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Strategic Accounts Manager (Wound & Skin Care) - Southeast Area

Location: 

Tampa, FL, US

Job Family:  Sales
Country/Region:  United States
Strategic Accounts Manager (Wound & Skin Care) - Southeast Area 

The Strategic Accounts Manager, US Wound & Skin Care is a critical field-based role that will be central in driving the future growth of the US Wound & Skin Care division .  The position will be a highly visible role to senior leadersip within both Coloplast and in customers’ organizations, requiring excellent customer facing as well as internal stakholder management skills.

 

The Strategic Accounts Manager will:

  • Serve as the “quarterback” working in collaboration with Coloplast’s Wound & Skin Care stakeholders, Field Sales, Marketing and National Accounts to create, expand, and/or accelerate new business opportunities within the assigned Integrated Delivery Networks (IDN) market.
  • Cultivate a results-driven partnership; understanding customer’s clinical, economic and business needs and aligning Coloplast’s resources from across the organization to deliver impactful solutions resulting in new business growth for the company.
  • Develop and implement large account management plans and strategic selling initiatives in collaboration with internal stakeholders and cross-functional teams; Sales, Marketing, National Accounts and Business Support, to ensure alignment on priorities, timelines, resources allocation and processes related to IDN business opportunities.
  • Provide frequent communication to our senior leadership, Sales, Marketing, and Operations pertaining to market trends, business opportunities and competitive developments that may have a material impact on our business near and long term.

 

The ideal candidate will possess strong sales management skills along with a drive to achieve results.  A track record of continuous learning and problem solving will be necessary to create a culture of true partnerships with customers.  These skills and behaviors will be expected to lead to achievement of goals around new customer relationships, increased share of business with existing customers, and stronger long term, profitable business with the top IDNs in the country. 

 

 

Major Areas of Accountability:

  • Achieve assigned revenue and objective based goals.
  • Effectively communicate the US Wound & Skin care value proposition.
  • Develop a solid understanding of the IDN customer’s mission, clinical, economic, business and market performance needs.
  • Establish, develop and enhance key customer relationships and level of engagement and interest in Coloplast products and solutions by regularly working with key decision makers within Supply Chain, Clinical Leadership, Nursing, Infection Control, Risk Management, Prevention, Patient Satisfaction, etc.
  • Develop innovative and mutually beneficial customer solutions synthesizing relevant strategies and business opportunities, in situations with or without GPO access.
  • Develop and deliver quarterly business reviews for customers and Coloplast, highlighting mutually agreed upon performance metrics, strategy, activities, and areas for improved performance impacting both clinical and financial stakeholders.
  • Handle feedback from IDNs, sales personnel and other customers as needed to ensure Coloplast satisfaction and confidence.
  • Maintain a solid understanding of CMS hospital payment models to include value- based purchasing and bundled payments.
  • Adhere to established Coloplast contracts and pricing processes for GPOs and IDNs.

 

 

Essential Qualifications & Experience:

  • Bachelor’s degree in marketing, business administration, sciences or related field of study, from accredited college/university.
  • Employees in this role are expected to meet healthcare customers in preson at their facilities or healthcar systems; therefore, this will require completion of credentialing requirements that meet the access requirements of each healthcare facility or system.
  • Employees in this role are required to be fully vaccinated for COVID-19, meaning that 14 days have passed since they received the last shot, and maintain the effectiveness of their vaccination (e.g., obtain booster vaccinations) as may be required to maintain access to healthcare facilities or systems.
  • Minimum 10 years of medical sales experience, preferably around medical device, disposable, capital equipment and consumables.  Wound and Skin Care experience a plus.
  • 3+ years’ experience managing regional sales teams.
  • 2+ years’ experience managing integrated health networks and/or GPO’s.
  • Communicates with clarity, confidence and precision to audiences of all levels, internally and externally
  • Executive presence and selling experience managing large integrated hospital networks.
  • Proven track record of driving new business growth throughout the entire sales process.
  • Demonstrates knowledge and track record of results in working with hospital executives and key decision makers including supply chain, clinical leadership and hospital administration.  
  • Strong business acumen; able to think, learn, adapt and negotiate in a fast-paced environment with both internal and external stakeholders.
  • Excellent planning, organizing, and leadership skills to manage multiple projects simultaneously including contract negotiations, RFP submissions, bid strategy, contract implementation, competitive conversions and compliance tracking.
  • Leads in a way that builds trust and collaboration, inspiring people to achieve high-ambitions and in alignment around a common goal without a direct reporting relationship.
  • Intellectual curiosity to identify business challenges and develop creative solutions, strategies and tactics
  • Proficient with Microsoft office; Excel, Word, PowerPoint, Outlook, SalesForce CRM and Concur.
  • Strong organization skills to fulfill administrative duties in a timely manner; maintaining customer records (CRM), prepare sales reports, manage expenses within budget, attending sales meetings and trade shows.
  • Strong verbal, written and executive presentation skills for a variety of business settings; one-on-one, small and large groups, with peers, direct reports and senior leadership.

 

 

Desired/ Preferred Qualifications:

 

  • MBA or advanced clinical degree.
  • Background or experience with process improvement methodologies such as LEAN or Six Sigma.

 

Other:

  • Must hold valid driver’s license and clean driving record.
  • Must be able to obtain and maintain required credentialing to perform job.
  • Maintain all company owned property neat, clean and in proper working condition.
  • Performs all Company business in accordance with all regulations (e.g., EEO, FDA, DEA, OSHA, etc.) and Company policies and procedures.
  • Maintains a professional image that reflects positively on the company.
  • Must be able to lift up to 40 lbs., sit, stand and walk for long distances.
  • This position may require extensive business travel of 70% or more.

 

Pursuing an ambitious growth agenda, Coloplast develops and markets products and services that make life easier for people with intimate healthcare needs. Employing about 12,000 people and with products available in more than 143 countries, we are one of the world´s leading medical device companies. We are constantly growing our business and always looking for new ways to move forward – we explore, learn and look for new ways of doing things.

 

Visit us on Coloplast.com.

Watch the film. Follow us on LinkedIn. Like us on Facebook.

 

Coloplast is committed to a policy of Equal Employment Opportunity (EEO) which means we employ and promote individuals based on their merits, regardless of race, color, religion, sex, national origin, age, disability, veteran status, pregnancy, sexual orientation, gender identity or expression, genetic information, marital status, citizenship status, status with regards to public assistance or any other protected classification.

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Nearest Major Market: Tampa

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