Key Account Director, AWM (West)

Smith+Nephew•Minneapolis, MN

1d•Hybrid

About The Position

Life Unlimited. At Smith+Nephew we design and manufacture technology that takes the limits off living. The Director of Key Accounts (KAD) will be responsible for driving the business planning process crafted to increase customer engagement and build synergy across the AWM businesses while delivering incremental growth. In collaboration with the AWM Field Sales teams and Corporate Account Director (CAD), the KAD will be responsible for (1) developing and executing the AWM strategy, (2) driving AWM-wide cross-sell and contracting, (3) acting as a link between AWM and CAD in covered accounts to drive overall SN growth: What will you be doing? Develop a clearly defined strategy for assigned accounts, identifying and highlighting opportunities & priorities to pursue them Disseminate strategy to AWM Field Sales teams, including conducting acct strategy reviews Works with other AWM stakeholders (e.g., AVPs, DMs, CADs) to ensure strategy execution Develop relationships with the most influential clinical & economic stakeholders Craft and deliver AWM-wide value proposition message to account stakeholders Coordinate development and negotiation of cross-AWM contracts Own pricing and contract incentives, with appropriate AWM leadership approvals Monitor for compliance and coordinate response to non-compliance Coordinates with other SN stakeholders to manage AWM positioning on GPO contracts Identify and pursue areas where other business units can unlock AWM opportunities Ensure account strategies work in harmony with CAD-level strategies at key accounts Work with CAD to develop & execute cross-SN contract opportunities involving AWM Develop (and Partner) with field team to support C-suite contacts, conduct business reviews What will you need to be successful? BA/BS required. Minimum 7 years of documented sales success in a broad range of healthcare products Prior experience preferred in Sales Management and/or IDN account management, including contract negotiation and execution Sales/people leadership preferred, not required Knowledge of healthcare/hospital buying and contracting processes for both clinical and economic products Understanding of the US healthcare landscape, including the role of payers, GPOs, distributors Experience working across business units/segments/functions to drive results Knowledge of overall AWM portfolio preferred Travel: up to 75% You Unlimited. We believe in creating the greatest good for society. Our strongest investments are in our people and the patients we serve. Inclusion, Diversity and Equity: Committed to Welcoming, Celebrating and Thriving on Diversity, Learn more about Employee Inclusion Groups on our website (https://www.smith-nephew.com/) Your Future: 401k Matching Program, 401k Plus Program, Discounted Stock Options, Tuition Reimbursement Work/Life Balance: Flexible Personal/Vacation Time Off, Paid Holidays, Flex Holidays, Paid Community Service Day Your Wellbeing: Medical, Dental, Vision, Health Savings Account (Employer Contribution of $500+ annually), Employee Assistance Program, Parental Leave, Fertility and Adoption Assistance Program Flexibility: Hybrid Work Model (For most professional roles) Training: Hands-On, Team-Customized, Mentorship Extra Perks: Discounts on fitness clubs, travel and more! Smith+Nephew provides equal employment opportunities to applicants and employees without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, or disability. Stay connected by joining our Talent Community. We're more than just a company - we're a community! Follow us on LinkedIn to see how we support and empower our employees and patients every day. Check us out on Glassdoor for a glimpse behind the scenes and a sneak peek into You. Unlimited., life, culture, and benefits at S+N. Explore our website and learn more about our mission, our team, and the opportunities we offer. Smith+Nephew is a global medical technology company. We design and manufacture technology that takes the limits off living. We support healthcare professionals to return their patients to health and mobility, helping them to perform at their fullest potential. From our first employee and founder, T.J. Smith, to our team today, it’s our people who make Smith+Nephew a unique place. Yes, we love to innovate and develop exciting technologies, and we offer competitive salaries and progressive benefits. But it’s our culture - of Care, Collaboration and Courage - that really sets us apart. Through a spirit of ownership and can-do attitude we work together to win. We’re a company of people who care about each other, about our customers and their patients, and about our communities. Together, we fulfill our shared purpose of Life Unlimited.

Requirements

BA/BS required.
Minimum 7 years of documented sales success in a broad range of healthcare products
Knowledge of healthcare/hospital buying and contracting processes for both clinical and economic products
Understanding of the US healthcare landscape, including the role of payers, GPOs, distributors
Experience working across business units/segments/functions to drive results
Travel: up to 75%

Nice To Haves

Prior experience preferred in Sales Management and/or IDN account management, including contract negotiation and execution
Sales/people leadership preferred, not required
Knowledge of overall AWM portfolio preferred

Responsibilities

Develop a clearly defined strategy for assigned accounts, identifying and highlighting opportunities & priorities to pursue them
Disseminate strategy to AWM Field Sales teams, including conducting acct strategy reviews
Works with other AWM stakeholders (e.g., AVPs, DMs, CADs) to ensure strategy execution
Develop relationships with the most influential clinical & economic stakeholders
Craft and deliver AWM-wide value proposition message to account stakeholders
Coordinate development and negotiation of cross-AWM contracts
Own pricing and contract incentives, with appropriate AWM leadership approvals
Monitor for compliance and coordinate response to non-compliance
Coordinates with other SN stakeholders to manage AWM positioning on GPO contracts
Identify and pursue areas where other business units can unlock AWM opportunities
Ensure account strategies work in harmony with CAD-level strategies at key accounts
Work with CAD to develop & execute cross-SN contract opportunities involving AWM
Develop (and Partner) with field team to support C-suite contacts, conduct business reviews