Director National Accounts
2 weeks ago
Hologic, Inc. is a leading developer, manufacturer and supplier of premium molecular diagnostic products and services that are used to diagnose human diseases, screen donated human blood and to aid in biomedical research. Hologic is also a leader in the development, manufacturing and sales of medical imaging systems and biopsy devices as well as surgical and treatment products, with an emphasis on serving the healthcare needs of women. Our business is dedicated to impacting the lives of people across the globe through the early detection of disease, improved diagnosis, and less invasive treatments.
There has never been a more exciting time to join us. Bright people, working together to pioneer advances in human health care, have created Hologic's success. Our company believes that people are our greatest asset and only by recruiting, hiring, developing, and retaining the most talented employees can we continue to be successful. Our work atmosphere is stimulating, innovative and customer focused. We provide employees with state-of-the art tools and technology, a collaborative and passionate work environment, and the ability to make a dramatic difference in the world of healthcare.
We are rapidly growing and yet we have never been more focused – on our people, on our growth, on our future.
Role:
Hologic is seeking a field-based
Director of National Accounts responsible for cultivating, developing and leading short- and long-term corporate sales strategies and tactics to maximize sustained sales growth of full line product portfolio within assigned IDNs. This role will expand and optimize customer relationships on behalf of Hologic and is responsible for working in conjunction with Field Sales Management of each Hologic Business Units for products and service.
This is a high profile, high impact leadership role and an opportunity to be part of a team that is transforming Women’s Healthcare.
Duties & Responsibilities:
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Exercise vision to identify emerging markets and sales opportunities that will exploit the markets and actualize sales potential in the GYN Surgical, Diagnostic (lab), and Breast & Skeletal Health arena.
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Agility to work across business units, as the responsible point person within assigned accounts representing Hologic at the highest levels of hospital systems, focusing on the Top IDNs in the country.
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Preserve and enhance value with customers on behalf of the corporation. Lead corporate initiatives to evaluate the financial impact of regional and national contracts and their effect on multiple distributors and designated territories. Minimize the impact on Hologic.
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Develop and propose contracts and plans for assigned accounts, as well as some non-assigned accounts to management for approval. Negotiate contract terms and recommend language that meets both customer and company needs with management approval.
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Work closely with the Enterprise Operations team, responding to RFIs and RFPs from managed IDNs.
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Provide proactive and routine insights into customer trends and projections through attendance at conferences, reading the latest trends, and then being able to educate the Hologic leadership when needed.
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Attending conferences and trade shows regularly to better understand market dynamics.
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Provide regional contracting support and direction in the field. Work side by side with Regional Managers, Area Business Directors, and field sellers.
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Measure and monitor contract compliance for IDN customers. Track rebates and other contracts offered as calculated by Finance and Marketing prior to execution.
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Develop Request for Information (RFI) and Request for Purchase (RFP) for GPO, IDN, and contract sales.
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Serve as the point person for both internal and external communications at the regional level with account executives and many levels of management. Create excellent relationships with customers to drive initiatives, secure resources, and develop best practices that create measurable sales results.
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Manage contracts throughout their lifecycles.
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Coordinate quarterly or bi-annual business reviews and monitor contract compliance in an ongoing manner.
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Lead corporate initiatives to improve systems that will better evaluate the financial impact of regional and national contracts as well as their effect on distributors and designated territories, minimizing the impact on Hologic.
Job Specifications:
Must be able to provide an approach to customer issues that are solution oriented. Must be able to understand customer’s needs and create business plans/solutions that satisfy their needs while driving business objectives. Must be able to travel at least 50%+ of the work week. Travel is heavy on external and internal meetings. This position involves the essential skills of collaborating with sales management at many levels to obtain the company objectives.
Skills and Abilities:
• Ability to coordinate with finance, sales, marketing, legal, regulatory, and other areas as needed.
• Ability to record, analyze, and write reports and business correspondence.
• Ability to effectively present information and respond to questions from groups of managers, customers, and the general public.
• Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists.
• Ability to develop and implement action plans.
• Ability to multi-task and prioritize work to effectively drive accountability and business results through others.
• Demonstrated mastery of financial acumen.
• Ability to provide feedback, coaching and development through influencing without authority.
Education & Qualifications:
Bachelor’s degree in business, marketing, or equivalent is required. Seven to ten years’ experience in sales, marketing, sales management & national accounts where specific actions resulted in substantive performance enhancement for the organization. Managing large, key accounts experience is a must. Women’s Health industry experience and financial knowledge is desirable. Experience with Microsoft Office Suite including Excel and PowerPoint is also a plus. Excellent communication (verbal, written and presentation) skills and team building.
Agency and Third-Party Recruiter Notice:
Agencies that submit a resume to Hologic must have a current executed Hologic Agency Agreement executed by a member of the Human Resource Department. In addition, Agencies may only submit candidates to positions for which they have been invited to do so by a Hologic Recruiter. All resumes must be sent to the Hologic Recruiter under these terms, or they will not be considered.
Hologic, Inc. is proud to be an Equal Opportunity Employer & VEVRAA Federal Contractor
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