Senior Strategic Account of Manager Managed Markets

Medela•Charlottesville, VA

13d•$120,000•Remote

About The Position

The Sr. Strategic Account Manager of Managed Markets (Medical Device) will focus on various components in channel management, direct and/or indirect sales management responsibilities within DME, Managed Care, Post-Acute, and Prime Vendor/Distribution markets. Medela is seeking a Sr. Strategic Account Manager for the Managed Markets space. (Medical Device) If you have the following experience, please apply. You have extensive direct experience in channel management, direct and/or indirect sales management responsibilities within DME, Managed Care, Post-Acute, Prime Vendor/Distribution markets, and WIC. You have a strategic entrepreneurial approach and developing new ideas in the DME space is second nature to you. You understand the tools that are available to grow your business. You have creative solutions to combat low reimbursement issues. Pricing programs, contracting team to create pricing programs based on volume commitments. Product sets that would appeal to customers in the reimbursement channels. You have extensive experience in securing and managing local and/or national distributor partnerships. You’ve secured new contracts on a routine basis and can easily outline your plan for success. You are a road warrior; you are accustomed to traveling 50% of the time. What We Offer our Sr. Strategic Account Manager of Managed Markets (Medical Device): Starting salary of $120K Comprehensive benefits plan 401K with match Money Purchase Plan 16-week Paid Parental Leave Generous PTO package, including 14 paid holidays A great place to work!

Requirements

Bachelor’s degree in Marketing, Business, or a related field is preferred
10 years of experience with a manufacturer or distributor of medical devices products preferred
Minimum 4 years of experience in post-acute channel management and/or indirect sales management with responsibilities over National DME’s, with experience covering Managed Care, and Federal & State-run Programs beneficial
Minimum 3 years of experience in National Distribution account management in a Reimbursement-driven HHC category
Advanced financial analysis and business measurement skills, including report generation from scratch to support the long-term account plan
Successful contract negotiation experience with some national and regional level accounts
Strong independent project management capabilities and organizational skills required
Demonstrated sales and proficiency in negotiating and contract closure ability required
Strong computer and internet skills to support business plans and financial models; including strong software experience with Microsoft Office, Word, Excel, PowerPoint Power BI, and Outlook
Experience with SAP and Salesforce.com will be considered an additional asset
Excellent verbal and written communication skills
Ability to manage multiple conflicting priorities
Experience working in an environment with global objectives
Must be able to read, write, and communicate in English
Ability to travel 50% of the time
While performing the duties of this job, the employee is often exposed to road travel and clinical environments, such as hospitals, physician offices, and clinics

Nice To Haves

Experience with SAP and Salesforce.com will be considered an additional asset

Responsibilities

Serve as the single point of accountability for Medela while leveraging Medela resources to serve key accounts
Ensure that every resource serving an account has clarity on the long-term account Plan
Cultivate internal Medela relationships that provide direct access to key Senior Leadership Team (SLT) decision makers
Strong executive presence and comfortable mobilizing associates and leading meetings with C-Level members of Medela and Partner Organizations
Lead SAM Strategic Account Penetration Strategy for each key account, including oversight and ownership of the processes for attaining successful senior level account penetration
Demonstrate a high level of strategic thinking and execution, actively addressing and finding solutions to ensure goals are met effectively. Prioritizes customers’ needs, searching and listening to their feedback, building trustful relationships and identifying ways that Medela can provide full-service solutions.
Conduct quarterly business reviews with key partners, working with cross-functional partners to create the business review
Create compelling business cases for internal review
Lead the creation and execution of account business plans for key DME and Distribution partners
Manage a regular risk and opportunity worksheet
Develop and update dashboards which measure key performance metrics for key partners
Analyze bookings and backlog and participate fully in weekly, monthly and annual forecasting exercises to provide good visibility for capacity and account planning
Actively forecast and analyze accounts around new product launches
Serve as a channel resource on behalf of your accounts to marketing as well as cross functional partners as the subject matter expert in the DME Channel and Distribution worlds
Be aware of industry trends related to Post-Acute, DME, and WIC (if relevant) including changes to reimbursement models
Maintain and develop a high level of rapport and integrity within the channel, resulting in long-term business opportunities. This includes industry organizations and planning/appearances at key trade shows.