National Accounts Manager (Interventional Urology) - Southwest

The National Accounts Manager will develop and execute on the national account’s strategy for Interventional Urology in the US. This individual is responsible for driving sales at Integrated Delivery Networks (IDNs) and Group Purchasing Organizations (GPOs).  The National Accounts Manager is the point person both externally for national account negotiations & internally for national account execution.

Major Areas of Accountability

• Develop regional National Account strategy, including account targeting, pricing and product attributes
• Develop key customer relationships in IDNs and GPOs through regular interaction, scheduled business reviews, industry events, and personal communication
• Support and direct key selling opportunities, contracts, negotiations, pricing, to gain profitable sales in adherence with the National Accounts Plan
• Track record of working effectively with Legal and Compliance teams in relation to complex contract negotiations
• Create, in cooperation with the Contracts and Pricing Team, customer pricing models that drive organizational change aligning local contracts to National Account agreements, particularly for GPO agreements
• Work closely with internal Pricing & Contracting personnel to develop contract proposals and contracts, implement those contracts, and develop timely responses to all bid opportunities
• Provide corporate selling consultation and coaching to field sales managers and territory managers on national accounts as appropriate;
• Lead contract compliance initiatives on a regional level with the field sales organization and implement pricing/commitment changes to assure customers have earned contractual discounts
• Translate business strategies into clear objectives and tactics
• Plan, prepare and follow up on sales forecasts, budgets; anticipates problems and develops contingency plans
• Handle IDN, GPO, sales personnel and customer generated feedback as needed to insure Coloplast satisfaction and confidence
• Provide monthly management input for use by senior managers, regular unscheduled communication of sales developments, and market and/or customer developments
• Conform with Coloplast Code of Conduct and all local Compliance Standards
• Conform with Coloplast Q/EHS Policy
• Other duties as assigned

Basic Qualifications

• BA or BS degree
• 8+ years successful healthcare experience
• 5+ years of medical device national accounts experience with proven success
• Successful experience working with GPOs & IDNs to grow profitable sales revenue
• Demonstrated ability to successfully lead and successfully close difficult negotiations
• Track record of successfully building long term relationships with Supply Chain executives (SW examples: Kaisar Permanente, UC Health, Stanford, Cedars-Sinai, Honor Health, Banner, etc.)
• Willingness and ability to travel – including overnight, weekend and possible international – 25-30% (needs to periodically be in the corporate office in Minneapolis.)
• Proficient computer skills including MS Office Suite (Word, Excel and PowerPoint), CRM databases, and video conferencing (Teams)

Preferred Qualifications

• Masters degree in Business Management or equivalent
• Urology background and/ or physician preference surgical implantable device sales experience a plus
• Knowledge and experience in building a contracting strategy
•  Ability to utilize healthcare economics to demonstrate the value of Coloplast proposals. Experience in contracting with the government either direct or through a non-stocking distributor
• Recent experience in working in hospital supply chain or hospital Value Analysis is beneficial
• Having a clinical background (urology preferred) is a plus but not required

Knowledge, Skills, and Abilities

• Reporting, strategic planning and project management skills at account, regional and national level
• Strong business acumen and analytical skills
• Knowledge of current and new healthcare industry trends, technologies, competitors and place in the market
• Basic computer skills (spreadsheet, word processing, presentation) skills
• Demonstrates a continuous desire to understand, learn and implement industry best practices and trends.
• Pro-active; high-performance and results orientation
• Ability to consistently work, manage and lead teams with ethical integrity
• Ability to nurture strong, positive and effective relationships with internal and external customers by consultative methods
• Demonstrates excellent oral & written communication skills with the ability to listen, articulate, facilitate & advocate
• Effective Organizational skills
• Demonstrates both creative and critical thinking skills
• Passionate and a team player
• Ability to adapt and willingness to change
• Open-minded with a global mindset
• Embraces cultural differences within a global organization
• Personifies Coloplast Mission, Values and Vision as well as Coloplast Leadership Principals