Director, Corporate Accounts - Southeast

Rhian_Convatec; Orlando (FL); Remote; USD 100,000 - 130,000; Full time

Job summary

A leading company in medical technologies is seeking a Strategic Account Manager to drive sales and profitability across key accounts in the Southeast US. The role involves developing executive relationships, managing account strategies, and ensuring customer satisfaction through effective communication and planning. This position requires a strong track record in sales management within the medical device sector, aiming to deliver measurable outcomes and foster long-term partnerships.

Qualifications

• Minimum of 7 years of complex sales/account management experience.
• Experience in medical device and/or biologics industry.
• 2+ years of direct sales management experience preferred.

Responsibilities

• Maximize sales and profitability within strategic accounts.
• Develop and maintain relationships with executive level decision makers.
• Coordinate regular business reviews with strategic partners.

Skills

Negotiation

Account Management

Relationship Building

Education

Bachelor's Degree

MBA (preferred)

Job description

About Convatec

Pioneering trusted medical solutions to improve the lives we touch: Convatec is a global medical products and technologies company, focused on solutions for the management of chronic conditions, with leading positions in Advanced Wound Care, Ostomy Care, Continence Care, and Infusion Care. With more than 10,000 colleagues, we provide our products and services in around 90 countries, united by a promise to be forever caring. Our solutions provide a range of benefits, from infection prevention and protection of at-risk skin, to improved patient outcomes and reduced care costs. Convatec’s revenues in 2024 were over $2 billion. The company is a constituent of the FTSE 100 Index (LSE:CTEC). To learn more please visit http://www.convatecgroup.com

About the Role:

You will be responsible for maximizing sales and profitability within Strategic Corporate Account IDNs, Regional Purchasing Coalitions/Collaboratives and key GPO Shareholder systems. You will establish, advance and maintain relationships with executive level decision makers. You will design, communicate and deliver customized value added programs to strategic accounts including management of RFI/RFP process.

This role will cover IDNs in Florida, Georgia, South Carolina and Alabama.

Your Key Duties and Responsibilities:

Take ownership and accountability for all strategic partner relationships including:

• Actively developing relationships with all key account stakeholders. Ensuring effective communication and customer connectivity with key Convatec personnel and key accounts. Continually identifying alternative ways to exceed customer expectations andfostering a "customer-first" attitude and environment.
• Developing account implementation plans, including, but not limited to, product positioning, messaging, pricing, commercialization planning, product and clinical pipeline initiatives.
• Coordinating and conducting regular (quarterly at a minimum) business reviews with each strategic partner. Interfaces with Channel teams, Marketing, Operations and Customer Service management to ensure consistent product supply and delivery for each strategic partner
• Developing and executing both short and long-term account strategies
• Growth of revenue and profitability, as well as expense management
• Analyzing current and future business opportunities, ongoing forecast modeling, and financial goal attainment

About You:

As a proven commercial leader with a track record of developing strategies for new products that have resulted in commercial product introductions in a regulated medical device and/or biologics environment, you understand buying influences, how to interpret customer needs, and leverage information and communication to achieve results. You have excellent negotiation skills with ability and proven track record of retaining maximum value for the organization and measurable customer milestones along with return on investment creating “win-win” mutually beneficial customer agreements for customers and the company.

Qualifications/Education:

• Minimum of a Bachelor’s Degree required with MBA preferred
• Minimum 7 years of complex sales / account management experience, preferably in the medical device and / or biologics industry as well as distribution or pharmaceuticals
• Preferred 2+ years of direct sales management experience
• Preferred 2+ years of key account, national accounts or strategic account sales
• Experience building strategic marketing and selling relationships with senior level executives in medical device and distribution companies

• Recognizing and planning for account / market trends and changes
• Proactively developing and implementing contingency plans to ensure growth and financial goal attainment
• Internally communicating revenue performance vs. budget for targets accounts and ensuring contract compliance objectives are met by the customer
• Interface regularly with Directors of Sales, National & Area Business Directors, Regional Sales Managers, Territory Mangers, Channel members and Customer Service to ensure that customer satisfaction is achieved, and product sales supported and maintained at the local/regional level.
• Work with Marketing and Sales teams to implement new product launches, brand strategies and sales initiatives targeted at regional buying groups, health care organizations and hospital chains to ensure US Sales budget and market share growth objectives.
• Initiate and complete RFPs, proposals, presentations, terms and conditions, negotiations and execution for licensing opportunities and technologies, research collaborations, strategic alliances, distribution agreements, IP rights licensing, etc.
• Work within and make recommendations for improvements to internal systems & processes to achieve business objectives.
• Cross functional interaction with various departments to include Regulatory, Compliance and Legal.
• Identify, build, and manage long-term relationships with strategic partners in the healthcare industry.

Travel Requirements: 20-30%

Ready to join us?

At Convatec , we’re pioneering trusted medical solutions to improve the lives we touch . If you’re ready to make a real impact, apply today and help us bringour Forever Caring promise to life.

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Equal opportunities

Convatec provides equal employment opportunities for all current employees and applicants for employment. This policy means that no one will be discriminated against because of race, religion, creed, color, national origin, nationality, citizenship, ancestry, sex, age, marital status, physical or mental disability, affectional or sexual orientation, gender identity, military or veteran status, genetic predisposing characteristics or any other basis prohibited by law.

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