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Company

Convatec · 4 hours ago

Senior Director, Corporate Accounts (GPO)

Berkeley Heights, NJ

Full-time

Remote

Senior Level, Lead/Staff, Director/Executive

15+ years exp

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Responsibilities

Establishes, builds, and manages productive, professional relationships with key GPO and member IDN personnel, with the goal of building a broad stakeholder network that provides strategic value.

Coordinating with Convatec resources including field sales, to meet assigned targets for sales, profitability, and strategic objectives for assigned accounts.

Complete responsibility for GPO RFPs, proposals, presentations, T&C, negotiations, and execution of category contracts along with commercial launch and support during the term of the agreement, including support in the field when needed and regular internal calls to ensure sustained success of contracts. Excellent organization, presentation, and communication skills with a high degree of attention to detail is critical.

Demonstrate a high level of knowledge of the entire Ostomy, Advanced Wound Care, and FMS (Bowel Management) categories, including competitive products.

Develops and maintains a strategic business plan for each GPO inclusive of broad stakeholder mapping, goals/objectives/action plans, and periodic business reviews.

Provide regular input and leadership to Business Unit leadership, Field Sales, and Marketing on GPO and IDN activity, strategy, M&A, healthcare trends.

Interface regularly with Convatec TMs, RSMs, NSDs, VPs (and GPO field teams) to ensure that customer satisfaction is achieved, and product sales supported at the local/regional level.

Work with Marketing and Sales teams to implement new product launches, brand strategies and sales initiatives targeted at GPO/IDN customers to drive revenue, profitability, and market share objectives.

Leads solution development efforts to address Convatec and GPO needs by coordinating the involvement of all necessary company and GPO personnel. Ensure GPO compliance with all agreements.

Qualification

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Healthcare experienceGPO managementContract negotiationBusiness acumenSales managementMicrosoft OfficePower BIRelationship building

Required

BS/BA degree required.

15+ years of successful healthcare/medical device experience selling, marketing, and developing complex strategic partnerships that help build the foundation for strong relationships and revenue gains.

5+ years of experience directly managing GPO customers, contracts, and relationships.

Candidate must have experience negotiating and executing GPO contracts and engaging high level executives to deliver win-win results for the organization and customer.

High GPO business acumen – understanding corporate structure; financial, clinical, and operational stakeholders, including the GPO field team; negotiation process; contract cycles.

Proven success in selling in a dynamic multi-tiered complex environment with ability to differentiate product and service offerings to uniquely position Convatec.

Strong relationship building skills, especially at the senior levels of an organization.

A high level of business acumen and the quantitative/analytical capacity to understand complex sales processes.

Excellent presentation and communication skills and a track record of influencing decisions and making a positive impact.

Energy, initiative, and a drive for results.

Resourcefulness and creativity, with excellent time management and organizational skills.

Negotiation skills.

Ability to gain proficient product and clinical knowledge.

Strategic mindset and focus.

Organized, multi-tasking, ability to drive program and sales execution.

Intermediate to Advanced proficiency in Microsoft Office, Power BI.

Preferred

Sales management experience is preferred.

Company

Convatec

Glassdoor

3.4

ConvaTec specializes in the development, manufacture, distribution of single-use devices to hospitals and healthcare sectors. It is a sub-organization of The Amcare™ Group.

Founded in 1978

Reading, Reading, GBR

5001-10000 employees