Senior Director Strategic Accounts Americas

Commercial Operations & Strategic Accounts Team

Reports to: VP, Commercial Operations & Strategic Accounts

Job Summary:

This position is responsible for maximizing revenue opportunities through strategic contracting and understanding regional nuances in the Americas.

Specific Functions and Responsibilities:

  • Responsible for building and maintaining key relationships with hospital network systems such as IDN, GPO, Local hospitals both internationally and domestically (Americas only)
  • Apply strong understanding of national group purchasing organizations, regional buying groups, integrated health systems, individual facilities, and medical surgical dealers in reporting of administrative fees and sales rebates
  • Develop strong relationships with field sales leadership and collaborate with sales and distributors on strategy
  • Work with field base sales and distributors on strategy and implementation of contracts
  • Responsible for company level contract compliance review and reporting
  • Develop and maintain appropriate reports and analysis tools to be used by field organization and internal stakeholders in applying good contract management principles
  • Manage and track existing contracts and relationships to maximize sales opportunities and evaluate profitability as well as protect company interests
  • Provide future strategy planning expertise in domestic and international markets
  • Contract Management, Expiring Agreements, Renewals, Amendments, etc.
  • Customer and Sales Management interaction on price requests and implementing agreements
  • C Suite or appropriate personal relationship management

The above description outlines the most common job duties; however, it does not exclude other potential work assignments.

 

Education and Formal Training Required:

  • Bachelor’s Degree required
  • Minimum 10+ years of experience in a strategic account or sales role
  • Spine or Medical Device experience

5-7 years of GPO, IDN or Hospital network experience in domestic and international markets

 

Qualifications Required:

  • Demonstrated analytical skills and sales reporting
  • Must possess the ability to handle sensitive and confidential information
  • Highly motivated, self-starter willing to meet strict deadlines and time constraints
  • Understands the overall business environment of the orthopedic industry
  • Ability to interact with C Suite and all levels of internal and external organizations
  • Manage contentious situations and negotiations with positive outcomes
  • High Proficiency with Excel Spreadsheets and PowerPoint. Experience creating Excel documents: spreadsheets, formulas, charts, graphs, and functions
  • Microsoft Office Suite as well as sales reporting software preferred (SAP, Access, Business Objects, etc.)
  • Strong analytical, oral, and written communication, teamwork, and organizational skills are essential

 

Extent of Supervision:

   Minimal supervision. A wide degree of latitude is expected.

   Relies on experience and judgment to plan and accomplish goals.

 

Work Conditions / Physical Demands:

The physical demands described here are representative of those that must be met by an employee to successfully preform the essential functions of the job. Reasonable accommodations may be made when requested by the employee to enable individuals with disabilities to perform the essential functions.

  • This position requires the incumbent to regularly utilize written and verbal communication skills, including active listening and speaking clearly and concisely.
  • This position requires the incumbent to experience periods of prolonged sitting and to occasionally stand, walk, carry items, climb, reach, and lift up to 20 lbs.

This position requires the incumbent to operate office equipment such as telephones, computers, fax machines, copiers, and to grasp objects utilizing manual dexterity including hand/finger coordination.

Travel expectations are up to 60%

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