IDN Specialist

DeRoyal; United States; Remote; USD 150,000 - 190,000; Full time

Job summary

DeRoyal Industries, Inc. seeks an experienced medical sales professional to drive TSS/S2S sales and IDN account growth nationwide. You will lead enterprise account plans, collaborate with Medical Group and RSDs, and close multi-facility opportunities across Continuum Acute Care and related programs.

The role requires strong relationship-building with senior supply chain stakeholders, proven negotiation skills, and the ability to travel up to 50% while supporting DeRoyal products and programs.

Qualifications

• Bachelor's degree or MBA with healthcare domain focus.
• Minimum five years in Healthcare Supply Chain or IDN/enterprise sales.
• Proven record of multi-facility contracting and senior stakeholder engagement.

Responsibilities

• Establish, grow senior relationships with supply chain, value analysis, and leadership to drive system-level sales.
• Develop enterprise sales strategies with Medical Group Reps and RSDs to close new business.
• Travel nationwide up to 50% to build pipeline and call on customers.
• Lead full TSS sales cycle: discovery, proposal, negotiation, contracting, and handoff.
• Align commercial approach with GPO contracts and program realities.
• Integrate DeRoyal + TSS narratives across the sales team and accounts.
• Collaborate with Medical Group Reps/RSDs to support DeRoyal-branded solutions.

Skills

Senior healthcare sales

Strategic account planning

Relationship building

Negotiation

CRM Salesforce

Virtual platforms

Education

Bachelor's degree

Tools

Salesforce.com

Zoom

Microsoft Teams

OfficeSuite HD

Job description

Global medical device manufacturer, DeRoyal, is looking for an experienced medical sales professional to join its team.This role requires an equally balanced focus between TSS/S2S sales, DeRoyal’s IDN Medical Group Account Management, and strategic platforms notably Continuum Acute Care and Alternate Distribution.Responsibilities of this role focuses individual efforts on building senior supply chain and corporate relationships; performing TSS / S2S system sales; leading and collaborating with the DeRoyal Medical Group (MG) field force; and closing new Continuum Acute Care opportunities.

The IDN Specialist is accountable for independently developing and executing strategic account plans while collaborating with Medical Group sales representatives, Regional Sales Directors (RSDs), Inside Sales, Business Development, and Strategic Solutions to achieve sales targets.

This team member is a highly motivated, competitive, and self-driven enterprise sales professional with a proven track record of growing complex healthcare sales across mid-to-large Integrated Delivery Networks (IDNs).

Some Key Responsibilities Include:

Enterprise Relationships & Account Strategy

• Establish, maintain, and grow senior customer relationships (supply chain, value analysis, strategic sourcing, and corporate leadership) that result in system-level sales growth within the assigned IDN / strategic accounts.
• Build creative enterprise sales strategies and targeting plans in collaboration with Medical Group Reps and RSDs, resulting in new closed business.
• Travel throughout the assigned national/regional territory to call on prospective and existing customers; build a robust pipeline; solicit conversions.
• Identify, prioritize, and manage IDNs / collaborative groups within assigned accounts. Develop Annual and Semi-Annual Business Plans to achieve goals.
• Manage and progress multiple complex opportunities/projects at varying stages simultaneously; prioritize productively without close supervision
• Act independently and collaboratively within health systems — leading corporate engagement when required and pulling Medical Group for facility, clinical, and local execution support.

Product, Program & Market Expertise

• Acquire a sound understanding and become an expert on all DeRoyal and TSS products and programs for promoting, as well as supporting all sales efforts in these categories.
• Possess a clear understanding of GPO contracts and details. Identify IDN/Collaborative Groups in the territory to target, collaborate, and manage. Negotiate pricing and agreement terms with customers and the legal department.
• Understand competitors and competing strategies; communicate innovative ideas, products, and programs that add value to DeRoyal’s portfolio.
• Participate in product strategy, R&D requirements, and forecasting as requested. Provide account feedback and end-user examples for improvement.

TSS / S2S Responsibility

• Establish, maintain, and grow customer relationships that result in sales growth opportunities within the assigned territory.
• Collaborate with Medical Group Reps/RSDs to support TSS sales engagements and opportunities.
• Lead full TSS sales cycle: discovery, presentation, proposal, negotiation, contracting, closing, multi-facility standardization, and handoff to implementation / field support.
• Align commercial approach to GPO / program reality (e.g., Vizient, Premier / Surpass / Partners, HealthTrust, Captis/Ascend, Direct/local contracts).
• Integrate DeRoyal + TSS in one system narrative: use Medical Group proof of performance and local relationships while leading the TSS / S2S commercial path. Never position TSS as replacing the DeRoyal Medical Group representative

Medical Group Collaboration

• Collaborate with Medical Group Reps/RSDs to support DeRoyal branded solutions within assigned or identified IDNs.
• Build creative sales strategies and targeting plans for collaboration with Medical Group Reps/RSDs, resulting in new closed business.
• Cultivate and share opportunities during the sales cycle, including presentations, follow-up, closing, and implementation.
• Communicate transparently across territories to avoid duplicated effort and to share wins, gaps, and competitive information.

• Maintain TSS/S2S CRM discipline (e.g., Salesforce.com), forecasts, and account plans.
• Perform other duties as assigned by management.

EDUCATION and/or EXPERIENCE:

Bachelor's degree (B.A./B.S.) required and minimum five (5) years Healthcare Supply Chain sales experience; or three (3) years working in DeRoyal’s salesforce; or MBA.

Preferred: enterprise / IDN / strategic accounts experience in medical devices, med-surg, distribution, or GPO-aligned healthcare selling; demonstrated success with multi-facility contracting and senior supply chain stakeholders.

OTHER SKILLS and ABILITIES:

Must be able to use several computer software programs. Proficient in Microsoft Word, PowerPoint, Excel, Salesforce.com, and virtual platforms such as Zoom, Microsoft Teams, and OfficeSuite HD. Strong executive presence; comfort negotiating complex agreements; ability to orchestrate cross-functional internal teams (MG, RSD, Inside Sales, Implementation, Legal).

Works in a remote / field environment covering an assigned national or regional IDN book, with travel up to 50%.