National Accounts Director, West
Location
US-Remote
ID
2024-1176
Category
Sales
Position Type
Full-Time
Work Model
Remote (Non-Local)
Company Overview
Verathon is a global medical device company focused on supporting customers by being their trusted partner, delivering high-quality products that endure over time and ensure clinical and economic utility. Two areas where Verathon has significantly impacted patient care, and become the market leader in each, are bladder volume measurement and airway management. The company's BladderScan portable ultrasound and GlideScope video laryngoscopy & bronchoscopy systems effectively address unmet needs for healthcare providers and meaningfully raise the standard of care for patients. Verathon, a subsidiary of Roper Technologies, is headquartered in Bothell, Washington, USA and has international subsidiaries in Canada, Europe and Asia Pacific. For more information, please visit www.verathon.com.
Overview
Verathon is looking for a National Account Director to become the newest member of our Sales team located in the Western US, near a major airport. This role will cover the following states and west of: Montana, Idaho, Utah, New Mexico & Texas.
The National Account Director is responsible for managing the strategic relationship between Verathon and Integrated Delivery Networks (IDNs), Health Systems, Corporate Chains, and other key customer accounts. The NAD works in collaboration with the Director, National Accounts on the IDN & Group Purchasing Organization (GPO) strategy for linked or affiliated strategic accounts. The NAD supports field Territory Managers and Regional Managers in sales to facilities affiliated with the assigned strategic targets.
Responsibilities
Build and help lead Verathon's national account focus and offering in the United States
Uncover opportunities for new customer partnerships
Optimize existing customer agreements
Manage relationships at all levels of Verathon management & IDN/GPO management
Build, maintain and update the strategic account business plan
Prepare and conduct executive business reviews
Prepare executive-level presentations
Present recommendations to key internal stakeholders to seek feedback and build alignment
Ability to forecast contract performance, track against the goal and course correct as necessary
Conduct problem solving with business leaders
Work across organizational matrix and employ influencing skills to improve quality of strategic thinking
Enhance impact of key strategies and initiatives
Facilitate meetings and working sessions to gather information, ideas, and insights
Work in a collaborative process with the field sales team to create IDN specific strategy and develop tactical implementation plans to achieve results
Build and effectively lead the strategic deployment of agreements with field teams
Conduct regular audits of existing agreements to verify terms are being met
Disseminate critical customer, competitor, and market information to all company constituents
Educate and negotiate internally to ensure that deliverables to target accounts are consistent with the customer's needs while balancing the strategic priorities of Verathon
Act as main point of contact on escalated issue resolution
Work closely with product marketing to communicate product clinical support and economic messages of importance to targeted accounts
Qualifications
Typically requires a minimum of 8 years of related industry experience; key account sales, corporate accounts, IDNs and/or GPOs
Bachelor's degree required; MBA preferred
Business management skills including forecasting, P&L, and strategic planning
Skilled in contract negotiations and execution
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