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Medela · 2 weeks ago

Sr. Strategic Accounts Manager of Managed Markets

United States

Full-time

Hybrid

Senior Level, Lead/Staff

$120K/yr - $120K/yr

10+ years exp

Medela is a company dedicated to advancing human health and well-being through innovative medical solutions. They are seeking a Sr. Strategic Account Manager for Managed Markets, responsible for channel management and sales within the DME and Managed Care sectors, focusing on building relationships and driving business growth.

Medical Device

Comp. & Benefits

Responsibilities

Serve as the single point of accountability for Medela while leveraging Medela resources to serve key accounts

Ensure that every resource serving an account has clarity on the long-term account Plan

Cultivate internal Medela relationships that provide direct access to key Senior Leadership Team (SLT) decision makers

Strong executive presence and comfortable mobilizing associates and leading meetings with C-Level members of Medela and Partner Organizations

Lead SAM Strategic Account Penetration Strategy for each key account, including oversight and ownership of the processes for attaining successful senior level account penetration

Demonstrate a high level of strategic thinking and execution, actively addressing and finding solutions to ensure goals are met effectively

Prioritizes customers’ needs, searching and listening to their feedback, building trustful relationships and identifying ways that Medela can provide full-service solutions

Conduct quarterly business reviews with key partners, working with cross-functional partners to create the business review

Create compelling business cases for internal review

Lead the creation and execution of account business plans for key DME and Distribution partners

Manage a regular risk and opportunity worksheet

Develop and update dashboards which measure key performance metrics for key partners

Analyze bookings and backlog and participate fully in weekly, monthly and annual forecasting exercises to provide good visibility for capacity and account planning

Actively forecast and analyze accounts around new product launches

Serve as a channel resource on behalf of your accounts to marketing as well as cross functional partners as the subject matter expert in the DME Channel and Distribution worlds

Be aware of industry trends related to Post-Acute, DME, and WIC (if relevant) including changes to reimbursement models

Maintain and develop a high level of rapport and integrity within the channel, resulting in long-term business opportunities. This includes industry organizations and planning/appearances at key trade shows

Qualification

Channel managementSales managementContract negotiationFinancial analysisAccount managementMicrosoft OfficeIndustry knowledgeEnglish proficiencyProject managementCommunication skillsOrganizational skillsProblem-solvingTeam collaboration

Required

You have extensive direct experience in channel management, direct and/or indirect sales management responsibilities within DME, Managed Care, Post-Acute, Prime Vendor/Distribution markets, and WIC

You have a strategic entrepreneurial approach and developing new ideas in the DME space is second nature to you

You understand the tools that are available to grow your business

You have creative solutions to combat low reimbursement issues. Pricing programs, contracting team to create pricing programs based on volume commitments. Product sets that would appeal to customers in the reimbursement channels

You have extensive experience in securing and managing local and/or national distributor partnerships

You've secured new contracts on a routine basis and can easily outline your plan for success

You are a road warrior; you are accustomed to traveling 50% of the time

Strong independent project management capabilities and organizational skills required

Demonstrated sales and proficiency in negotiating and contract closure ability required

Strong computer and internet skills to support business plans and financial models; including strong software experience with Microsoft Office, Word, Excel, PowerPoint Power BI, and Outlook

Excellent verbal and written communication skills

Ability to manage multiple conflicting priorities

Experience working in an environment with global objectives

Must be able to read, write, and communicate in English

Ability to travel 50% of the time

Preferred

Bachelor's degree in Marketing, Business, or a related field is preferred

10 years of experience with a manufacturer or distributor of medical devices products preferred

Minimum 4 years of experience in post-acute channel management and/or indirect sales management with responsibilities over National DME's, with experience covering Managed Care, and Federal & State-run Programs beneficial

Minimum 3 years of experience in National Distribution account management in a Reimbursement-driven HHC category

Experience with SAP and Salesforce.com will be considered an additional asset

Benefits

Comprehensive benefits plan

401K with match

Money Purchase Plan

16-week Paid Parental Leave

Generous PTO package, including 14 paid holidays

Company

Medela

Through advancing research, observing natural behavior, and listening to our customers, Medela turns science into care while nurturing health for generations.

Founded in 1961

Baar, ZG, CH

1001-5000 employees