Corporate Accounts Director- Government

Ambu A/S; Columbia (MD); Remote; USD 80,000 - 130,000; Full time

Job summary

An established industry player is seeking a Corporate Accounts Director for Government to spearhead sales strategies within government facilities. This dynamic role involves managing government contract bids, fostering relationships with key stakeholders, and utilizing value-based selling techniques. The ideal candidate will have a robust background in medical device sales, particularly in critical care, and a proven track record of exceeding sales targets. Join a forward-thinking organization committed to innovation and excellence in patient care, where your contributions will have a significant impact on healthcare outcomes.

Qualifications

• 5+ years of medical device sales experience, preferably in critical care.
• Expert in analyzing Health Economic data for strategic accounts.
• Proven leadership abilities and excellent communication skills.

Responsibilities

• Achieve sales objectives in government accounts and drive strategy implementation.
• Develop relationships with VA and DoD procurement leadership.
• Collaborate with sales teams to increase revenue within government entities.

Skills

Medical Device Sales

Government Bids

Health Economic Data Analysis

Negotiation Skills

Project Management

Interpersonal Skills

Presentation Skills

Data Analytics

Customer Relationship Management

Communication Skills

Education

Bachelor's Degree

MBA

Tools

Microsoft Office

CRM Software

Job description

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Position: Corporate Accounts Director - Government

Reports To: Vice President – Corporate Accounts

Location: Remote

Position Summary : The Corporate Accounts Director, Government will be responsible for implementing the strategy to deliver incremental sales revenues based on penetrating government- based facilities (VA, DoD) across the nation, while simultaneously managing government contract bids for applicable product lines. He/she must establish strong relationships with Ambu product/sales divisions (Anesthesia, Visualization, GI) to partner in reaching collective sales targets. The Corporate Accounts Director, Government must have a proven track record of success in corporate accounts; have utilized value-based selling through Health Economic reporting; have run demonstrations; and have managed large scale evaluations from start to finish. Ultimately, you will lead the efforts in sustaining and growing Ambu’s full line of products within our top customers to achieve short and long-term success.

Essential Functions and Responsibilities:

• Achieve annual sales objectives in assigned Distribution, GPO, Government and Key/Integrated Delivery Network (IDN) accounts and drive the successful implementation of account specific strategies, based on alignment with and direction from the VP, Corporate Accounts
• Identify opportunities within the Distribution, GPO, Government, and IDN environment along with key stakeholders; which includes gathering key decision-making criteria, effective opportunity qualification, and gaining customer commitment through a complete understanding of customer specific personal, professional and business goals
• Provide high levels of communication with executive and sales management teams
• Develop and maintain strong relationships with VA and DoD procurement leadership, VISNs, third party partners, and key accounts ensuring complete satisfaction and brand loyalty across categories
• Assist with developing sales strategies to increase all Ambu product market penetration
• Collaborate with Areas Sales Directors, Regional Sales Directors, and Territory Managers to plan and coordinate sales activities to increase revenue within US Federal Government entities
• Present Health Economics data to create value-based selling with all assigned accounts
• Consistently present the Ambu Value story within assigned accounts to defend current position and promote future product growth opportunities
• Utilize the complexity and importance of the assigned VA/DoD strategic accounts and / or government markets in order to manage and cultivate customer relationships, identify opportunities and employ account management skills.
• Collaborate with Ambu legal and compliance teams to manage US Federal Government contracts (DAPA, ECAT, MSPV, PV), ensure products meet requirements of US Federal law, and advise Ambu leadership on any changes that need to be made

Performance Criteria:

• Prepare regular reports of progress to include forecasts and opportunity pipelines to internal and external stakeholders using key account metrics
• Maintain sales expense budget as set by corporate management
• Ensure regional pipelines are robust and updated consistently to ensure alignment with the Sales Plan
• Provide a consistently high level of service to clients
• Ensure 100% accuracy of all documentation submitted to company
• Provide timely submission of all required reports
• Respond to problems, ideas, and solutions presented, in conjunction with corporate needs and policies
• Provide leadership in a manner which does not distract from a positive working atmosphere and relays the commitment of Ambu to the individual
• Maintain high standards of personal appearance and conduct in order to serve as a positive role model for employees
• Provide advice and recommendations to assist the Sales Directors & Representatives in making sound decisions to ensure the maximum efficient use of all personnel and equipment based on the needs of the company
• Ensure compliance with all SOP's
• Follow the Ambu Non-Disclosure/Confidentiality agreement at all times.

Qualifications and Skills:

• Bachelor's Degree from an Accredited Institution, MBA preferred.
• Minimum of five (5) years of previous medical device sales experience, preferably in the critical care areas, with at least two (2) of those years having worked directly with government bids and VA/DoD facilities
• Demonstrated and proven leadership abilities
• Valid driver's license, in good standing
• Proven track record of consistently overperforming and excelling throughout your career
• Highly organized and able to manage a large pipeline of perspective clients
• Expert in analyzing and interpreting Health Economic data to drive conversions and penetration in strategic accounts
• Excellent presentation skills
• Excellent communication (verbal and written) and interpersonal skills
• Strong problem-solving and negotiation skills
• Experience in project management
• Strong business acumen in data analytics, customer relationship management software , and Microsoft Office
• Ensure that all organizational activities and operations are carried out in compliance with local, state and federal regulations and laws governing business operations
• Use standard method of transportation to travel to client locations
• Ability to interact and form relationships with C-level management
• Proficiency in stakeholder management
• Genuine interest in understanding the relevant clinical areas and customer settings in order to see opportunities for value creation
• Structured and systematic approach to tasks50%+ overnight travel to visit with prospects, customers, and to attend tradeshows, as well as regional, corporate, and national meetings

About Ambu

Ambu has been bringing the solutions of the future to life since 1937. Today, millions of patients and healthcare professionals worldwide depend on the efficiency, safety and performance of our single-use endoscopy, anaesthesia, and patient monitoring solutions. We continuously look to the future with a commitment to deliver innovative quality products that have a positive impact on patient care and the work of healthcare professionals. Headquartered near Copenhagen in Denmark, Ambu employs approximately 4,500 people in Europe, North America and the Asia Pacific.