Director of IDN & Strategic Accounts

One of our clients, medical imaging services company is looking for an talented IDN & Strategic Accounts Director.

** Must be authorized to work in US for ANY EMPLOYER.
   No H1 Visa support for this position.
 

Permanent position with great benefits and competitive compensation.
Remote position with 50-60% Travel, West Coast.

The Director of IDN & Strategic Accounts is responsible for the direct management of the individual IDN Strategic Account Managers (East or West) to build and maintain a successful IDN sales force. The Director’s mission is to exceed annual sales targets and achieve annual strategic KPIs within each region, while closely collaborating with members of the Sales Management teams, Executive team, Marketing, and Corporate Account sales teams to achieve individual, U.S. and global corporate goals.

ROLE:

1. Leadership and Strategy:

• Work with executive management to develop and implement the overall sales strategy for the IDN sector to achieve company sales goals and profitability.
• Lead, mentor, and manage the IDN sales team, fostering a high-performance culture and ensuring alignment with company objectives.
  • Collaborate with executive leadership to set sales targets, forecast revenue, and identify new market opportunities. 
  • Assist with strategy and executive-level discussions surrounding larger opportunities by way of customer engagements, deal strategy, and closing processes
    • Participate in any regional/territory realignments or expansions, both in design and implementation 

2. Performance Management:
   • Responsible for driving the team to consistently exceed sales plan objectives.
   • Responsible for recruiting, hiring, and oversight of the training process of IDN Sales Managers
   • Oversee and hold accountable team members to performance metrics and sales plan attainment.
   • Assist team in creating and maintaining a robust portfolio of highly compliant IDN purchasing agreements.
   • Frequent field visits to IDN and hospital administrative offices promoting our products/services as a value to their member hospitals/surgery centers
   • Develop and implement strategies with Senior Sales Management, Regional Sales Managers, and Sales Representatives for targeted IDN’s for all product lines.  Specific plans and objectives will be identified for each targeted IDN to collaborate effectively.

 3. Sales Management:

• Build and maintain strong relationships with key decision-makers within IDNs, understanding their needs and delivering tailored solutions.
• Drive the sales process from prospective to closing, ensuring the achievement of sales targets and growth objectives.
• Monitor and analyze sales performance metrics, provide regular reports to senior management and make data-driven decisions to optimize sales strategies. 

4. Market and Industry Expertise:

• Stay informed about industry trends, competitive landscape, and regulatory changes that may impact the IDN market.
• Represent the company at industry conferences, trade shows, and networking events to promote our products and expand our market presence.
• Provide insights and feedback to product development and marketing teams to ensure our offerings meet the evolving needs of the IDN sector

 

5. Collaboration and Cross-Functional Support:

• Work closely with marketing, product development, and customer service teams to ensure seamless delivery of products and services to IDN clients.
• Develop and maintain a comprehensive understanding of our product portfolio and its applications within IDNs.
• Foster a collaborative environment that encourages knowledge sharing and continuous improvement across departments.

Requirements

• Degree in Business, Marketing, or related field; MBA preferred
• Minimum of 10 years of experience in medical device sales, with at least 3 years in a sales management leadership role; focusing on IDNs preferred
• Extensive sales success, sales management success, and high-level business to business success in medical equipment products
• Awareness of competitive products and activities, ultrasound, monitoring, and anesthesia products preferred, clinical backgrounds helpful
• Experience and strong understanding of the IDN Market, including key players, purchasing processes, and industry trends 
• Exceptional leadership and interpersonal skills
• MS Excel excellence 
• Exceptional oral and written communication skills
• Ability to create customer relationships built on trust and to be perceived as a consummate professional that possesses the ability to deliver on promise

Use this link to apply directly:
https://brainsworkgroup.catsone.com/careers/index.php?m=portal&a=details&jobOrderID=16518911
Or email: igork@brainsworkgroup.com
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Keywords: IDN delivery network director medical device strategic account market