Associate Director, Corporate Accounts - Ohio Valley (Kentucky, Ohio)

Job Description

Job Summary: Developing, communicating, and implementing the Account Strategic Plans for designated key accounts, Integrated Delivery Networks (IDNs), and regional group purchasing organizations (GPOs) as assigned by group leader.
Principal Responsibilities:
• Negotiating, developing, communicating and renewing profitable contracts with assigned regional GPOs, IDNs and key accounts.
• Developing and implementation of comprehensive contract rollout plans to insure compliance
• Providing strategic direction for the field sales organization, which leads to increased compliance, market share and profits
• Communicating on customer contracts, key target shareholder accounts, including periodic updates on status and direction
• Administration of contract documents, membership lists, extensions, amendments, and any special communications as it relates to customer contracts
• Promoting availability as a resource on all aspects of customer contract negotiation and implementation
• Targeting and converting key targeted acute care hospitals, IDN, & shareholder opportunities
• Working with assigned GPOs and shareholders to sell and implement value-added programs
• Working with the Field Sales Team in order to facilitate contract implementation.

Skills and Experience:
• Develop relationships with regional GPOs, IDNs and assigned Strategic Account Systems
• Negotiate / sell deals and programs to assigned accounts
• Develop and implement strategies / tactics for business retention and profitable growth within assigned accounts and geography
• Develop and present reports, business reviews, and analysis for the National Accounts / field sales team and customers and targets
• Development of strategy and tactics to convert target accounts. Review opportunity plans of target accounts
• Training and development of field sales representatives
• Development and implementation of regional GPOs and key shareholder/IDN system strategy and tactics

Education:
Bachelor’s Degree in Business or related field

Minimum Qualifications:
• At least 5 years of medical device experience with 3 years of medical sales management and GPO/IDN contracting experience in health care
• Experience with negotiating custom contracts and selling value.
• Demonstrated track record of sales/contracting success in large accounts
• Experience with Microsoft Office applications including: Word, Excel, PowerPoint, & Outlook

Preferred Qualifications:
• Experience National Account Strategic Plans
• Experience with business strategy and key drivers for effective training programs
• Experience with health care industry sales
• Demonstrated management, coaching and interpersonal skills
• Demonstrated presentation and communication skills
• Ability to understand and communicate economic and clinical information
• Ability to develop and maintain senior account relationships
• Ability to work cross-functionally to achieve business goals
• Ability to help set goals and strategic objectives, then balance short-term goals with a strategic vision
• Ability to travel 50-75%
• Ability to maintain confidentiality and exercise discretion in business relationships
• At least 3 years’ experience in hospital physician preference medical device sales with GPO/IDN responsibility
• At least 10 years of sales experience