ASC Sales Manager
Found in: beBee jobs US - 6 days ago
DePuy Synthes Companies of Johnson & Johnson is the largest, most innovative and comprehensive orthopedic and neurological business in the world is recruiting for an Ambulatory Surgery Center (ASC) Sales Manager to be located in Greenville/Charleston/Columbia.
Responsibilities
- Develop partnerships between enterprise and Platform sales management, marketing, offer development, legal and contract to implement business plan strategies and contracts to achieve/exceed ASC sales objectives within the assigned geographic area.
- Own and perform quarterly business reviews with the ASC customer that includes field sales partners
- Own multi-platform and multi-capital ASC deal strategy creation. This is a highly collaborative effort across all DePuy Synthes platforms and possibly J&J MedTech enterprises.
- Implement a thorough account planning process to align local sales team on specific account level strategies, objectives, and timelines
- Co-develop strategic business plans that span DPS businesses, identify relevant customer needs, prioritize initiatives, company investments, and establish a clear action plan for success
- Own/lead the negotiation process with the ASC customer
- This role will be accountable for cross functional team collaboration across the business platforms, understanding the value of DPS products and services, and negotiating on behalf of DPS
- Display the ability to properly prioritize strategic account targets, and the ability to take a focus account through the sales process from start to close.
- Drive collaboration across the local Field Sales Teams for the DePuy Synthes Orthopedics franchise, as well as support the ASC team and other internal and external partners, including distributor partners.
- Demonstrate the Ability to work with our SCG/contracting team to deliver impactful ASC pricing and contracting solutions to our ASC customers.
- Work with the solutions team in strategic accounts to address customer's long-term strategic imperatives and provide feedback to the internal organization on potential new solutions
- Develop the strategy and execution of contracts that leverage multiple businesses within assigned accounts
- Identify opportunities to leverage DPS capabilities to help customers optimize cost and outcomes, increase patient access and improve efficiencies
- Create awareness of DePuy Synthes ASC capabilities and facilitate targeted sales conversions with the key account decision makers to drive incremental business.
- Use consultative selling techniques to identify potential sales opportunities within the account.
- Strategically develop capabilities and training to help facilitate sales growth specific to ASC Site of Care facilities across the region; reinforce and sell corporate programs; partner with the local sales team
- Assess needs at a local level, develop strategic plans and training that will build the rep/field skills to meet these needs
- Own the development of administrative and C-Suite relationships within the ASC setting locally, regionally, nationally as needed
- Retain and develop relationships with external customers, including C-Suite executives and departmental heads (i.e., CEO, CFO, CDE Managers, Medical Directors, etc.) to build organizational partnerships
- Driving DPS product and service revenue and market share by developing specific strategies that leverage the breadth of the DPS portfolio while delivering unique value to meet the account's needs
- Formalize partnerships through an agreement that is recognized across DPS and meaningful to the account; thus, establishing a trusted strategic partnership
- Partner with appropriate internal stakeholders (i.e., Field Leadership and Sales, Marketing, OD, GPO partners) in system-wide related discussions to grow DPS revenue, drive penetration, and increase overall market share in specific ASC accounts
- Understand and address the needs of the different C-Suite executives and supply chain to tailor approach and value proposition
- Work with identified strategic customers to maximize the relationship with DPS and increase market share
- Establish a partnership with ASC management colleagues from other portfolios to develop a coordinated approach to designated enterprise accounts
- Provide leadership and subject matter expertise to the FSO sales managers on the changing health care dynamics and the needs of the administrative customer
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