Director, Corporate Accounts - Southeast

Pioneering trusted medical solutions to improve the lives we touch: Convatec is a global medical products and technologies company, focused on solutions for the management of chronic conditions, with leading positions in advanced wound care, ostomy care, continence care, and infusion care. With around 10,000 colleagues, we provide our products and services in almost 100 countries, united by a promise to be forever caring. Our solutions provide a range of benefits, from infection prevention and protection of at-risk skin, to improved patient outcomes and reduced care costs. Convatec’s revenues in 2023 were over $2 billion. The company is a constituent of the FTSE 100 Index (LSE:CTEC). To learn more about Convatec, please visit http://www.convatecgroup.com


Our search for better is changing the lives of our customers. It’s changing the careers of our people too – creating new challenges and opportunities all the time. We’re a business that never stands still. Join the team as a Director, Corporate Accounts and you won’t either.

About the Role:

You will be responsible for maximizing sales and profitability within Strategic Corporate Account IDNs, Regional Purchasing Coalitions/Collaboratives and key GPO Shareholder systems. You will establish, advance and maintain relationships with executive level decision makers. You will design, communicate and deliver customized value added programs to strategic accounts including management of RFI/RFP process.

Your Key Duties and Responsibilities:

Take ownership and accountability for all strategic partner relationships including:

• Actively developing relationships with all key account stakeholders. Ensuring effective communication and customer connectivity with key Convatec personnel and key accounts.  Continually identifying alternative ways to exceed customer expectations and fostering a "customer-first" attitude and environment.
• Developing account implementation plans, including, but not limited to, product positioning, messaging, pricing, commercialization planning, product and clinical pipeline initiatives.
• Coordinating and conducting regular (quarterly at a minimum) business reviews with each strategic partner. Interfaces with Channel teams, Marketing, Operations and Customer Service management to ensure consistent product supply and delivery for each strategic partner
• Developing and executing both short and long-term account strategies
• Growth of revenue and profitability, as well as expense management
• Analyzing current and future business opportunities, ongoing forecast modeling, and financial goal attainment
• Recognizing and planning for account / market trends and changes
• Proactively developing and implementing contingency plans to ensure growth and financial goal attainment
• Internally communicating revenue performance vs. budget for targets accounts and ensuring contract compliance objectives are met by the customer
• Interface regularly with Directors of Sales, National & Area Business Directors, Regional Sales Managers, Territory Mangers, Channel members and Customer Service to ensure that customer satisfaction is achieved, and product sales supported and maintained at the local/regional level.
• Work with Marketing and Sales teams to implement new product launches, brand strategies and sales initiatives targeted at regional buying groups, health care organizations and hospital chains to ensure US Sales budget and market share growth objectives.
• Initiate and complete RFPs, proposals, presentations, terms and conditions, negotiations and execution for licensing opportunities and technologies, research collaborations, strategic alliances, distribution agreements, IP rights licensing, etc.
• Work within and make recommendations for improvements to internal systems & processes to achieve business objectives.
• Cross functional interaction with various departments to include Regulatory, Compliance and Legal.
• Identify, build, and manage long-term relationships with strategic partners in the healthcare industry.

Travel Requirements: 20-30%

About You:

As a proven commercial leader with a track record of developing strategies for new products that have resulted in commercial product introductions in a regulated medical device and/or biologics environment, you understand buying influences, how to interpret customer needs, and leverage information and communication to achieve results. You have excellent negotiation skills with ability and proven track record of retaining maximum value for the organization and measurable customer milestones along with return on investment creating “win-win” mutually beneficial customer agreements for customers and the company.

Qualifications/Education:

• Minimum of a Bachelor’s Degree required with MBA preferred
• Minimum 7 years of complex sales / account management experience, preferably in the medical device and / or biologics industry as well as distribution or pharmaceuticals
• Preferred 2+ years of direct sales management experience
• Preferred 2+ years of key account, national accounts or strategic account sales
• Experience building strategic marketing and selling relationships with senior level executives in medical device and distribution companies

Our products make a big difference every day. So will your contribution. The work you do will mean more, because it'll make things better for your team, our business or our customers' lives. It'll inspire you to deliver to your very best.

And we'll be right behind you when you do.

This is a challenge more worthwhile.

This is work that'll move you.

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Beware of scams online or from individuals claiming to represent Convatec

A formal recruitment process is required for all our opportunities prior to any offer of employment. This will include an interview confirmed by an official Convatec email address.

If you receive a suspicious approach over social media, text message, email or phone call about recruitment at Convatec, do not disclose any personal information or pay any fees whatsoever. If you’re unsure, please contact us at careers@Convatec.com.

Equal opportunities

Convatec provides equal employment opportunities for all current employees and applicants for employment. This policy means that no one will be discriminated against because of race, religion, creed, color, national origin, nationality, citizenship, ancestry, sex, age, marital status, physical or mental disability, affectional or sexual orientation, gender identity, military or veteran status, genetic predisposing characteristics or any other basis prohibited by law.

Notice to Agency and Search Firm Representatives

Convatec is not accepting unsolicited resumes from agencies and/or search firms for this job posting. Resumes submitted to any Convatec employee by a third party agency and/or search firm without a valid written and signed search agreement, will become the sole property of Convatec. No fee will be paid if a candidate is hired for this position as a result of an unsolicited agency or search firm referral. Thank you.

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