Corporate Account Director - New England
Company: Disability Solutions
Location: El Segundo
Posted on: April 15, 2024
Job Description:
I. Job Purpose The Corporate Account Director is responsible for
representing the KSEA portfolio and establishing aligned strategic
account plans. The Corporate Account Director will lead health
system (IDN) customer negotiations and develop KSEA's value
proposition outside of pricing and volume discounts This role is
also responsible for driving revenue growth within assigned health
systems through proactive identification of product and service
opportunities within the health systems hospitals, clinics, and
ambulatory locations.II. Job Duties
- Proactively coordinate with the market teams to protect KSEA
position and to expand all specialties within assigned health
systems
- Develops and executes strategic plan including the coordination
of internal stakeholders; establishes consistent cadence of
communication and account planning
- Responsible for relationship management efforts with the supply
chain professionals and growing relationships at the health system
executive level
- Manages and cultivates key relationships with senior level
business partners, external constituencies, and identifies &
establishes new relationships to expand KSEA presence at executive
level contacts
- Create cross-portfolio health system strategies and translate
strategies into actions in conjunction with the market teams
- Interpret and integrate complex, often ambiguous, marketplace
data into decisions that drive productivity and performance
- Implement data driven strategies to achieve respective sales,
market share, and market growth targets
- Present strong, professional image of self and KSEA during
executive level customer presentations.
- Develop strong relationships with KSEA functional areas (Sales,
Finance, Service, Operations, Corporate Accounts, and Marketing)
and provide feedback to KSEA Executive Management on activities and
market conditions
- Cultivate and spearhead healthy relationships between field and
internal departments for cohesive and productive business and sales
initiatives with KSEA customers III. Minimum Knowledge, Education
and Skill Requirements Required
- Bachelor's Degree required
- A minimum of 10 years' experience working in complex selling
environments with multiple decision-makers required
- A minimum of 8 years' experience working in large health
systems (IDN's) or equivalent KARL STORZ work experience
- Strong interpersonal skills with the ability to negotiate,
influence, and generate confidence, trust, and respect with key
executives
- An in-depth knowledge and understanding of current
medical-device industry changes, context, and complexities
- Strong negotiation experience with negotiating contracts
required
- Proven ability to work cross-functionally to achieve business
goals and drive results
- Proven ability to maintain confidentiality and exercise
discretion in business relationships
- Proficiency with Microsoft Excel and PowerPoint required
- Experience selling complex clinical capital & service solutions
in a healthcare setting preferred
- Existing relationships and a documented track record of success
selling within health systems (IDN's) is strongly preferred
- Fact based decision maker using data, experience, and
stakeholder input to drive optimal outcomes that deliver market
share and revenue growth within assigned accounts Preferred
- Existing relationships and a documented track record of success
working within health system IDN's supply chain team is strongly
preferred IV. Essential Function
- Executive Level Relationship Building: Engages and establishes
trust/credibility with senior level / executive stakeholders in
assigned accounts
- Communication / Contract Negotiation: Articulates KSEA's value
proposition through complex negotiation of agreements with
executive level stakeholders spanning full KSEA portfolio and all
BUs
- Coordination: Understands and thinks critically about GPO and
health systems (IDN) needs. Coordinates internally to drive
opportunities uncovered from executive level GPO and health systems
(IDN) relationships down through associated member facilities
- Industry Knowledge: Experience working at the GPO and health
systems (IDN) level with senior level executives and understands
macroeconomic / external market drivers V. Core Requirements Degree
of accountability: Generally independent Degree of decision making:
Significant strategic decisions Financial/Budgetary: Strong
financial understanding on contracts Safety: Adhere to and enforce
KARL STORZ safety policy Quality: High degree of output in both
written and verbal interactions Supervision: Individual contributor
Authority to Sign (not applicable for North America): No Travel:
approximately 25%#LI-NM!Your Benefits
- Medical / Dental / Vision including a state-of-the-art wellness
program and pet insurance, too!*
- 3 weeks vacation, 11 holidays plus paid sick time*
- Up to 8 weeks of 100% paid company parental leave**
- 401(k) retirement savings plan providing a match of 60% of the
employee's first 6% contribution (up to IRS limits)
- Section 125 Flexible Spending Accounts
- Life, STD, LTD & LTC Insurance
- We prepay your tuition up to $5,250 per year! - Tuition
pre-imbursement
- Fitness reimbursement of up to $200 annually
- Employee referral program of up to $2,000 per hire
- And much more! *Field sales, internships, and part-time
employees are not eligible except where required by state law.
Non-employees, including temporary workers and consultants, are not
eligible to participate in the KARL STORZ benefits program. **To
include, maternal/paternal leave, adoption, and fostering of a
child. KARL STORZ reserves the right to change or modify the
employee's job description whether orally or in writing, at any
time during the employment relationship. Additionally, KARL STORZ,
through its supervisors, may require an employee to perform duties
outside their normal description within the sole discretion of the
supervisor. Employees must comply will all applicable KARL STORZ
policies and procedures.Credentialing requirements at KARL
STORZKARL STORZ is committed to maintaining a safe work environment
for our employees and customers. Most field-based roles at KARL
STORZ require hospital credentialing/health screens as a condition
of employment. Credentialing can include required vaccinations,
health screens & other requirements as outlined by our customers.
During the interview process, we encourage you to ask how
credentialing/health screens may impact the role you are seeking
and if you require any reasonable accommodations regarding these
requirements.Pay TransparencyThe pay range and/or hourly pay rate
listed is a good faith determination of potential base compensation
that may be offered to a successful applicant for this position at
the time of this job posting and may be modified in the future.
When determining a specific team member's base salary and/or hourly
pay rate, several factors will be considered including such things
as location, specialty, service line, years of relevant experience,
education, professional credentials, internal equity, and the
amount budgeted for the role.Equal Employment Opportunity &
Reasonable Accommodation StatementKARL STORZ is committed to
creating an inclusive space where employees are valued for their
skills and unique experiences. To achieve this goal, we are
committed to diverse voices, and all applicants will receive
consideration without regard to race, color, sex, national origin,
disability, veteran status, or any other protected characteristic.
KARL STORZ is also committed to providing reasonable accommodations
during our recruitment process. Should you need assistance or
accommodation please email us at taoperations@karlstorz.com.Get in
Contact
Keywords: Disability Solutions, Huntington Park , Corporate Account Director - New England, Executive , El Segundo, California
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