ASC Sales Manager

2 weeks ago

Colorado Springs, United States Disability Solutions Full time
DePuy Synthes , part of the Johnson & Johnson Medical Devices Companies, provides one of the most comprehensive orthopedics portfolios in the world. DePuy Synthes solutions, in specialties including joint reconstruction, trauma, craniomaxillofacial, spinal surgery and sports medicine, are designed to advance patient care while delivering clinical and economic value to health care systems worldwide. For more information, visit www.depuysynthes.com.

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 Colorado Springs and Denver, CO.

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.

o Implement a thorough account planning process to align local sales team on specific account level strategies, objectives, and timelines

o 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

o 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

o 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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