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 product portfolio within assigned IDNs and/or GPOs. The role expands and optimizes customer relationships on behalf of Hologic and works in conjunction with Field Sales Management across each Hologic Business Unit. The Director represents Hologic at senior levels of hospital systems, with a focus on the country’s top IDNs, and collaborates with internal teams to advance customer initiatives and business objectives. The position develops and proposes account contracts and plans, negotiates contract terms subject to management approval, responds to RFI and RFP requests, and manages contracts through their lifecycles. It provides contracting support in the field, monitors contract compliance, tracks rebates and other contract offerings, and coordinates periodic business reviews. The Director also assesses customer trends, market dynamics, financial impacts, and sales opportunities; attends conferences and trade shows; and leads initiatives to improve evaluation of regional and national contract impacts. The role requires travel of at least 50% of the work week, primarily for external and internal meetings.

Requirements

Bachelor’s degree in business, marketing, or equivalent.
Seven to ten years of experience in sales, marketing, sales management, and national accounts, with specific actions resulting in substantive organizational performance enhancement.
Experience managing large, key accounts.
Ability to travel at least 50% of the work week.
Ability to provide solution-oriented responses to customer issues and understand customer needs to develop business plans and solutions that satisfy those 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 as needed.
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 and prioritize work to drive accountability and business results through others.
Demonstrated mastery of financial acumen.
Ability to provide feedback, coaching, and development by influencing 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 top IDNs, and work across business units.
Preserve and enhance customer value on behalf of Hologic.
Lead initiatives evaluating the financial impact of regional and national contracts and their effects on distributors and designated territories.
Develop and propose contracts and plans for assigned and selected 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 and 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 contract offerings as calculated by Finance and Marketing before execution.
Develop RFIs and RFPs for GPO, IDN, and contract sales.
Serve as a regional point person for internal and external communications with account executives and management.
Build customer relationships to advance 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 contract compliance.
Lead initiatives to improve systems for evaluating the financial impact of regional and national contracts and their effects on distributors and designated territories.