The Corporate Accounts Director will establish and lead business relationships with regional Integrated Delivery Networks and their member hospitals. This individual-contributor position will create access for all Arjo business units within the IDN member hospitals by developing revenue-enhancing contracts and determining the needs of Group Purchasing Organizations relative to conducting business with Arjo.
Geographic coverage of IDNs in the following Midwest states: MN, WI, IL, IN, IA, and the Dakotas.
Expected overnight travel is in the 50-60% range.
To reach the highest levels of success, it is essential that this person not only possess extensive knowledge of Arjoâs products and services, but be well versed on internal capabilities that can be leveraged to more effectively support large customers and be able to effectively negotiate internally and externally. This is a growth-oriented role designed to capture new business, expand Arjo market share within IDNs, and secure existing business by focusing on partnership opportunities with IDNs and strong collaboration with field Sales and Service teams
Key day-to-day functions:
- Formulate cross-business unit strategies and plans for IDN and responsible for the development of contract proposals.
- Communicate results of IDN contracts (new and existing) to the field sales team, develops an execution plan, assists in the field when necessary to ensure execution, and conducts periodic calls with the field sales team to ensure sustained success of the agreement.
- Monitor and ensure IDN contract performance and compliance; conduct quarterly business reviews with each IDN target.
- Pursue and meet with IDNs and member hospitals; periodically ride-along with Arjo Sales Representatives and Sales Director.
- Establish strong relationships with assigned IDN customers, at the C-suite corporate level and facility level.
- Submit weekly updates on opportunities and competitive activity; drive monthly calls with the Sales team to provide updates and direction.
- Assist in the introduction of business unit products, proposals, services, and value-added programs.
QUALIFICATIONS:
- Bachelor’s degree in Business or related field (Advanced degree preferred).
- At least 3 years experience as an IDN-level Corporate Accounts Manager in the medical device industry and/or direct experience selling a broad portfolio of products and influencing large health systems.
- Ability to demonstrate effective change leadership and influence contractual and clinical decisions at an IDN corporate level.
- Must have a valid driverâs license.
- Excellent organization, presentation, and communication skills with a high degree of attention to detail in all aspects of communication (written and verbal).
- Proven understanding of Gap Analysis to uncover additional sales opportunities within target accounts.
- Ability to thrive in an entrepreneurial environment.
- Strong analytical skills with the ability to communicate business opportunities to senior management.
- Advanced skills in Microsoft Excel with the ability to use functions such as Pivot Tables, Vlookup, etc. Intermediate skills in Microsoft PowerPoint and Word.
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