Director, National Accounts

Hologic•Phoenix, AZ

About The Position

Hologic is seeking a field-based Director of National Accounts to cultivate, develop, and lead short- and long-term corporate sales strategies and tactics that maximize sustained sales growth of the full-line product portfolio within assigned integrated delivery networks (IDNs) and/or group purchasing organizations (GPOs). The role expands and optimizes customer relationships on behalf of Hologic, works with Field Sales Management across Hologic business units, and represents the company at senior levels within customer organizations, with a focus on the country's top IDNs. The Director develops and proposes account contracts and plans, negotiates contract terms with management approval, supports regional contracting, responds to RFI and RFP requests, and manages contracts throughout their lifecycles. The role also monitors contract compliance, tracks rebates and other contractual offers, provides customer and market insights, and leads initiatives to assess and improve the financial evaluation of regional and national contracts. The position requires collaboration with sales management and teams across finance, sales, marketing, legal, regulatory, and other functions, as well as travel of at least 50% of the work week.

Requirements

Bachelor’s degree in business, marketing, or equivalent.
Seven to ten years of experience in sales, marketing, sales management, and national accounts, with actions resulting in substantive organizational performance enhancement.
Experience managing large, key accounts.
Ability to travel at least 50% of the work week.
Ability to offer solution-oriented approaches to customer issues and develop business plans or solutions that meet customer needs while advancing business objectives.
Ability to collaborate with sales management at multiple levels to achieve company objectives.
Ability to coordinate with finance, sales, marketing, legal, regulatory, and other functions.
Ability to record, analyze, and write reports and business correspondence.
Ability to present information effectively and respond to questions from managers, customers, and the public.
Ability to solve practical problems in situations with limited standardization.
Ability to develop and implement action plans.
Ability to multitask, prioritize work, and drive accountability and business results through others.
Demonstrated mastery of financial acumen.
Ability to provide feedback, coaching, and development through influence without authority.
Excellent verbal, written, and presentation communication skills, and team-building skills.

Nice To Haves

Women’s Health industry experience.
Financial knowledge.
Experience with Microsoft Office Suite, including Excel and PowerPoint.

Responsibilities

Identify emerging markets and sales opportunities to realize sales potential in the GYN Surgical Division.
Represent Hologic at senior levels within assigned accounts, focusing on the top IDNs in the country, and work across business units.
Preserve and enhance customer value on behalf of the corporation.
Lead initiatives to evaluate the financial impact of regional and national contracts and their effects on distributors and designated territories.
Develop and propose contracts and plans for assigned accounts and some non-assigned accounts for management approval.
Negotiate contract terms and recommend contract language that meets customer and company needs, subject to management approval.
Work with Enterprise Operations to respond to RFIs and RFPs from managed IDNs and GPOs.
Provide proactive, routine insights into customer trends and projections.
Attend conferences and trade shows to understand market dynamics.
Provide regional contracting support and direction in the field.
Measure and monitor contract compliance for IDN customers and GPOs.
Track rebates and other contractual offers calculated by Finance and Marketing before execution.
Develop RFIs and RFPs for GPO, IDN, and contract sales.
Serve as a point person for internal and external regional communications with account executives and multiple levels of management.
Build customer relationships to drive initiatives, secure resources, and develop best practices that produce measurable sales results.
Manage contracts throughout their lifecycles, coordinate quarterly or biannual business reviews, and monitor ongoing compliance.
Lead initiatives to improve systems for evaluating the financial impact of regional and national contracts and their effects on distributors and designated territories.