Job Summary:  Developing and communicating the National or Regional Account Strategic Plans for assigned national / regional group purchasing organizations (GPOs) as assigned by group leader.

Principal Responsibilities: (essential job duties and responsibilities):

• Negotiating, developing, communicating and renewing profitable contracts with assigned GPOs.

• Developing and implementation of comprehensive contract rollout plans to insure compliance

• Providing strategic direction for the field sales organization, which leads to increased compliance, market share and profits

• Communicating on GPO contracts, key target shareholder accounts, including periodic updates on status and direction

• Administration of contract documents, membership lists, extensions, amendments, and any special communications as it relates to GPO contracts

• Promoting availability as a resource on all aspects of GPO contract negotiation and implementation

• Targeting and converting key targeted acute care hospitals, IDN, & shareholder opportunities

• Working with assigned GPOs and shareholders to sell and implement value-added programs

• Working with the Field Sales Team in order to facilitate contract implementation.

Skills and Experiences:

• Develop relationships with national / regional GPOs and assigned Strategic Account Systems

• Negotiate / sell deals and programs to assigned accounts

• Develop and implement strategies / tactics for business retention and profitable growth within assigned National accounts and geography

• Develop and present reports, business reviews, and analysis for the National Accounts / field sales team and customers and targets

• Development of strategy and tactics to convert target accounts. Review opportunity plans of target accounts

• Training and development of field sales representatives

• Development and implementation of national/regional GPO and key shareholder/IDN system strategy and tactics

Minimum Qualifications:

• At least 3 years of sales management and additional GPO/IDN experience in health care
• Experience with Microsoft Office applications including: Word, Excel, PowerPoint, & Outlook

Preferred Qualifications:

•  Experience National Account Strategic Plans
•  Experience with business strategy and key drivers for effective training programs
• Experience with health care industry sales
• Experience with negotiating Physician Preference Items (PPI) contracts
• Demonstrated track record of sales success
• Demonstrated management, coaching and interpersonal skills
• Demonstrated presentation and communication skills
• Ability to understand and communicate economic and clinical information
• Ability to develop and maintain senior account relationships
• Ability to work cross-functionally to achieve business goals
• Ability to help set goals and strategic objectives, then balance short-term goals with a strategic vision
• Ability to travel 50-75%
• Ability to maintain confidentiality and exercise discretion in business relationships
• At least 3 years experience in medical device sales with GPO/IDN responsibility
• At least 10 years of sales experience

Education:

• Bachelors Degree in Business or related field