National Account Manager

Position: National Account Manager

Requisition ID:: 3524

Who we are: Brady makes products that make the world a safer and more productive place. We are a global leader in safety, identification and compliance solutions for a diverse range of workplaces. From the depths of the ocean to outer space, from the factory floor to the delivery room - were just about everywhere you look. Companies around the world trust Brady because of our deep expertise and knowledge across a wide range of industries and applications - powered by our world-class manufacturing capabilities. We have a diverse customer base in industries including electronics, telecommunications, manufacturing, electrical, construction, healthcare, aerospace and more. As of July 31, 2023, Brady employed approximately 5,600 people worldwide. Our fiscal 2023 sales were approximately $1.33 billion. Brady stock trades on the New York Stock Exchange under the symbol BRC. You can learn more about us at www.bradycorp.com. Why work at Brady: A career at Brady means working for a global company that has thrived for over 100 years, and whose innovative spirit drives our future growth. Brady offers competitive pay and great benefits, supported by a culture that encourages collaboration and innovation. We strive to foster an inclusive workplace where diverse talent can learn, grow, and succeed. And with deeply rooted values, no matter where you work at Brady, youll feel connected to the community through our charitable contributions and opportunities to give back. Our headquarters are in Milwaukee, Wisconsin, but we have more than 70 locations globally, giving our employees the opportunity to work with colleagues around the world. What we need: Brady is seeking a National Account Manager to join our Healthcare Channel & Business Development team. The National Account Manager is a critical role that will be central in driving the future growth of the healthcare division. The position will be a highly visible role to senior leadership within both PDC and in customers organizations, requiring excellent customer-facing as well as internal stakeholder management skills. A successful National Account Manager will cultivate results-driven partnerships with the assigned GPO, understanding customers clinical, economic, and business needs and aligning PDC resources from across the organization to deliver impactful solutions resulting in new business growth for the company. The National Account Manager will be the single point of contact for the Corporate GPO relationship and will develop key relationships with executive decision-makers, contract portfolio managers, group buy managers, and other key members of the GPO organization. The National Account Manager will be expected to drive strategic insights into GPO contracting strategy, key market initiatives, and field activation plans. The National Account Manager will partner with Regional Sales Managers (RMs), Field Sales, and their Inside Sales teams to support new opportunities and accelerate wins. This position is home office based and is required to reside within (50) miles of a major metropolitan national airport. What youll be doing: As a National Account Manager, you will be challenged to establish and maintain PDCs position as a premier partner with assigned GPOs, managing contracts and relationships, and growing market share and brand recognition with the designated GPO. You will be working strategically at the C-Level and cross-functionally with the internal PDC sales team. You will define and own the vision, strategy, and roadmap for growing revenue with GPOs and communicate it effectively and passionately across the company. Build strategic customer relationships with decision-makers and influencers within targeted IDNs, Purchasing Alliances, and GPOs. Lead strategic initiatives in collaboration with internal stakeholders and cross-functional teams related to business opportunities. Conduct quarterly business reviews (QBRs) with assigned GPOs highlighting mutually agreed upon performance metrics, strategy, activities, and areas for improved performance impacting operational, clinical, and financial stakeholders. Develop and implement GPO-specific goals and strategic initiatives in collaboration with internal stakeholders and cross-functional teams (Sales, Marketing, and PM) to ensure alignment on priorities, timelines, and resource allocation. Effectively position and message PDC portfolio of identification solutions by demonstrating unique value propositions to GPOs and member IDNs. Partner with Product Management to develop a long-term sustainable and market-competitive pricing strategy for continued growth. Interface with partners, customers, and industry leaders to champion the voice of the customer within the organization and create a deep understanding of market and technology trends, competitive intelligence, and key influencers. Oversee co-branded marketing and awareness creation campaigns within assigned GPOs. Represent PDC Healthcare at relevant trade shows, industry groups, and organizations and establish measurable success metrics (in addition to leads) to help evaluate results and criteria for future attendance. Provide central, strategic, and tactical oversight of all GPO proposals, contracts, reporting, and payments Analyze and communicate competitive contract/positioning information Negotiate contracts and administration fee structure to support our core brands and to ensure appropriate and compliant return of investments Perform internal audits to promote consistency and compliance across the contract portfolio Conduct comprehensive reviews of healthcare contracts and solicitations (RFP, RFQ, RFB) and terms and conditions to identify, mitigate, and eliminate unusual risks, non-standard terms, liabilities, and remedies in accordance with Brady Legal and corporate policies What youll need to be successful: The ideal candidate will possess strong sales management skills along with a drive to achieve results. A track record of continuous learning and problem-solving will be necessary to create a culture of true partnerships with the GPOs and their members. The following skills and behaviors will be expected to lead to the achievement of goals around new customer relationships, increased share of business with existing customers, and stronger long-term, profitable business with the GPOs top IDNs in the country. Strong sense of ownership and a "whatever it takes" attitude towards getting stuff done. Ability to lead and inspire across solid and dotted lines in a way that builds trust and collaboration. Ability to influence and mobilize teams around key missions. Experience developing, negotiating, and managing healthcare contracts and all aspects of the contract lifecycle. Excellent planning, organizing, and leadership skills to manage multiple projects simultaneously including contract negotiations, RFP submissions, bid strategy, contract implementation, competitive conversions, and compliance tracking. Ability to plan and lead executive meetings and business reviews and translate discussion into actions. Communicates with clarity, confidence, and precision to audiences of all levels, internally and externally. Demonstrated knowledge and track record of results in working with hospital executives and key decision-makers including supply chain, clinical leadership, and hospital administration. Strong business acumen; able to think, learn, adapt, and negotiate in a fast-paced environment with both internal and external stakeholders. Intellectual curiosity to identify business challenges and develop creative solutions, strategies, and tactics. Ability to understand complex customer needs and align PDC and Brady capabilities to position differentiated products and solutions. Ability to identify and analyze customer data and trends to develop sales strategies. Adaptable to changes in strategy and direction with experience navigating complexity with high drive to execute for results. A Bachelor's degree is required; an MBA a plus Must have a track record in increasing sales volume. Proven track record of driving new business growth throughout the entire sales process. 5+ years of demonstrated GPO, healthcare, and contracts administration experience; ability to manage large complex RFPs Knowledge of the healthcare market and interaction between hospital systems and suppliers Excellent spoken, and written communication, interpersonal, and relationship-building skills Willingness to travel up to 50% of the time Results-oriented, resourceful problem-solver, comfortable working in a high-growth, fast-paced, and demanding environment. Able to move quickly, and communicate effectively with excellent and thoughtful verbal and written communication skills. Able to adapt communication and leadership styles. Comfortable with ambiguity and uncertainty. Able to listen effectively, build relationships, and continuously improve to understand and meet customer needs more effectively. Excellent organizational skills with ability to juggle and prioritize projects in a dynamic, fast-paced, and deadline-driven environment. Proven track record of meeting and exceeding goals. Benefits: Complete insurance coverage starting on first day of employment medical, dental, vision, life 401(k) with company match Tuition reimbursement Bonus opportunity Vacation and Holiday pay #Li-Remote