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ZOLL Medical Corporation · 1 day ago

Director of Strategic Accounts

Columbia, SC

Full-time

Hybrid

Lead/Staff, Director/Executive

$100K/yr - $240K/yr

5+ years exp

ZOLL Medical Corporation is dedicated to improving patient outcomes through innovative medical technologies. They are seeking a Director of Strategic Accounts to develop strategies for increasing the penetration and usage of their products in Strategic Accounts across the nation, focusing on driving sales growth and managing key relationships.

Health CareMedical DeviceSoftware

Responsibilities

Primary focus of this position will be dedicated to the Direct to Consumer (DTC) channel

To include, but not limited to, DTC channel partners & future strategic opportunities

Lead the sales strategy of all Strategic Accounts. This includes developing the strategy, process and detailed plans to allow us to sustainably grow our penetration rate nationally. It includes visiting the accounts, assessing the processes, developing the methodologies and procedures to be implemented across Itamar’s customer base

Drive growth transformation activity across all domains to improve forecasting accuracy, sales efficiency, sales production, market share, and overall customer satisfaction with new tools, processes, and IT investments

Solely accountable for revenue targets specific to Strategic Accounts assigned by SVP of sales

Understand complex issues and implement simplified and standardized processes and standards that can be replicated per account or type of account

Direct staffing, training and performance evaluations to develop and control sales program

Effectively manages sales budget for the region

Monitor and analyze performance metrics and suggest improvements to team members connected to the Strategic Accounts sites nationally

Understands Core Sleep and Cardiology, ZOLL Itamar products, customer perspectives, communicates value proposition, and supports solutions to contribute to the success of the assigned Areas and Regions

Provide education and change management expertise to assist the physicians, clinics and hospitals in improving their service. This involves setting up learning opportunities and events with industry leaders, partners and peers

Represent company at trade association meetings, clinical meetings, seminars, and conferences as appropriate to promote Itamar Medical

Lead, direct and drive all strategic account business including sales, regulatory, marketing, KOL management, channels and other partners, registrations and new product introductions nationally

Develop, optimize and/or standardize physicians, clinics or hospitals workflows. This requires strong process and program management expertise

Maximize existing strategic accounts and cultivate opportunities within legacy and prospective accounts

Growing and maintaining revenue volume in existing accounts

Ensure the successful achievement of the Company’s strategic account sales goals across all regions

Build out long-term relationships

Negotiate purchase agreements with the assistance of Hospital Account Managers

Create and implement effective direct sales strategies and lead nationwide direct sales personnel (sales and clinical education staff) toward achievement of corporate sales objectives

Develop and inspire Area Business Directors, Regional Sales Managers and Clinical Sales Specialists to be a part of strategic accounts projects and sales

Lead the increase bid opportunities

Provide timely and effective solutions aligned with clients’ needs

Develop sales strategies in conjunction with Area Business Directors

Demonstrate a deep understanding of Itamar’s devices, products and services with Itamar customers and prospects as well as competitors

Submit all required reports on a timely basis

Partner with a variety of customer contacts, including physicians, clinical staff, nursing, department managers, and procurement staff to drive utilization of Itamar products and services and discover new opportunities for product expansion, thereby maintaining and constantly improving our competitive position

Assist in advancing revenue and market position consistent with Company goals

Conduct sales presentations for new and existing customers, as necessary

Qualification

Medical device salesCustomer relationship managementSales strategy developmentClinical knowledgeAccount managementProcess managementMS OfficeCRMSalesforceBusiness acumenOrganizational skillsTime managementPresentation skillsTeam collaboration

Required

Bachelor's Degree In health-related field preferred

5+ years of successful medical device sales experience preferred

5+ years of successful track record in customer relationship and account management preferred

5+ years leading a successful team preferred

Exceptional organizational skills. Excellent time management skills and ability to multi-task and prioritize work

Proven experience dealing with key accounts and sites associated with Key Opinion Leaders

Proven selling and customer relationship management skills with the ability to navigate a complex sales process

Strong clinical and technical knowledge, with the confidence to knowledgeably engage key stakeholders such as physicians, clinical staff, nurses, administrative officers, and supply chain to present a value proposition

Professional presence that influences desired results with both external and internal stakeholders

Ability to effectively manage assigned accounts in terms of driving utilization, customer relationship management, problem resolution, and business planning

Proven effective verbal, computer, written and presentation/communication skills

Ability to use communication methods and strategies that influence desired results within the assigned accounts

Ability to quickly adapt and respond to job, environmental, and industry changes

Collaborative Team player

Takes initiative to make things happen with a results driven persona

Strong business acumen

Proficiency in MS Office; Two years minimum of CRM or Salesforce

This position will require at least 60% travel. Travel may be outside the local area and overnight, and could be for extended period of times

Company

ZOLL Medical Corporation

Glassdoor3.3

ZOLL Medical Corporation, an Asahi Kasei Group Company, develops and markets medical devices and software solutions that help advance emergency care and save lives, while increasing clinical and operational efficiencies.

Founded in 2004

Pittsburgh, Pennsylvania, USA

1001-5000 employees