Director, Strategic Accounts

The Director, Strategic Accounts will develop and lead a team of high-level sales professionals whose mission is to increase the company’s footprint within the Integrated Delivery Networks (IDN) market for Coloplast US Wound & Skin Care. This team is expected to work closely with IDNs to identify where there are opportunities for areas such as, improved patient outcomes, increase in staff or patient satisfaction, workflow improvements, and potentially areas of cost savings that could be achieved or aided by the use of Coloplast products and services  They will be the lead responsible for negotiating and contracting activities that result in mutually beneficial agreements to defend and grow profitable new business for Coloplast.  

The ideal candidate will have a strong commercial mindset and successful experience in managing and developing people.  Business acumen and communication skills will also be important with the ability to understand and use data for decision making and to communicate complex information in a simple and logical way to various levels internally and with customers.  Lastly, an ability to work cross functionally is a must since this role will interact with other internal areas such as Senior Leadership, Finance, Marketing, and Contracts along with leading a team selling effort at select IDNs.  

Major Areas of Accountability:

Major functions are described below.  Other duties may be assigned.  

  Creates and Manages Business Opportunities

Creates and M

• Direct, lead, and coach the team to create new opportunities or remove obstacles related to customer supply chain executives and other senior stakeholders.  
• Able to model consultative selling skills that result in the creation of new business opportunities by finding ways to improve customer clinical or operational practices and/or outcomes, through the use of Coloplast products and services.  
• Guide the team to develop innovative, flexible customer solutions and business opportunities, in situations with or without GPO contact positions.  
• Provide visible leadership for the sales team, working with direct reports both in-person and virtually.  
• Able to create strategies for industry conferences to generate leads that result in new, productive, customer interactions.   

Strategic Thinking 

• Leads and develops account level strategies for large, complex customers. Holistic in nature, these account-level strategies require a thorough understanding of the US Wound & Skin Care business unit strategy, key product level strategies, and of the broader Coloplast strategy, but that are tailored to individual customer needs.    
• Ensure the team is managing an effective sales pipeline, focused on large opportunities, aligned with the priorities of the business.  
• Supports and models effective team and partnership selling within the sales and marketing organization. 
• Partner with sales leaders to develop and execute a clear, collaborative, and effective targeting strategy balancing both short and long-term objectives.

Collaborative Leadership  

• Lead and coach direct reports to have a thorough understanding of contracts and pricing processes for GPOs and IDNs within the US acute care market. 
• Collaborates with internal stakeholders and cross-functional leaders to ensure alignment on priorities, timelines, resource allocation and processes related to IDN business opportunities. 
• Can communicate complex information in a simple and logical way especially to internal cross   functional team members.  
• Leads in a way that inspires people to achieve high ambitions and in alignment around a common goal. 
• Navigates the organization, builds trust and collaborates such that teams follow direction even without a direct reporting relationship. 

Basic Qualifications

• BA or BS degree  
• 5+ years of selling within a complex sales environment, with a preference for IDN experience and working with Supply Chain stakeholders.  
• 5+ years in sales management or leading a multidisciplinary team in a healthcare environment. 
• Communicates with clarity, confidence, and precision to audiences of all levels, internally and externally. 
• Demonstrates a strong track record of hiring and developing talent. 
• Willingness and ability to travel within the US, up to 50% of the time.
• Candidates must reside within the U.S. and be located within a reasonable distance to a major airport.
• Candidates must possess a valid driver’s license, as driving is a requirement for the position.
• Able to coach and sell using virtual tools such as Microsoft Teams, Showpad, etc.  
• Coloplast employees are required to conduct business to the highest ethical and professional standards; comply with applicable laws and regulations, the Advamed Code of Ethics on Interactions with Healthcare Professionals, and company policies.