The US Director of National Accounts is responsible for setting the overall contracting strategy, partnering with our business unit leadership team on pricing strategies, leading critical negotiations on behalf of Verathon, and engaging in Key Account Management. In addition, they will manage the National Accounts team and strategic relationships between Verathon with all Group Purchasing Organizations (GPO), support the team with Integrated Delivery Networks (IDNs), Health Systems, Corporate Chains, US Government, other key customer accounts, and Indirect Channel Coverage (i.e., Cardinal, Medline, & O&M). The National Accounts Team supports field Territory Managers and Regional Managers in sales to facilities affiliated with the assigned strategic targets.
Principal Responsibilities:
- Drive Verathon’s national account focus and offering in the United States
- Develop the go-to-market strategy to deliver Contract growth in the US and ensure positive contract outcomes
- Develop and maintain relationships with the GPO’s and all levels of internal and external stakeholders
- Lead quarterly reviews with the executive leadership team to ensure contracted and key customers are meeting performance objectives
- Provide leadership, on-going development, and mentoring to attract, retain and motivate a world class sales organization
- Build and maintain the strategic account business plan
- Prepare and conduct Executive Business Reviews
- Prepare executive-level presentations
- Present strategic plan and recommendations to key internal stakeholders to gain feedback and build alignment
- Conduct problem solving with business leaders, work across organizational matrix, and employ influencing skills to improve quality of strategic thinking and enhance impact of key initiatives
- Prioritize contract and pricing integrity, drive compliance
- Serve as the strategic voice of the US National Accounts organization and customers during portfolio management and product development processes
- Plan and facilitate meetings and working sessions with relevant parties to gather information, ideas, and insights, and then to drive alignment and recommendations
- Qualifications
- Bachelor’s degree required; MBA preferred
- Typically requires a minimum of 10 years of healthcare industry experience
- Requires a minimum of 10 years of medical, surgical, device or capital equipment sales management experience preferred.
- Demonstrated ability tto lead a team, typical experience is minimum of 8 years of management.
- Key Account management experience or experience with large IDNs and GPO’s
- Business management skills including Forecasting, P&L, and strategic planning
- Skilled in contract negotiations and implementation
- Deep knowledge of current healthcare industry trends and industry challenges
- Ability to identify and build relationships with decision influencers and key decision makers
- Skilled in business communications and sales presentations
- Ability to influence without formal authority