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Smith+Nephew · 4 days ago

Key Account Director, AWM (West)

Andover, MA

Full-time

Hybrid

Director/Executive

7+ years exp

Smith+Nephew designs and manufactures technology that enhances living. The Director of Key Accounts will drive business planning to increase customer engagement and collaborate with sales teams to execute strategies for growth in the AWM sector.

Medical Device

Comp. & Benefits

Responsibilities

Develop a clearly defined strategy for assigned accounts, identifying and highlighting opportunities & priorities to pursue them

Disseminate strategy to AWM Field Sales teams, including conducting acct strategy reviews

Works with other AWM stakeholders (e.g., AVPs, DMs, CADs) to ensure strategy execution

Develop relationships with the most influential clinical & economic stakeholders

Craft and deliver AWM-wide value proposition message to account stakeholders

Coordinate development and negotiation of cross-AWM contracts

Own pricing and contract incentives, with appropriate AWM leadership approvals

Monitor for compliance and coordinate response to non-compliance

Coordinates with other SN stakeholders to manage AWM positioning on GPO contracts

Identify and pursue areas where other business units can unlock AWM opportunities

Ensure account strategies work in harmony with CAD-level strategies at key accounts

Work with CAD to develop & execute cross-SN contract opportunities involving AWM

Develop (and Partner) with field team to support C-suite contacts, conduct business reviews

Qualification

Sales ManagementContract NegotiationHealthcare KnowledgeAccount ManagementCross-Functional CollaborationPeople LeadershipC-suite EngagementStrategic Planning