Director, Strategic Accounts

Job Function Summary:

The Director, Strategic Accounts is a critical role that will help drive the future growth of the business with high visibility to both local and global leadership.  

The Director, Strategic Accounts will develop and lead a team of high level 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 accountable for fostering relationships with the highest levels of our IDN customers and driving significant business across national health systems.

The Director, Strategic Accounts will lead and foster a results-driven, collaborative team culture for the Strategic Accounts Team and the extended cross-functional team of Field Sales, Marketing, and Business Support, which includes: contracts, pricing, finance, etc. This role will develop and execute annual plans for large account management, provide frequent communication to the sales force, to our customers, and internal teams, and will offer internal input to market and competitive developments.

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.  This 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:

Creates and Manages Business Opportunities

• Direct, lead, and coach the team to win new business at the product category level within larger IDNs.
• Act as a “player/coach” with both leading the team, but also carrying the responsibility of a few key IDN’s.
• Build and develop a team of individuals who can create and build customer engagement and interest in Coloplast products and solutions by working with Supply Chain Director level and above roles within IDNs
• As an individual and as a leader, develop key customer relationships in targeted IDNs through regular interaction, scheduled sales calls, industry events, and personal communication
• Guide the team to develop innovative, flexible customer solutions and business opportunities, in situations with or without GPO access
• 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 and measurable outcomes

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. 
• Ensure the team is managing an effective sales pipeline, focused on large opportunities, aligned with the priorities of the business
• Lead the team to develop and maintain a basic understanding of CMS hospital payment models
• Supports and models effective team and partnership selling within the sales and marketing organization

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
• 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

• Able to work in a highly collaborative work environment with both field sales/clinical teams and internal support teams such as Contracting, Logistics, Business Support Marketing, and Executive Leadership
• Must be visible and take the initiative to align all necessary parts of the organization

Basic Qualifications

• BA or BS degree
• 5+ years of selling within a complex sales environment, with a preference for IDN experience
• 5+ years in sales management or leading a multidisciplinary team in a healthcare environment
• Able to think strategically and synthesize multiple variables and needs into a clear solution or outcome
• Communicates with clarity, confidence and precision to audiences of all levels, internally and externally
• Demonstrates knowledge and track record of results in working with healthcare Supply Chain and Operations stakeholders
• Demonstrates a strong track record of hiring talent
• Able to travel within the US as needed
• Able to coach and sell using virtual tools such as Microsoft Teams, Showpad, etc.

Preferred Qualifications

• MBA or advanced clinical degree.
• Good understanding of CMS payment models to include Value Based Purchasing and Bundled Payments