Strategic Accounts Director

3 days ago

Los Angeles, United States Shockwave Medical Full time

Shockwave Medical, Inc. is a pioneer in the development and commercialization of Intravascular Lithotripsy (IVL) to treat complex calcified cardiovascular disease. Shockwave Medical aims to establish a new standard of care for medical device treatment of atherosclerotic cardiovascular disease through its differentiated and proprietary local delivery of sonic pressure waves for the treatment of calcified plaque.


The primary function of this role will be to drive incremental business growth through the development and management of relationships with key strategic accounts. The ideal candidate will have easy access to a major metropolitan airport along the West Coast of the US (preferably California - LA or SF; may consider Phoenix, Seattle, etc.).


Essential Responsibilities
  1. Developing, managing, and growing partnerships with designated strategic regional accounts.
  2. Articulate the complete value proposition (clinical, reimbursement, health economics, and pricing) of Shockwave Medical to designated regional accounts.
  3. Collaborate closely with sales VP's, Regional Sales Directors (RSDs), and their teams on designated accounts.
  4. Developing and implementing short- and long-term strategic plans based on key customer initiatives.
  5. Manage successful implementation of contracts and agreements with assigned accounts that lead to growth in sales volumes and additional partnership opportunities.
  6. Serve as liaison to marketing, sales, and other functions to create market expansion/entry support programs that are to be executed by commercial team's post contract changes to maximize revenue and share penetration in regional accounts.
  7. Maintain pricing discipline in alignment with corporate strategy.
  8. Roll out contracts within a sales team to ensure maximum pull through.
  9. To work collaboratively with the Sr. Director of Strategic Accounts, RSD's, sales team, contracts department and other cross-functional partners within Shockwave.
  10. Quarterly business reviews with both external customers and internal Shockwave partners.

Requirements
  1. Bachelor's degree required
  2. At least 12 years top performance in medical device sales required; prior sales management experience in medical device is required
  3. A minimum of 4 years' experience in medical device Market Access is preferred; experience could include Strategic Accounts, Corporate Accounts, Reimbursement, Program Implementation, Health Policy, or a combination of each
  4. Must be proficient with a consultative approach to complex contracting mechanisms, program implementation, and reimbursement across various sites of care
  5. Excellent presentation skills specifically for executive and department leadership audiences
  6. Excellent communication skills both written and verbal required
  7. Ability to build relationships with both internal and external stakeholders
  8. Ability to manage negotiations for large, complex, system wide standardization agreements.
  9. Great organizational and time management skills
  10. Experience with the RFP process
  11. The ability to travel extensively across the United States (estimated up to 50% of the time)

Market range - $180,000 base + commission


Benefits
Shockwave Medical offers a competitive total compensation package as well as the following benefits and perks:


Core Benefits: Medical, Dental, Vision, Pre-tax and Roth 401k options with a fully vested match, Short-Term and Long-Term Disability, and Life Insurance, Employer contribution toward Health Savings Account (HSA), Competitive PTO balance


Perks: Calm App, Pet Insurance, Student Loan Refinancing, Spot Bonus awards


EEO Employer

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