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Director, Strategic Accounts

Norcross, US

Ref. number:  1326

We care about making people better – those we work for, and those we work with. And we prove it every day. 

 

In our daily work, we create unique medical solutions to improve quality of life. We enjoy what we do because it makes a difference in people’s lives – for real.

 

Although we’re a global company, we’re still small enough for you to make your mark. Our leaders are accessible and trust us to make the right decisions. As a Mölnlycke employee, you’ll thrive when you take on the responsibility

Purpose of Position

In this role, you are responsible for developing and implementing complex selling strategies to large hospital systems and collaborative hospital groups.  The position requires experience leading  and directing cross-functional teams of peers (without direct reporting relationships).  You are responsible for developing and maintaining executive level relationships with all key decision makers and influencers in each assigned strategic account.  This position requires strong negotiation skills and large account sales experience.  Also responsible for administrative duties such as maintaining customer records, preparing reports, following up on orders, attending sales meetings, and trade shows.  This role is based out of FL or GA.

 

Key Accountabilities

  • Develop, implement, and lead the strategy for each strategic account in assigned account base
  • Develop new and  expands business with existing customers through introduction of new products, presenting product information, explaining product features and distinctions
  • Develop new and  expands business with existing customers through introduction of new products, presenting product information, explaining product features and distinctions
  • Lead account leadership team, consisting of the
  • Region Sales Managers, Territory Sales Managers, and Clinical Specialists, for each of the assigned strategic accounts
  • Develop and present pricing and clinical strategies to the pricing committee to gain strategy approval
  • Establish and maintain customer relationships at all levels, including the C-suite
  • Represent Company in sales calls and negotiations and achieve established sales goals for products in assigned account base
  • Identify and utilize all internal resources (i.e.,
  • Finance, Marketing, Clinical Specialists, Contract Administration, and Legal) in the development and implementation of the strategy for each strategic account
  • Develop and deliver quarterly business reviews for each of the assigned strategic accounts
  • Identify and resolve customer problems through contact with customer service department
  • Develop effective customer relations within assigned accounts in order to ensure satisfaction, service, and promote needs awareness
  • Maintain variety of contacts within Company to gather and exchange information related to sales goals and results, product availability and pricing, marketing strategies and plans, and status of orders
  • Maintain a positive team-oriented approach with all contacts and especially with peers and Strategic Accounts members by being open to and sharing new programs, best practices, and success/challenges.
  • Sales administration, such as completing sales paperwork, maintaining customer records in CRM system, preparing routine expense, sales, and activity reports, assisting with special projects, analyzing individual customer product mix and sales volume, and processing orders
  • Lead account leadership team, consisting of the
  • Region Sales Managers, Territory Sales Managers, and Clinical Specialists, for each of the assigned strategic accounts
  • Develop and present pricing and clinical strategies to the pricing committee to gain strategy approval
  • Establish and maintain customer relationships at all levels, including the C-suite
  • Represent Company in sales calls and negotiations and achieve established sales goals for products in assigned account base
  • Identify and utilize all internal resources (i.e.,
  • Finance, Marketing, Clinical Specialists, Contract Administration, and Legal) in the development and implementation of the strategy for each strategic account
  • Develop and deliver quarterly business reviews for each of the assigned strategic accounts
  • Identify and resolve customer problems through contact with customer service department
  • Develop effective customer relations within assigned accounts in order to ensure satisfaction, service, and promote needs awareness
  • Maintain variety of contacts within Company to gather and exchange information related to sales goals and results, product availability and pricing, marketing strategies and plans, and status of orders
  • Maintain a positive team-oriented approach with all contacts and especially with peers and Strategic Accounts members by being open to and sharing new programs, best practices, and success/challenges.
  • Sales administration, such as completing sales paperwork, maintaining customer records in CRM system, preparing routine expense, sales, and activity reports, assisting with special projects, analyzing individual customer product mix and sales volume, and processing orders

 

Key Decisions

  • Develop effective customer relations within assigned accounts in order to ensure satisfaction, service, and promote needs awareness
  • Develop and present pricing and clinical strategies to the pricing committee to gain strategy approval
  • Develop, implement, and lead the strategy for each strategic account in assigned account base
  • Develop new and  expands business with existing customers through introduction of new products, presenting product information, explaining product features and distinctions

 

Competencies

  • Executive level selling experience and a high level of communication and negotiation skills
  • Intermediate level computer knowledge in all MHC supplied business systems (CRM) and software (i.e. sales reports, forms, orders, records, business plans, etc.)

 

Qualifications & Experience

  • Bachelor’s degree in Sales, Marketing, Business Administration or related field of study, from accredited college / university
  • 10 years’ experience in business-to-business (B2B) sales; experience in medical device is strongly preferred; experience with selling to IDNs such as Kaiser Permanente strongly preferred
  • At least 3 years in a people management role, such as Region Sales Manager
  • Large account management experience

 

Any Other Information

  • 60% travel 
  • Must hold valid driver’s license and clean driving record 
  • Must be able to obtain and maintain required credentialing to perform job
  • Perform all Company business in accordance with all regulations (e.g., EEO, FDA, DEA, OSHA, etc.) and Company policies and procedures
  • Must be able to lift up to 40 lbs., sit, stand, walk for long distances and stoop

 

 

 

 

We specialise in: 

 

Wound management: including dressings with Safetac® such as Mepitel® and Mepilex® 

Preventing pressure ulcers: with Mepilex® Border used prophylactically and devices to help turn and re-position patients 

Surgical solutions: including Mölnlycke trays, HiBi® antiseptics and Biogel® surgical gloves 
 
Mölnlycke was founded in 1849. Nowadays our solutions are available in around 100 countries; we’re the number one global provider of advanced wound care and single-use surgical products; and we’re Europe’s largest provider of customised trays. Our headquarters are in Gothenburg, Sweden and we have about 7,800 employees around the world. 
 
www.molnlycke.com/careers 
 

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status


Nearest Major Market: Atlanta