The salary range for this position is $122,800.00 - $206,550.00 per year.
The Mom Project is excited to partner with Karl Storz Endoskope in their search for a Corporate Account Director - New England. This role is onsite in Boston, MA.
Since its beginnings in 1945, the KARL STORZ family company has grown into a global manufacturer and distributor of endoscopes, medical instruments, and devices. We are a leader in creativity, flexibility, and expertise.
Our range of endoscopic instruments for human medicine, veterinary medicine, and industrial endoscopy now includes more than 15,000 products. The most recent KARL STORZ developments are in digital documentation systems and comprehensive operating room concepts.
Job Purpose
The Corporate Account Director is responsible for representing the KSEA portfolio and establishing aligned strategic account plans. This role will lead health system (IDN) customer negotiations and develop KSEA's value proposition outside of pricing and volume discounts.
Job Duties
Proactively coordinate with the market teams to protect KSEA's position and expand all specialties within assigned health systems.Develop and execute strategic plans including the coordination of internal stakeholders; establish consistent cadence of communication and account planning.Responsible for relationship management efforts with supply chain professionals and growing relationships at the health system executive level.Manage and cultivate key relationships with senior-level business partners and external constituencies, identifying & establishing 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 a 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.Minimum Knowledge, Education, and Skill Requirements
Required:
Bachelor's Degree required.A minimum of 10 years of experience working in complex selling environments with multiple decision-makers required.A minimum of 8 years of experience working in large health systems (IDNs) 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 (IDNs) 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 are strongly preferred.Essential Functions
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 the 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 understanding macroeconomic/external market drivers.Core Requirements
Degree of accountability: Generally independent.Degree of decision making: Significant strategic decisions.Financial/Budgetary: Strong financial understanding of contracts.Safety: Adhere to and enforce the 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%.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.
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 with all applicable KARL STORZ policies and procedures.
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.
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