National Account Director - Health System

Bayer•Anniston, AL

12d•Hybrid

About The Position

National Account Director, Health Systems is responsible for driving sales, and market growth within the largest healthcare systems, integrated delivery networks (IDNs), and other organized customers in the region. Responsible for developing and implementing sales programs and directing the sales force to achieve volume objectives for the organization's products. Tracks sales performance against objectives and informs management of results. May manage relationships with major clients. This position reports to Area Vice-President, Customer Engagement and requires a deep understanding of the healthcare system, formulary process and the specific needs of hospital and health system clinicians, pharmacists, and decision-makers in the healthcare space. The role will collaborate with the Regional Associate Directors(RAD), Area General Managers(AGM), Medical, Health Systems marketing and internal support functions to execute strategy, deliver on sales goals and support strategic initiatives.

Requirements

Bachelor’s degree in Life Sciences, Business, or related field (Advanced degree preferred).
Experience working with hospitals, health systems, integrated delivery networks (IDNs), and organized customers.
Minimum of 5 years of experience in pharmaceutical sales with direct experience in hospitals/health systems in an account management capacity.
Experience with cardiovascular products in health systems is required, with a preference given for heart failure experience.
Proven record of success in formulary and pathway adoption as well as sales within health systems or hospital environments.
Excellent communication, negotiation, and relationship-building skills.
Successful collaboration across field and home office teams.
Ability to lead and motivate a team to achieve sales goals.
Strong analytical and problem-solving abilities.
Willingness to travel nationally as required.
This role will require travel to visit hospitals, healthcare systems, IDN and organized customers.
The role will involve both field-based and office-based work requiring 25-50% travel regionally.

Nice To Haves

Advanced knowledge in heart failure relevant to the company’s product portfolio.

Responsibilities

Develop a strategic account sales plan to achieve or exceed sales targets within assigned nationally targeted health systems, hospital networks and assigned value-based care companies.
Work closely with relevant RADs, to identify key opportunities to grow product adoption and formulate approaches to win new business in health systems.
Monitor market trends and competitor activities to adjust sales strategies and maintain a competitive edge.
Pull through relevant national advocacy initiatives within targeted health systems, hospital networks and assigned value-based care companies.
Collaborate with the Area VP and AGMs, to provide direction to the RADs to achieve individual and squad sales objectives.
Collaborate with the AGMs, to provide regular coaching and performance feedback to assigned RADs to ensure continuous improvement and adherence to best practices.
Work with Learning and Development, to organize training sessions to improve the team’s knowledge of products, industry regulations, and account management techniques.
Engage in business development activities, including attending conferences, trade shows, and meetings with healthcare stakeholders.
Collaborate with the Sr. Director, Health System to serve as the subject matter expert for the CVR franchise within health systems, providing guidance to internal teams.
Understand customer needs and healthcare system challenges to tailor solutions and support the value proposition of the company’s products.
Understand the intricacies of the healthcare environment, including formulary, pathway, purchasing and reimbursement practices, to effectively position products.
Develop ecosystem by aligning relevant influential quality organizations with CVR initiatives.
Work closely with local cross-functional squads to ensure alignment in the execution of customer strategies at assigned national accounts.
Regularly report on sales performance, market trends, and competitor activity.
Analyze sales data to identify areas for improvement and refine strategies.