Division Account Executive

Cook Group•New York, NY

About The Position

The Division Account Executive for Vascular develops, maintains, and promotes growth in assigned accounts, aligning account activity with the Division’s mission, vision, purpose, specialty and program priorities, and overall company priorities. The role builds customer relationships and supports Division programs and specialties through contracting and supply-chain solutions. The position is accountable for customer relationships and satisfaction, applicable Division KPIs, and account profitability, with emphasis on sales, expenses, margin, and direct contribution income. It works with customers and internal Division, global, clinical, pricing, supply-chain, business-solutions, and operational teams to address needs, implement strategic pricing and contracting plans, and improve account results. The role also maintains business and product knowledge, develops senior-level corporate account relationships, and conducts business in accordance with quality, regulatory, compliance, and integrity standards.

Requirements

Extensive experience in sales, marketing, product management, pricing, and/or corporate or national accounts in the medical device industry.
Strong computer and analytical skills, including proficiency with Business Objects, Excel, and other Microsoft utilities.
Demonstrated experience with applicable Division product lines.
College degree in a related field and/or equivalent relevant experience.
Two or more years of sales experience.
Knowledge of hospital and supply-chain purchasing.
Experience understanding business aspects such as profit and loss, contribution margins, and pricing.
Prior sales and negotiation expertise.
Experience effectively applying organizational skills.
Knowledge of Microsoft Office software, including Word, Excel, and PowerPoint.
Strong business and problem-solving skills.
Ability to model company standards expected of others.
Ability to make sound business decisions while taking all factors into account.
Excellent sales and negotiating skills.
Ability to travel up to 75%.

Responsibilities

Strengthen the position of Division programs and specialties within assigned accounts by creating, sustaining, and supporting customer relationships through contracting and supply-chain solutions.
Meet regularly with customers to understand needs, develop solutions, provide support, and facilitate business and clinical relationships.
Understand customer needs, business operations, and processes; make proactive decisions on contracting and pricing terms and the alignment of internal resources.
Collaborate regularly with Division customer-facing teams to address customer needs, obtain feedback, and establish, measure, and meet business-plan goals.
Collaborate with global pricing, supply-chain, business-solutions, and clinical teams to support global alignment while accommodating local and regional customs and needs.
Manage relationships and customer satisfaction, applicable Division KPIs, and account profitability, including sales, expenses, margin, and direct contribution income.
Maintain strong knowledge of the assigned geography, supply-chain initiatives, customers, products, and competition.
Develop and maintain senior-level relationships with corporate accounts in the assigned area.
Coordinate with Integrated Business Solutions (IBS) stakeholders as needed to represent Division priorities within assigned accounts.
Create proposals and presentations to encourage new business relationships and increase sales revenue from targeted accounts.
Collaborate with Division, Function, and Operational Unit teams to monitor strategic pricing and contracting plans and ensure proper implementation and business results.
Understand all contracts and distribution agreements within assigned accounts.
Continuously evaluate and improve account strategy by monitoring metrics and listening to customer and employee feedback; address issues and gaps quickly and effectively.
Complete administrative tasks, including expenses, training, reporting, and policy acknowledgements, on time.
Ensure applicable quality, regulatory, compliance, and product-specific requirements are met within the scope of responsibility.
Conduct Cook business with integrity and in compliance with applicable standards, including Cook policy.