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Sr. Director, Strategic Accounts and Health Economics- Western Region- Remote

Norcross, US

Ref. number:  3262

At Molnlycke, we care about making people better - those who work for us, those who work with us, 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 real difference in people’s lives. 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. 

     

We are currently searching for  Senior Director Strategic Accounts & Health Economics . This person will be based in their home office within the Western Region. 

In this role of the Senior Director Strategic Accounts & Health Economics, you are responsible for leading a team of experienced Strategic Accounts Directors in Acute (IDN) and Post-Acute (PAC) settings along with Health Economic Solutions Mangers (HE) to achieve company objectives for assigned top Integrated Health Care Delivery Network accounts across the continuum of care for Wound Care (WC), Surgical Gloves (SU) & Hibiclens (Hibi) in the US..

You will lead your team of IDN, PAC and HE members to provide value through implement clinical and health economic solutions, delivering market access through effective leadership through effective, and alignment as a shared service  with (WC), (SU), and Hibiclens (Hibi)business units.  Develop and present proactive contractual proposals to commercial pricing committees, presenting business needs in Commercial Council, leadership meetings and other venues all while showcasing our industry as best-in-class leaders.

(*This is a summary of the position, and a full disclosure of all the requirements, accountabilities, competencies, qualifications and experience will be provided)

KEY ACCOUNTABILITIES

  • Responsible for local market and continuum of care strategy & aligned organizational execution of key tactics: (i.e. national account and custom contracting to ensure price integrity,  reimbursement /payor mix, regional distribution, retail, continuum of care, Veterans Healthcare Administration, health economic tools and concepts development and execution, value solutions and marketplace stakeholders and terrain situational analysis)
  • Develops contracting strategy for largest strategic accounts in U.S. including IDNs, VA, and DME and Post-Acute Care facilities
  • Ensure team personnel continue to have appropriate training and support in all areas including product solutions, use of business tools, marketing pieces, health economic budget impact models and cost effectiveness models, SMEAC, and SFDC business planning to accomplish their objectives
  • Set clear obtainable objectives, ensuring regular 1:1’s, discussing pipeline opportunities, relationship building, reviewing objectives, ensuring objectives are met, determining if any additional training or resource utilization is needed,
  • Collaborates with internal department (i.e. marketing, sales, professional education, legal, contracting, finance, WC, SU, PAC) on respective account management as well as special sales projects/promotions as requested

 

KEY DECISIONS

  • Create the Vision, Strategy, Management Business Objectives, as well as Accountability leadership processes for a diverse team of executive health care leaders that will bring forward more than 50% of the US Business deliverables in revenue at 2.5 to 3 x the national average in growth annually across the care continuum of IDN, PAC and with Health Economics
  • Develop and implement care continuum strategies capturing compliance and increased growth ensuring MHC product solutions are utilized in all aspects of the patient care and not being switched in the care setting, in partnership with key executives within top accounts
  • Coach, mentor and develop immediate direct reports to engage in  executive level negotiations and activities for pull through of awarded contracts and MDMTV solutions  
  • Practice all six types of leadership profiles, i.e. Authoritative, Coaching, Affiliative, Democratic, Pacesetting, and Coercive, to best engage team collaboration, culture, influence and followership

COMPETENCIES

  • Demonstrated leadership in managing direct reports
  • Proven organizational and analytical abilities necessary to lead experienced teams
  • Team leadership with and without authority
  • Competency in utilizing, analyzing and extrapolating large data sets, such as in PowerBi, and call reporting, strategic business planning, business reviews in SalesForce.com, CMS Hospital Compare, Definitive Health Care , and other marketplace data applications
  • Development of strategic business plans that include elements of business plan; example: Situation, Mission, Execution, Administration (and Logistics), and Communication (SMEAC)
  • Ability to train and coach others on value and solutions messaging to “C” Suite customers
  • Collaborate with team members across the continuum on revenue excellence tools and execution, as well as for reimbursement related ad hoc projects such as heat mapping stakeholders and account related penalties (HACs, Reimbursement, SSIs etc.) and population health
  • Demonstrated understanding of marketplace terrain and area specific pull through at IDNs, PAC, and the Veterans Administration
  • Demostrated proficiency with presenting and negotiating with executive, “C” Suite customers
  • Proficient executive level presence including excellent communication skills; written, verbal and presentation skills
  • Agile, forward thinking, creative and innovative

QUALIFICATIONS AND EXPERIENCE

  • Bachelor’s degree in business, marketing, or related field
  • Master's degree preferred
  • 3 - 5 years successful leadership experience, managing a diverse team; medical device area leadership experience preferred
  • 3 - 5 years successful Strategic Account Management,in Acute Care Top Health Systems Continuum of Care / Home Health and or Skilled Nursing,  and or Health Economics experience preferred
  • 10 - 12 years experience in business-to-business executive sales; experience in medical device, pharmaceutical and reimbursement is strongly preferred
  • Extensive knowledge of setting strategy, executing to decsion makers through targeted phased selling processes, business planning, and business development strategies and strong computer skills in excel, word and pdf desirable
  • Employee hired after November 1, 2021 are required to be fully vaccinated within 30 days of their employment as a requirement of employment.  During the first 30 days, if not already fully vaccinated, employees will be required to test weekly at their own expense. 

ADDITIONAL INFORMATION

  • Ability to demonstrate strategic marketplace needs; where as a leader can provide a detailed and executive one pager that maps out local, regional and national healthcare issues, changes in reimbursement coverage, health economic opportunities to improve financial positions of facilities through value solutions,  that may have an impact in the geographic health systems account management coverage
  • Understanding of the Veterans Healthcare Administration including decision making at the VISNs and VA Regional Offices, how to purchase (FSS, Service Disabled Veteran Owned Business, other); and Directives for protocols to develop further business opportunities
  • Employees hired after November 1, 2021 are required to be fully vaccinated within 30 days of their employment as a requirement of employment.  During the first 30 days, if not already fully vaccinated, employees will be required to test weekly at their own expense. 

 

About Mölnlycke  

Mölnlycke is a world-leading medical solutions company. We design and supply solutions to enhance performance at every point of care – from the hospital to the home.   

We specialize 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 customized trays. Our headquarters are in Gothenburg, Sweden and we have about 7,800 employees around the world.  

At Molnlycke, we care about making people better - those who work for us, those who work with us, 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 real difference in people’s lives. 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.      


Nearest Major Market: Atlanta