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Corporate Accounts Director
2 months ago
This position requires the selected candidate to live in the Houston, TX.
I. Job Purpose
The Corporate Account Director is responsible for representing the KSEA portfolio and establishing aligned strategic account plans. The Corporate Account Director will lead health system (IDN) customer negotiations and develop KSEA's value proposition outside of pricing and volume discounts.This role is also responsible for driving revenue growth within assigned health systems through proactive identification of product and service opportunities within the health systems hospitals, clinics, and ambulatory locations.
II. Job Duties
- Proactively coordinate with the market teams to protect KSEA position and to expand all specialties within assigned health systems
- Develops and executes strategic plan including the coordination of internal stakeholders; establishes consistent cadence of communication and account planning
- Responsible for relationship management efforts with the supply chain professionals and growing relationships at the health system executive level
- Manages and cultivates key relationships with senior level business partners, external constituencies, and identifies & establishes new relationships to expand KSEA presence at executive level contacts
- Create cross-portfolio health system strategies and translate strategies into actions in conjunction with the market teams
- Interpret and integrate complex, often ambiguous, marketplace data into decisions that drive productivity and performance
- Implement data driven strategies to achieve respective sales, market share, and market growth targets
- Develop strong relationships with KSEA functional areas (Sales, Finance, Service, Operations, Corporate Accounts, and Marketing) and provide feedback to KSEA Executive Management on activities and market conditions
- Cultivate and spearhead healthy relationships between field and internal departments for cohesive and productive business and sales initiatives with KSEA customers
- Present strong, professional image of self and KSEAduring executive level customer presentations.
III. Minimum Knowledge, Education and Skill Requirements
Required
- Bachelor's Degree required
- Required to live in the Houston, TX area.
- A minimum of 10 years' experience working in complex selling environments with multiple decision-makers required
- A minimum of 8 years' experience working in large health systems (IDN's) or equivalent KARL STORZ work experience
- Strong interpersonal skills with the ability to negotiate, influence, and generate confidence, trust, and respect with key executives
- An in-depth knowledge and understanding of current medical-device industry changes, context, and complexities
- Strong negotiation experience with negotiating contracts required
- Proven ability to work cross-functionally to achieve business goals and drive results
- Proven ability to maintain confidentiality and exercise discretion in business relationships
- Proficiency with Microsoft Excel and PowerPoint required
- Experience selling complex clinical capital & service solutions in a healthcare setting preferred
- Existing relationships and a documented track record of success selling within health systems (IDN's) is strongly preferred
- Fact based decision maker using data, experience, and stakeholder input to drive optimal outcomes that deliver market share and revenue growth within assigned accounts
Preferred
- Existing relationships and a documented track record of success working within health system IDN's supply chain team is strongly preferred
IV. Essential Function
- Executive Level Relationship Building: Engages and establishes trust/credibility with senior level / executive stakeholders in assigned accounts
- Communication / Contract Negotiation: Articulates KSEA's value proposition through complex negotiation of agreements with executive level stakeholders spanning full KSEA portfolio and all BUs
- Coordination: Understands and thinks critically about GPO and health systems (IDN) needs. Coordinates internally to drive opportunities uncovered from executive level GPO and health systems (IDN) relationships down through associated member facilities
- Industry Knowledge: Experience working at the GPO and health systems (IDN) level with senior level executives and understands macroeconomic / external market drivers
V. Core Requirements
Degree of accountability: Generally independent
Degree of decision making: Significant strategic decisionsFinancial/Budgetary: Strong financial understanding on contractsSafety: Adhere to and enforce KARL STORZ safety policyQuality: High degree of output in both written and verbal interactionsSupervision: Individual contributorAuthority to Sign (not applicable for North America): NoTravel: approximately 25%
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