Corporate Account Director - West

Position Overview

This position requires a self-motivated individual with high-energy and passion. The individual should have a personal and professional history of sales success, leadership, mentorship, intelligence, execution, with excellent verbal and written communication skills. 

The Corporate Account Director will develop, establish, and maintain select IDN, IHN & Corporate Account strategies to meet organizational objectives. Effective commitment and management of these customers with full alignment of our marketing and sales organization will be critical for success of this role.

This position will support Urgo Medical North America’s business development and market access plans. The Corporate Account Director is responsible for driving business growth and market development initiatives within national strategic health care networks and channel partners in collaboration with the National Director, Health Care Systems and Regional Sales Managers (RSM). The current market dynamics and business conditions call for a stronger focus on administrative selling and business development initiatives.

Duties and Responsibilities

Sales Execution:

• Responsible for driving business growth and commercial access within national GPOs and strategic healthcare networks for Urgo’s portfolio of products in the U.S. market  
• Serve as primary business contact and lead communication liaison within select strategic health care networks and channel partners
• The CAD is responsible for leading all support and sales related functions for the entire Urgo portfolio of brands in defined accounts
• Collaborate with the sales reps and sales leadership team on Executive level (C-Suite) pricing/contractual deals at strategic healthcare networks. This includes identifying and executing long- term strategic selling in these accounts
• Manage key supply chain relationships to ensure access for our brands in the Urgo portfolio as well as access for field representatives within targeted accounts
• Secure/implement contracts that increase share, revenue and trading profit within target accounts

Business Collaboration

• Work collaboratively across the organization to best position Urgo to grow market share in strategic accounts
• Develop and drive financial solution programs in collaboration with sales leadership  
• Establish and maintain relationships with decision makers of select strategic health care networks and channel partners while positioning and delivering economic and value-related solutions in collaboration with sales leadership teams 
• Function as the leader of integrated sales team (to include Sales & Marketing management, Finance, Sales Leadership, Clinical Affairs as well as other strategic partners) that drives strategic account management

Customer Engagement

• Prepare and conduct regular internal/external business meetings with assigned select strategic health care networks and channel partners to review account buying trends and opportunity utilizing various financial models for management of performance to commitment levels
• Manage and analyze business performance (revenue, profit, share, etc.) within customer base and coordinate group/network sales activities; prepare and/or review financial models to recommend and establish appropriate pricing to meet customer's needs and gain necessary approvals through the finance team
• Engage financial and clinical customers to promote Urgo Medical’s health economic product value 
• Collaborate with key stakeholders within strategic accounts

The Corporate Account Director is expected to drive business growth and market access in a select number of strategic targets and coordinate between the National Account department and the sales management/field sales teams for all aspects of the Urgo Medical Portfolio, including:

• Organize cross-functional resources and programmatic solutions to profitably sell the product lines to key surgeons, nurses, and hospital administration up to the C-level 
• Support large evaluations requiring on-site leadership 
• Collaborate with sales leadership teams in targeted accounts to identify product, program, and education opportunities to market development strategies and tactics to drive market access and volume 
• Assess customers’ financial status and objectives in an effort to either leverage existing financial solutions or develop new programs 
• Increase customer awareness via attendance and professional representation at trade shows, site visits, professional organizational meetings, etc.
• Provide a Monthly report that highlights key account engagement, activity, business conditions and go-forward opportunities and plans
• Conduct effective sales negotiations and close deals at the IDN level—interface with all key buying influencers focusing on top- level leadership
• Develop and maintain a high level of Urgo Medical product knowledge as well as intelligence on competitive products in the market
• Develop account penetration strategies for key targets and overall account development and communicate updated market intelligence back to the business, along with field concerns, issues and requirements

Qualifications

• BA/BS Degree is required
• Minimum of 5-7 years successful sales, marketing, or general management experience in the healthcare field is required
• 3 years successfully managing sales/marketing teams
• 2 years sales and leadership with IDN, GPO & Strategic Accounts
• This individual is expected to have experience with selling medical device, technology and/or capital products to multiple call points in the hospital, including surgeons, nursing, administration, and wound care centers. 
• Demonstrated record of influence management across multiple decision makers is required and experience building relationships at the C-Suite level is preferred. This individual must also possess a general knowledge of healthcare purchasing and contracting practices along with a demonstrated knowledge of the Advanced Wound Care market.  

Requirements

Travel

• Periodic overnight travel required (up to 75% travel)

Education

• Bachelor’s Degree from an accredited University required

Experience

• Minimum of 5-7 years of successful sales experience calling on Hospital/ IDN/GPO customers
• 3 years of successfully managing sales teams   
• 2 years sales and leadership with IDN, GPO & Strategic Accounts
• Proven strong relationships with key healthcare executives
• Requires economic selling expertise and vertical integration into complex Integrated Delivery Networks (IDN) as well as Group Purchasing Organization (GPO) members
• Ability to work independently, to be a strong team player and leader
• Strong interpersonal, communication, influencing, negotiating, and facilitating skills.

Competencies

• Competent in Microsoft programs including MS Office (Word, Excel, PowerPoint, Outlook)
• Excellent written and verbal communication skills.
• Analytical skills to assess customer and products trends at the account level.
• Excellent negotiation and demonstrated listening skills.

PHYSICAL DEMANDS:

Physical: Position generally required sitting 50% of the time and 50% standing / walking. Occasionally requires lifting and carrying equipment and materials weighing 10-20 pounds.

Mental effort and verbal skills required to effectively communicate and to relate potential problems or opportunities to appropriate personnel or customers.

Requires ability to demonstrate full understanding and application of all Urgo Advanced Medical North America products.

Requires set up and operation of audiovisual equipment such as laptop and iPad-based presentations, digital projection e.g. In-Focus equipment etc.

Audible/Visual Demands: Requires ability to hear and speak, or equivalent communication ability for effectively conversing with co-workers, managers, customers, etc. in person and via telephone