Director, Corporate Accounts
About The Position
This position will be responsible for working in conjunction with the Senior Director of Corporate Accounts to develop and lead corporate account initiatives and strategies to maximize performance across AtriCure’s hospital customers at the local hospital, Integrated Delivery Network (IDN) and Group Purchasing Organizations (GPOs) levels. This individual will engage with key purchasing group’s executive management to understand needs, establish strategic pricing and contractual agreements. The success of this role will rely largely on the collaboration between the Sales, Marketing, Finance and various other internal departments.
Requirements
- Bachelor’s degree required in business, marketing or demonstrated equivalent combination of education, training and experience.
- Minimum 7 years’ experience in medical sales corporate accounts functions with experience working with IDNs, GPOs and large hospital systems.
- Minimum of 5 years of managerial experience.
- Experience with and knowledge of pricing strategies, negotiation best practices, and contracting processes
- Strong knowledge of healthcare delivery models and pricing analytics.
- Ability to present to all levels including Executive/Board level management.
- Exceptional negotiation skills
- Excellent verbal and written communication skills
- Experience overseeing legal contract terms within company policies and directives.
- Strong business acumen
- Ability to travel up to 40%
- Ability to regularly walk, sit, or stand as required
- Ability to occasionally bend and push/pull
- Ability to regularly lift up to 25 pounds, occasionally lift over 25 pounds
- Ability to pass pre-employment drug screen and background check
Nice To Haves
- Previous experience with team selling is preferred
Responsibilities
- Ability to work across business units to build the national pricing strategy and manage the defined approval process for price execution.
- Represent AtriCure at the highest levels of hospital systems and GPOs, to lead corporate pricing strategies and implementation.
- Align with the Marketing and Healthcare Economics groups to build the enterprise value narrative across product lines and own the value proposition discussion with our GPO, IDN and c-suite customers.
- Develop and own the operating model for corporate accounts, to include process, tools, analytics and governance.
- Set and lead the business review cadence and KPI’s to provide strategic insights and account performance updates to senior leadership for informed decision-making’ strategy refinement and corrective action plans if necessary
- Own the executive relationship at our defined top tier GPO’s/IDN’s to identify business growth opportunities.
- Manage the contract life cycle for all current pricing agreements at the local, IDN and GPO levels, developing the templates, exceptions process and pricing guardrail policies in coordination with our Legal, Marketing and Operations business partners.
- Provide direction and continuity to Sales Leadership regarding contracting strategies and opportunities within aligned accounts.
- Own the quarterly and monthly business reviews, forecast risk/opportunity to drive decision making for the ELT.
- Regular and predictable work performance
- Ability to work under fast-paced conditions
- Ability to make decisions and use good judgement
- Ability to prioritize various duties and multitask as required
- Ability to successfully work with others
- Additional duties as assigned
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What This Job Offers
Job Type
Full-time
Career Level
Director
