I. Job Purpose
The Corporate Account Director is responsible for representing the KSEA portfolio and establishing aligned strategic account plans. The Corporate Account Director will lead health system (IDN) customer negotiations and develop KSEA’s value proposition outside of pricing and volume discounts
This role is also responsible for driving revenue growth within assigned health systems through proactive identification of product and service opportunities within the health systems hospitals, clinics, and ambulatory locations.
II. Job Duties
- Proactively coordinate with the market teams to protect KSEA position and to expand all specialties within assigned health systems
- Develops and executes strategic plan including the coordination of internal stakeholders; establishes consistent cadence of communication and account planning
- Responsible for relationship management efforts with the supply chain professionals and growing relationships at the health system executive level
- Manages and cultivates key relationships with senior level business partners, external constituencies, and identifies & establishes new relationships to expand KSEA presence at executive level contacts
- Create cross-portfolio health system strategies and translate strategies into actions in conjunction with the market teams
- Interpret and integrate complex, often ambiguous, marketplace data into decisions that drive productivity and performance
- Implement data driven strategies to achieve respective sales, market share, and market growth targets
- Present strong, professional image of self and KSEA during executive level customer presentations.
- Develop strong relationships with KSEA functional areas (Sales, Finance, Service, Operations, Corporate Accounts, and Marketing) and provide feedback to KSEA Executive Management on activities and market conditions
- Cultivate and spearhead healthy relationships between field and internal departments for cohesive and productive business and sales initiatives with KSEA customers
III. Minimum Knowledge, Education and Skill Requirements
Required
- Bachelor’s Degree required
- A minimum of 10 years’ experience working in complex selling environments with multiple decision-makers required
- A minimum of 8 years’ experience working in large health systems (IDN’s) or equivalent KARL STORZ work experience
- Strong interpersonal skills with the ability to negotiate, influence, and generate confidence, trust, and respect with key executives
- An in-depth knowledge and understanding of current medical-device industry changes, context, and complexities
- Strong negotiation experience with negotiating contracts required
- Proven ability to work cross-functionally to achieve business goals and drive results
- Proven ability to maintain confidentiality and exercise discretion in business relationships
- Proficiency with Microsoft Excel and PowerPoint required
- Experience selling complex clinical capital & service solutions in a healthcare setting preferred
- Existing relationships and a documented track record of success selling within health systems (IDN’s) is strongly preferred
- Fact based decision maker using data, experience, and stakeholder input to drive optimal outcomes that deliver market share and revenue growth within assigned accounts
Preferred
- Existing relationships and a documented track record of success working within health system IDN’s supply chain team is strongly preferred
IV. Essential Function
- Executive Level Relationship Building: Engages and establishes trust/credibility with senior level / executive stakeholders in assigned accounts
- Communication / Contract Negotiation: Articulates KSEA’s value proposition through complex negotiation of agreements with executive level stakeholders spanning full KSEA portfolio and all BUs
- Coordination: Understands and thinks critically about GPO and health systems (IDN) needs. Coordinates internally to drive opportunities uncovered from executive level GPO and health systems (IDN) relationships down through associated member facilities
- Industry Knowledge: Experience working at the GPO and health systems (IDN) level with senior level executives and understands macroeconomic / external market drivers
V. Core Requirements
Degree of accountability: Generally independent Degree of decision making: Significant strategic decisions Financial/Budgetary: Strong financial understanding on contracts Safety: Adhere to and enforce KARL STORZ safety policy Quality: High degree of output in both written and verbal interactions Supervision: Individual contributor Authority to Sign (not applicable for North America): No
Travel: approximately 25%
#LI-NM!
Your Benefits
- Medical / Dental / Vision including a state-of-the-art wellness program and pet insurance, too!*
- 3 weeks vacation, 11 holidays plus paid sick time*
- Up to 8 weeks of 100% paid company parental leave**
- 401(k) retirement savings plan providing a match of 60% of the employee’s first 6% contribution (up to IRS limits)
- Section 125 Flexible Spending Accounts
- Life, STD, LTD & LTC Insurance
- We prepay your tuition up to $5,250 per year! – Tuition pre-imbursement
- Fitness reimbursement of up to $200 annually
- Employee referral program of up to $2,000 per hire
- And much more!
*Field sales, internships, and part-time employees are not eligible except where required by state law.
Non-employees, including temporary workers and consultants, are not eligible to participate in the KARL STORZ benefits program.
**To include, maternal/paternal leave, adoption, and fostering of a child.
KARL STORZ reserves the right to change or modify the employee’s job description whether orally or in writing, at any time during the employment relationship. Additionally, KARL STORZ, through its supervisors, may require an employee to perform duties outside their normal description within the sole discretion of the supervisor. Employees must comply will all applicable KARL STORZ policies and procedures.
Credentialing requirements at KARL STORZ
KARL STORZ is committed to maintaining a safe work environment for our employees and customers. Most field-based roles at KARL STORZ require hospital credentialing/health screens as a condition of employment. Credentialing can include required vaccinations, health screens & other requirements as outlined by our customers. During the interview process, we encourage you to ask how credentialing/health screens may impact the role you are seeking and if you require any reasonable accommodations regarding these requirements.
Pay Transparency
The pay range and/or hourly pay rate listed is a good faith determination of potential base compensation that may be offered to a successful applicant for this position at the time of this job posting and may be modified in the future. When determining a specific team member’s base salary and/or hourly pay rate, several factors will be considered including such things as location, specialty, service line, years of relevant experience, education, professional credentials, internal equity, and the amount budgeted for the role.
Equal Employment Opportunity & Reasonable Accommodation Statement
KARL STORZ is committed to creating an inclusive space where employees are valued for their skills and unique experiences. To achieve this goal, we are committed to diverse voices, and all applicants will receive consideration without regard to race, color, sex, national origin, disability, veteran status, or any other protected characteristic. KARL STORZ is also committed to providing reasonable accommodations during our recruitment process. Should you need assistance or accommodation please email us at taoperations@karlstorz.com.
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