Director, Strategic Accounts

3 weeks ago

Dallas, Texas, United States Masimo Corporation Full time

Job Summary

The Director of Strategic Accounts is responsible for planning, executing and directing the Whole House Conversion Sales program, including development of account strategies, implementation of strategies, and coordination of resources necessary to optimize strategies.

Duties & Responsibilities

  • Responsible for ensuring clinical evaluations of Masimo's Rainbow SET Pulse CO-Oximetry technology with the goal to establish vocal, credible clinical champions (VCCCs) who will particularly support driving the sale of Total Hemoglobin.
  • Train and mentor field staff in overall skill development for the Account Managers and Health System Managers in the Area;
  • Drive to completion Masimo Sensor agreements in coordination with the Account Managers and Health System Managers;
  • Facilitate team selling of accounts including qualification, demonstration, clinical evaluation and closure;
  • Collaborate with Masimo VP, Area VP, Regional VP, Health System Managers, Account Managers and Clinical Specialist where team selling is appropriate.
  • Oversee programs to build and maintain end-user awareness (e.g., trade show, regional symposium, competitive analysis, advertising, etc.);
  • Maintain thorough product knowledge including ability to position and demonstrate Masimo product; PowerPoint presentation skills will be necessary to communicate Masimo's vision and value proposition;
  • Continuously demonstrate high skill level in Strategic and Tactical selling skills;
  • Create and maintain CRM database of key account information including key account profiles with updates on current status and next steps in establishing targeted VCCCs, list of sales opportunities with a realistic sales forecast data;
  • Advise on market trends and competitive activity with recommended strategic direction based on analysis and trends;
  • Interface with senior level managers to maintain mutual understanding of product design needs, regulatory, and production requirements;
  • Lead sales efforts with corporate accounts for AREA specific IDNs;
  • Effectively oversee expense budgets for all required activities;
  • Must be able to maintain a heavy travel schedule and overnight stays;
  • Performs special projects as requested;

Minimum Qualifications

  • Five or more years working in or selling in a large health system supply chain management or a similar sales role.
  • Demonstrated success and experience selling in complex sales environment with multiple contact points;
  • Demonstrated ability to quickly learn and absorb clinical and technical advancements in Health Care;
  • Must possess outstanding strategic and tactical selling skills with demonstrated ability to apply in complex selling environments;
  • Must possess the ability to create needs with customers, provide side by side demonstrations of Masimo products and lead a team effort in presenting Masimo solutions;
  • Experience calling on administration and presenting "vision presentations", conceptual in nature;
  • Must have high level of integrity, outstanding self-motivated work ethic and possess a broad business perspective with excellent administrative and organization skills;
  • Highly intelligent, perceptive individual who possesses excellent conceptual, analytical, problem-solving abilities with the ability to lead a selling team in large opportunities;
  • Experience working in both large structured and small entrepreneurial organizations, and be capable of working effectively in such an environment; Possess the flexibility in reacting to new situations and adaptability for working in a new environment;
  • Comfortable in high visibility situations and exhibits strong self-confidence and excellent listening communication skills;
  • Must be results oriented with a positive "can do" attitude and a sense of urgency to get things done; Must be a self-starter; a "hands-on" individual who enjoys challenge and is dedicated to getting the job done with minimal support and direction;
  • Must be PC literate, have excellent organizational, communication, writing, and project management skills;
  • PowerPoint presentation skills will be necessary to communicate Masimo's vision and value proposition;
  • Must be accustomed to a heavy travel schedule and overnight stays;

Preferred Qualifications

  • Seven years or more working in or selling in a large health system supply chain management or a similar sales role.

Education

Bachelor's degree is required. Health Care certification is preferred.

Physical requirements/Work Environment

This position primarily works in an office environment. It requires frequent sitting, standing and walking. Daily use of a computer and other computing and digital devices is required. May stand for extended periods when facilitating meetings or walking in the facilities. Must be able to maintain a heavy domestic and local travel schedule, so the ability to operate a motor vehicle and maintain a valid Driver's license is required.

The physical demands of the position described herein are essential functions of the job and employees must be able to successfully perform these tasks for extended periods. Reasonable accommodations may be made for those individuals with real or perceived disabilities to perform the essential functions of the job described.

Masimo is proud to be an EEOE/, M/F/D/V, and we are committed to Diversity at the corporate level.

Masimo is an Equal Employment Opportunity Commission / Affirmative Action employer, We encourage Minorities, Females, Disabled and Veterans to apply

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