National Accounts Director

Position Summary

Create, communicate, and implement strategies in all areas of strategic account development. Continually develop and enhance business relationships with executives and decision makers at all key strategic Integrated Delivery Networks (IDNs) and Group Purchasing Organizations (GPOs) to obtain sustainable purchasing contracts and partnership agreements to sell Shockwave Devices, Urology Tables and other assigned products for Dornier MedTech.

This job is an at-will position. Employment in this job is not for any fixed period of time, and either the Company or the employee may terminate employment at any time, with or without advance notice, and with or without cause. The Company may change the terms or conditions of employment at any time.

Essential Duties And Responsibilities

Technical

Develop and enhance purchasing and contract relationships with strategic accounts with national and regional IDN’s and GPO’s.

Manage all aspects of the complex business RFP process and supply chain interactions.

Identifies customer needs and pains, internal sales process, key decision makers, and contract purchase timing in order to be named vendor of choice (VOC).

Must understand and be able to present technical product information. Must be comfortable in making an effective presentation to a diverse group of customers, from IDN and GPO purchasing and contracting executives, C-level hospital administrators, doctors, and department heads to technologists, bio-med and support personnel.

Quotes prices and various financial options (leasing, rent, sale, pay per procedure, shared service, etc.) and communicates with operations to prepare sales contracts for orders obtained.

Obtain signed purchase agreements/contracts from strategic accounts. Assists RAM’s with obtaining system purchase contracts and assists with contracted system pricing, date of delivery to customer, based on knowledge of Dornier MedTech’s production and delivery schedules.

Meets sales quota for strategic accounts on a quarterly and annual basis.

Participate in and manage, as directed, strategic sales and marketing planning and execution.

Support the sales team with contract negotiations, obtaining purchase orders and all other sales functions.

Knowledge of state regulatory guidelines.

Administrative

Responsible for monthly, quarterly and annual operating plan, which includes contract and sales forecast and expenses. Responsible for the entry of 12+ month rolling forecast into Customer Relationship Management (CRM) system.

Develop and present a written strategic account management plan on a quarterly basis.

Compiles lists of prospective strategic accounts for use as sales leads, based on information from cold calling, telemarketing leads, trade show responses, business directories, and other sources.

Prepares reports of business transactions.

Responsible for keeping travel expenses and associated reporting within established Dornier guidelines.

Travel

Travels throughout assigned territory to call on regular and prospective customers to solicit contracts and orders with customers at customer site or by phone.

Travel may be day or overnight trips; expected travel is 50-75%.

Developmental

Become proficient in the Sandler Selling Process and participate in the ongoing President’s Club sales process training. Participate in various training events as established by management.

Job Requirements

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skills and/or abilities required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Education/Qualifications Bachelor's degree (BA/BS) from a four-year college or university preferred, ideally in business, marketing or communications.
• Experience Five to eight years in medical sales, preferably capital equipment, or medical sales of equipment priced $50,000 and over. Proven record of successful sales experience, urology sales experience highly preferred. Minimum 2 years’ experience in calling on regional or national GPO management or regional or national IDN supply chain management.
• Aptitude Mathematical Skills Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, and percentages. Reasoning Ability Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.
• Operational Skills Language Skills Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations. Ability to present to key customer and high level executives in a concise and effective manner. Ability to write reports, business correspondence, and procedure manuals. Ability to effectively present information and respond to questions from groups of doctors, hospital administrators, technologists, and other customers, and the general public.
• Physical Demands The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is regularly required to talk or hear and taste or smell. The employee frequently is required to sit. The employee is occasionally required to stand and walk. The employee must occasionally lift and/or move up to 50 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception, and ability to adjust focus.
• Work Environment The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job.Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is occasionally exposed to outside weather conditions, moving mechanical parts, fumes or airborne particles, risk of electrical shock, and risk of radiation.The noise level in the work environment is usually moderate.