Corporate Accounts Director

2 weeks ago

Houston, United States KARL STORZ Endoscopy - America Full time

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 KSEA during 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 decisions

Financial/Budgetary: Strong financial understanding on contracts

Safety: Adhere to and enforce KARL STORZ safety policy

Quality: High degree of output in both written and verbal interactions

Supervision:  Individual contributor

Authority to Sign (not applicable for North America): No

Travel: approximately 25%

 

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