsibilities

• Responsible for driving business growth and commercial access within national GPOs and strategic healthcare networks for Urgo’s portfolio of products in the U.S. market.
• Serve as primary business contact and lead communication liaison within select strategic healthcare networks and channel partners.
• The CAD is responsible for leading all support and sales-related functions for the entire Urgo portfolio of brands in defined accounts.
• Collaborate with the sales reps and sales leadership team on Executive level (C-Suite) pricing/contractual deals at strategic healthcare networks, including identifying and executing long-term strategic selling in these accounts.
• Manage key supply chain relationships to ensure access for our brands in the Urgo portfolio as well as access for field representatives within targeted accounts.
• Secure/implement contracts that increase share, revenue, and trading profit within target accounts.

Business Collaboration

• Work collaboratively across the organization to best position Urgo to grow market share in strategic accounts.
• Develop and drive financial solution programs in collaboration with sales leadership.
• Establish and maintain relationships with decision-makers of select strategic healthcare networks and channel partners while positioning and delivering economic and value-related solutions in collaboration with sales leadership teams.
• Function as the leader of an integrated sales team (to include Sales & Marketing management, Finance, Sales Leadership, Clinical Affairs, and other strategic partners) that drives strategic account management.
• Prepare and conduct regular internal/external business meetings with assigned select strategic healthcare networks and channel partners to review account buying trends and opportunities utilizing various financial models for management of performance to commitment levels.
• Manage and analyze business performance (revenue, profit, share, etc.) within the customer base and coordinate group/network sales activities; prepare and/or review financial models to recommend and establish appropriate pricing to meet customers' needs and gain necessary approvals through the finance team.
• Engage financial and clinical customers to promote Urgo Medical’s health economic product value.
• Collaborate with key stakeholders within strategic accounts.

The Corporate Account Director is expected to drive business growth and market access in a select number of strategic targets and coordinate between the National Account department and the sales management/field sales teams for all aspects of the Urgo Medical Portfolio, including:

• Organize cross-functional resources and programmatic solutions to profitably sell the product lines to key surgeons, nurses, and hospital administration up to the C-level.
• Support large evaluations requiring on-site leadership.
• Collaborate with sales leadership teams in targeted accounts to identify product, program, and education opportunities to market development strategies and tactics to drive market access and volume.
• Assess customers’ financial status and objectives in an effort to either leverage existing financial solutions or develop new programs.
• Increase customer awareness via attendance and professional representation at trade shows, site visits, professional organizational meetings, etc.
• Provide a monthly report that highlights key account engagement, activity, business conditions, and go-forward opportunities and plans.
• Conduct effective sales negotiations and close deals at the IDN level—interface with all key buying influencers focusing on top-level leadership.
• Develop and maintain a high level of Urgo Medical product knowledge as well as intelligence on competitive products in the market.
• Develop account penetration strategies for key targets and overall account development and communicate updated market intelligence back to the business, along with field concerns, issues, and requirements.

Qualifications

• BA/BS Degree is required.
• Minimum of 5-7 years of successful sales, marketing, or general management experience in the healthcare field is required.
• 3 years successfully managing sales/marketing teams.
• 2 years sales and leadership with IDN, GPO & Strategic Accounts.
• This individual is expected to have experience with selling medical device, technology, and/or capital products to multiple call points in the hospital, including surgeons, nursing, administration, and wound care centers.
• Demonstrated record of influence management across multiple decision-makers is required, and experience building relationships at the C-Suite level is preferred. This individual must also possess a general knowledge of healthcare purchasing and contracting practices along with a demonstrated knowledge of the Advanced Wound Care market.

Travel

• Periodic overnight travel required (up to 75% travel).

Education

• Bachelor’s Degree from an accredited university required.

Experience

• Minimum of 5-7 years of successful sales experience calling on Hospital/IDN/GPO customers.
• 3 years of successfully managing sales teams.
• 2 years sales and leadership with IDN, GPO & Strategic Accounts.
• Proven strong relationships with key healthcare executives.
• Requires economic selling expertise and vertical integration into complex Integrated Delivery Networks (IDN) as well as Group Purchasing Organization (GPO) members.
• Ability to work independently, to be a strong team player, and leader.
• Strong interpersonal, communication, influencing, negotiating, and facilitating skills.
• Competent in Microsoft programs including MS Office (Word, Excel, PowerPoint, Outlook).
• Excellent written and verbal communication skills.
• Analytical skills to assess customer and product trends at the account level.
• Excellent negotiation and demonstrated listening skills.

Physical Demands:

Physical: Position generally requires sitting 50% of the time and 50% standing/walking. Occasionally requires lifting and carrying equipment and materials weighing 10-20 pounds.

Mental effort and verbal skills required to effectively communicate and to relate potential problems or opportunities to appropriate personnel or customers.

Requires ability to demonstrate full understanding and application of all Urgo Advanced Medical North America products.

Requires set up and operation of audiovisual equipment such as laptop and iPad-based presentations, digital projection e.g. In-Focus equipment etc.

Audible/Visual Demands: Requires ability to hear and speak, or equivalent communication ability for effectively conversing with co-workers, managers, customers, etc. in person and via telephone.