Director National Accounts

Position

Director National Accounts (DNA)

Reports to

Chief Commercial Officer (CCO)

Position Summary

You will lead the companys efforts to maintain and expand relationships with large multilocation integrated delivery networks (IDNs) and group purchasing organizations (GPOs) within the healthcare segment. You will be responsible for achieving sales quota and assigned strategic account objectives. You will represent the entire range of company products and services to assigned customers while leading the customer account planning cycle and ensuring assigned customers needs and expectations are met by the company. You will focus on the headquarters and key buying locations of assigned accounts while coordinating closely with field associates assigned to these customers other locations.

Specific Responsibilities

• The Director National Accounts will be responsible for meeting and exceeding key performance indicators including sales revenue quotas and new product introduction in a defined group of GPOs and national IDNs.
• Develop & execute strategic account plans to expand bookofbusiness with current customers and penetrate competitive strongholds by intimately understanding their positioning & unique value.
• Develop & nurture executivelevel healthcare partnerships with key IDN & GPO contacts as the companys brand ambassador along with leading regular business reviews with assigned accounts.
• Coordinate & deliver persuasive executivelevel presentations linking clinical value to workflow and technology solutions.
• Manage complex sales opportunities to a successful close leveraging the proper internal resources net new too big to fail (TBTF) Tier 1.
• Coach Business Development Managers (BDM) & Customer Success Managers (CSM) through strategic selling to smaller regional IDNs driving annual recurring revenue (ARR) and net new regional IDNs.
• Navigate complex customer hierarchies (user buyer IT Csuite financial buyer service line leader) to uncover the true decision makers their specific needs & pain points.
• Engage crossfunctional internal teams to deliver on key valuegenerating actions for clients.
• Consistently engage and collaborate with National Sales Director Director Customer Success BDMs & CSMs to drive IDN strategy and .
• Effectively play at all levels of the clinical organization from Sterile Processing Department (SPD) Technician to Csuite.
• Successfully position the benefits & value of a SaaS solution.
• Build & maintain knowledge of market dynamics technology & regulatory trends that influence our segment & customer base.
• Champion continuous improvement using the Fortive Business System (FBS) toolbox to generate new ideas to improve processes and performance to include Strat Planning Policy Deployment & Kaizen(s).
• Build & cultivate relationships with key partners across the SPD space.
• Lead and/or collaborate on GPO & IDN RFIs/RFPs as necessary.
• Develop & execute contracting strategies and solutions that align with customer and company goals and objectives.
• Build and maintain a clinical and technical knowledge expertise.

Qualifications

• Minimum of 8 years related sales experience selling healthcare technology applications and/or technical clinical solutions in a hospital environment.
• Experience calling on multidepartmental hospital Csuite and middle management executives at the account and IDN level.
• Experience using disciplined approach and previous experience with team selling.
• Call point experience with OR Central Sterile ENDO and IT.
• Bachelors degree required preferably in Marketing Communication Finance or Management; MBA preferred.
• Candidates must possess a valid drivers license issued in the United States.
• Ability to travel extensively including overnights within the designated geography. Travel expectation 50 70.

Skills

• Highly developed interpersonal/communication skills with the demonstrated record of influence.
• Understanding of the hospital buying process including the role of National Accounts GPO IDN and distributors.
• Excellent verbal and written communication technique.
• Strong Team skills in both leading and contributing.
• Develop and drive a focused consultative sales process as an individual contributor and within a team selling environment.
• Call point expertise with healthcare Csuite OR Central Sterile ENDO IT and Materials Management departments.
• Ability to develop multidepartmental hospital middle management executive champions at the account and IDN level.
• Strong discernment and excellent negotiation influencing business planning sales strategy problem solving decision making and time management skills.
• Must have an core mentality with the support of a selfmotivated desire to accept technical knowledge and build success pathways to overcome obstacles.
• Proficient with MS Office Suite CRM Microsoft Teams and Vendor Credentialing Services.

Travel

• 5070 travel within North America.