Strategic Accounts Director, Southeast - Spinal Implants

Orthofix

6d•$250,000

About The Position

Why Orthofix? Guided by our organizational values – Take Ownership | Innovate Boldly | Win Together – we collaborate closely with world-class surgeons and other partners to improve people’s quality of life. At Orthofix, we want team members who build relationships and share knowledge, challenge the status quo, and deliver results every day to help us achieve our vision to be the unrivaled partner in Med Tech. Our global team of over 1,600 employees brings to market highly innovative, cost-effective, and user-friendly medical technologies that heal musculoskeletal pathologies for patients and the healthcare professionals who treat them. Looking to change people’s lives? Look no further. How you’ll make a difference? Responsible for establishing and maintaining business relationships, including contract negotiations, with IDN’s, hospitals, V.A., military, and medical buying groups. Assists in managing and executing the overall national account strategy for Orthofix.

Requirements

The Director position requires a four-year degree and 5-7 year history of successful National Account sales and sales management experience within a medical device organization.
The ability to read, analyze and interpret both manufacturing and business documents, procedures, general business periodicals and professional journals.
The ability to complete the RFI and RFP process for national accounts.
The ability to conduct business reviews with senior leadership of GPO’s, IDN’s, hospitals and government health care facilities.
Must have existing relationships within GPO’s, IDN’s, hospitals, the VA, and military hospitals.
Ability to make effective and persuasive presentations on complex or controversial topics to a diverse internal or external population.
Must have the ability to read and comprehend written instructions, reports, schedules, business correspondence and memos.
Ability to review summary figures, identify trends and analyze impact relative to areas of responsibility.
Must be knowledgeable in the preparation, interpretation, and management of the budgetary process.
The position requires the ability to independently solve practical problems and deal with a variety of concrete variables while developing general policy guidelines.
The employee must be able to develop and apply a variety of instructions furnished in written and oral form and from multiple sources.
Must be able to define problems, collect necessary information, establish facts, draw conclusions and take appropriate action.
Employee is empowered to make decisions directly affecting their ability to perform the above duties and responsibilities.
Demonstrates critical thinking in their ability to define complex problems, collect data, establish facts, and draw valid conclusions.
Must be able to develop routine protocols as well as identify when the routines do not apply in a specific situation and handle exceptions as needed.
The position requires the ability to develop priorities and adjust work plans to meet deadlines not only for the employee, but also for their staff and project team members.
Basic math skills and the ability to work with mathematical concepts including averages, fractions, percentages and ratios.

Responsibilities

Conduct a business and financial analysis of key buying groups and individual provider facilities representing the greatest revenue potential for the company by product line.
Develop and execute sales and marketing strategy for target national accounts.
Establish and exceed goals to ensure Orthofix is contracted as a preferred vendor with national and local medical providers.
Responsible for renewing profitable contracts and negotiating favorable terms for Orthofix.
Research, analyze, and monitor financial, economic, governmental, and demographic factors and trends for market opportunities and effects of competitive activity.
Develop and recommend pricing and contractual strategies for the organization that will result in the best interest of the company.
Develop relationships with the key decision makers at national, regional and local accounts.
Negotiate new contract opportunities with national, regional, and local medical providers.
Be familiar with the competitive landscape and develop strategy to ensure Orthofix is in a contract position that allows Orthofix sales representatives to succeed.
Teach sales representatives how to successfully sell and negotiate contractual relationships with local hospitals and surgical facilities.
Responsible for taking accountability to demonstrate the organization's Cultural Beliefs and achieving desired results.