Director of Strategic Accounts

ZOLL Medical Corporation•Columbia, SC

2d•$100,000 - $240,000•Remote

About The Position

At ZOLL, we're passionate about improving patient outcomes and helping save lives. We provide innovative technologies that make a meaningful difference in people's lives. Our medical devices, software and related services are used worldwide to diagnose and treat patients suffering from serious cardiopulmonary and respiratory conditions. ZOLL Itamar is an innovative medical device technology company that focuses on the development and manufacturing of Home Sleep Apnea Tests to aid in the diagnosis of respiratory sleep disorders. Our core product is the WatchPAT®️ family, a revolutionary FDA-cleared portable home sleep apnea test device, that is based on proprietary signal and analysis. 80% of patients who have sleep apnea are undiagnosed. We are committed to reach those undiagnosed patients and provide testing to promote wellness and enhance overall quality of life. WatchPAT®️ is commercially available within major markets including the U.S., Japan, and Europe, and is the leading home sleep apnea test in the US. ZOLL Itamar's corporate headquarters, research and development and manufacturing are located in Israel with U.S. headquarters based in Atlanta, GA. Job Type Remote Job Summary As the Director of Strategic Accounts, the responsibility is to develop the strategy and drive the execution that enables an increase in the penetration and usage of the Strategic Accounts on a National footprint. One of the main objectives of the role is developing, maintaining and improving the patient process ensuring among other things that implementation happens within ZOLL Itamar's Strategic accounts. This role is critical for managing contracts, securing formulary position, and Core Sleep/Cardiology benefits to drive sales growth of ZOLL Itamar's product portfolio. This position works in close coordination with the sales organization leadership team and Regional Sales Managers, as well as other field professionals. It reports into the Senior VP of Sales & Marketing, US.

Requirements

Bachelor's Degree In health-related field preferred
5+ years of successful medical device sales experience preferred
5+ years of successful track record in customer relationship and account management preferred
5+ years leading a successful team preferred
Exceptional organizational skills.
Excellent time management skills and ability to multi-task and prioritize work.
Proven experience dealing with key accounts and sites associated with Key Opinion Leaders
Proven selling and customer relationship management skills with the ability to navigate a complex sales process
Strong clinical and technical knowledge, with the confidence to knowledgeably engage key stakeholders such as physicians, clinical staff, nurses, administrative officers, and supply chain to present a value proposition.
Professional presence that influences desired results with both external and internal stakeholders.
Ability to effectively manage assigned accounts in terms of driving utilization, customer relationship management, problem resolution, and business planning.
Proven effective verbal, computer, written and presentation/communication skills.
Ability to use communication methods and strategies that influence desired results within the assigned accounts.
Ability to quickly adapt and respond to job, environmental, and industry changes.
Collaborative Team player
Takes initiative to make things happen with a results driven persona
Strong business acumen
Proficiency in MS Office

Nice To Haves

Two years minimum of CRM or Salesforce

Responsibilities

Primary focus of this position will be dedicated to the Direct to Consumer (DTC) channel. To include, but not limited to, DTC channel partners & future strategic opportunities.
Lead the sales strategy of all Strategic Accounts. This includes developing the strategy, process and detailed plans to allow us to sustainably grow our penetration rate nationally. It includes visiting the accounts, assessing the processes, developing the methodologies and procedures to be implemented across Itamar’s customer base.
Drive growth transformation activity across all domains to improve forecasting accuracy, sales efficiency, sales production, market share, and overall customer satisfaction with new tools, processes, and IT investments.
Solely accountable for revenue targets specific to Strategic Accounts assigned by SVP of sales.
Understand complex issues and implement simplified and standardized processes and standards that can be replicated per account or type of account.
Direct staffing, training and performance evaluations to develop and control sales program.
Effectively manages sales budget for the region.
Monitor and analyze performance metrics and suggest improvements to team members connected to the Strategic Accounts sites nationally.
Understands Core Sleep and Cardiology, ZOLL Itamar products, customer perspectives, communicates value proposition, and supports solutions to contribute to the success of the assigned Areas and Regions
Provide education and change management expertise to assist the physicians, clinics and hospitals in improving their service. This involves setting up learning opportunities and events with industry leaders, partners and peers.
Represent company at trade association meetings, clinical meetings, seminars, and conferences as appropriate to promote Itamar Medical
Lead, direct and drive all strategic account business including sales, regulatory, marketing, KOL management, channels and other partners, registrations and new product introductions nationally.
Develop, optimize and/or standardize physicians, clinics or hospitals workflows. This requires strong process and program management expertise.
Maximize existing strategic accounts and cultivate opportunities within legacy and prospective accounts.
Growing and maintaining revenue volume in existing accounts
Ensure the successful achievement of the Company’s strategic account sales goals across all regions.
Build out long-term relationships.
Negotiate purchase agreements with the assistance of Hospital Account Managers
Create and implement effective direct sales strategies and lead nationwide direct sales personnel (sales and clinical education staff) toward achievement of corporate sales objectives
Develop and inspire Area Business Directors, Regional Sales Managers and Clinical Sales Specialists to be a part of strategic accounts projects and sales
Lead the increase bid opportunities
Provide timely and effective solutions aligned with clients’ needs
Develop sales strategies in conjunction with Area Business Directors
Demonstrate a deep understanding of Itamar’s devices, products and services with Itamar customers and prospects as well as competitors
Submit all required reports on a timely basis
Partner with a variety of customer contacts, including physicians, clinical staff, nursing, department managers, and procurement staff to drive utilization of Itamar products and services and discover new opportunities for product expansion, thereby maintaining and constantly improving our competitive position
Assist in advancing revenue and market position consistent with Company goals
Conduct sales presentations for new and existing customers, as necessary.