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Strategic Enterprise Accounts Director

N/A, USA | Biotronic

  • Industry:
    Pharmaceutical / Biotech
  • Position Type:
  • Functions:
    Business Development
  • Experience:
    10-12 years
Job Description:
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BIOTRONIK is looking to add a Strategic Enterprise Accounts Director to it’s Strategic and Enterprise Sales Team.The Strategic Enterprise Accounts Director provides expertise and support to ensure growth of targeted accounts at GPOs and IDN/IHNs, and within their membership or span of control. Strategic Enterprise Accounts Directors main duties include negotiating and securing creative purchasing agreements that promotes growth, identifying new customer based solutions, developing and managing key target account relationships within an target accounts or within assigned geography, and promoting business development and sales execution throughout his/her area. 

Key strategic responsibilities include developing pricing strategies within the corporate goals, gaining insight and a keen understanding of customer needs and the development of partnered solutions, current service and product offerings including and future needs, current competitor service and product offerings and their associated limitations in order to grow top-line accounts, out-pace the competition, and work cross-functionally with other internal departments to maximize business development and sales efforts. The Strategic Enterprise Accounts Director focuses on creating forward-looking strategic contracting and sales execution plans to ensure sales goals and objectives are consistently achieved. Develop, implement, and direct the execution of custom solutions, projects, and contracts for given accounts that can be used and shared across the organization.

Your Responsibilities

Develop and retain key customer relationships at C-suite and senior administrator level in assigned target accounts to foster and build critical partnerships. Conduct meetings with key administrators to promote and sell BIOTRONIK products and solutions. Implement quarterly business reviews to promote objectives and foster partnership.

Identifies key payers and provider needs. Provides input leading to the development of tools for communicating the clinical and economic value of BIOTRONIK solutions. These tools should be implemented to drive adoption of BIOTRONIK products and services.

Negotiates contracts, pricing, and strategies with targeted customers to secure meaningful agreements that enable sales opportunity for growth and a strategic account partnership.

Creates, leads, and directs the implementation plans to promote innovative solutions and execute upon critical contracts with appropriate strategies and tactics within key customer accounts, and across the organization.

Assists and supports sales leadership and the strategic account team through cooperation and partnership in prioritizing business development, sales penetration, and specific growth opportunities/objectives, as well as meeting the needs of those specific target customers.

Gains deep understanding of current and next stage customer needs and recommends solutions by gathering and synthesizing information into new solutions and objectives for growing strategic academic accounts.

Provides leadership and service as the expert liaison for corporate target accounts to sales and marketing teams, as well as internal leadership, regarding all aspects of corporate accounts, including recognizing opportunities for improvement, anticipating customer needs and suggesting improvement action plans.

Participates in various internal task forces and special teams within sales and marketing to stay abreast of corporate objectives, needs, changes, and resources.

Improves sales personnel relationships within assigned customers.

Works with sales executive and leadership teams to execute regional business plans and provide written follow up of field travel and business development activity for shared awareness of competitive offerings and activities and voice of customer learnings.

Develops new strategies utilizing all business units in assigned accounts to increase revenues develop creative solutions while nurturing key account relationships.

Participates as a subject matter expert on customer meetings or as team member for business development.

Actively maintains account level business development plans.

Travels periodically to all accounts to identify issues and provide resolutions.

Monitors and communicates progress in meeting established objectives.

Prospects large/institutional accounts, initiating and directing the sales process.

Works collaboratively to insure profitability in assigned geography.

Stays current on and contributes to development of relevant matters including company business, policy, procedures and training as needed.

Completes all required paperwork and administrative procedures to support accounts in an accurate and timely manner.

Your Profile

In-depth knowledge, HCA, Tenet, HealthTrust and Premier IDNs, or Vizient collaboratives, VA, and Ascension.

Established success and positive senior level relationships resulting from cardiac medical device sales or consultation within healthcare C-suite and key administrator functions.

Demonstrated ability to gather deep understanding of customer needs and develop sound strategies and solutions; Expertise in organizational analysis and project management.

Proven success in selling value-based solutions and providing consultation services in anticipation of customer needs and corporate objectives.

Exhibits strong, executive level business acumen and has the ability to recognize key decision drivers for the customer and successfully negotiate value-based solutions.

Solid history of strategy development, execution planning, and cross-functional organization to ensure successful deployment and pull-through across the organization and customer dynamic; Excellent leadership and motivational skills.

Must demonstrate a high degree of professionalism, problem-solving ability, and influential leadership across all levels of any organization, and primarily senior executive level.

Ability to influence others and build positive relationships through effective management styles; Proven track record in team building and leadership.

Bachelor's degree required; Master’s preferred.

At least 10 years of sales management within the physician preference medical device industry

Minimum 5 years in the medical device industry within high-profile account sales or consultant experience with physician preference products in a health system environment.

Expert level product and account knowledge as well as strong knowledge base of competitive offerings; Complete and thorough knowledge of BIOTRONIK’s and competitor’s products.

Mastery and understanding of reimbursement, ACOS and various payment models.

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