Corporate Accounts Director, medical device (Texas)

 

 

Arjo welcomes people from all backgrounds and walks of life. We are an Equal Opportunity Employer and our employees are people with different strengths, experiences and backgrounds, who share a passion for improving people's lives. We believe our people make all the difference in cultivating an inclusive, relatable culture that welcomes ideas, encourages innovation, and values belonging.

Arjo’s Total Rewards programs reflect who we are as an organization and the value we have in our people. Our programs support our commitment to open communication, ethical behavior and safety, and growth and development of our employees. We provide a fair and competitive compensation program that attracts, retains, and rewards high performing employees at all levels. These are the elements of our Total Rewards Programs:

• Total Cash – Base pay and variable compensation are the primary elements of the Arjo Base Compensation program.  These elements are offered consistently within a specific job classification and vary depending upon the nature of the job. 
• Benefits – We provide a competitive Benefits program that is designed to help Arjo employees maintain health and wellness for themselves and their families meet their financial commitments and prepare for retirement with an award-winning 401k plan.
• Talent Development – We support the development and growth of our employees through talent review and development and create career pathways for top performers.
• Work-life Flexibility – At Arjo, we believe in embracing flexible ways of working. Our responsibility is to enable our people in performing and delivering according to their best abilities, and we recognize workplace flexibility as one way to enable this.

 

Arjo’s sales philosophy starts by understanding and identifying customer demands before they become challenges. We are committed to empowering movement, which has direct impact on increased quality of care and outcomes for caregivers and patients.

 

The Corporate Accounts Director we seek will establish and lead business relationships with regional IDNs and their member hospitals.   This individual-contributor position will create access for all Arjo business units within the IDN member hospitals by developing revenue-enhancing contracts and determining the needs of GPOs relative to conducting business with Arjo. 

Geographic coverage of IDNs throughout Texas and surrounding areas (expected overnight travel in the 30-40% range)

 

To reach the highest levels of success, it is essential that this person not only possess extensive knowledge of Arjo’s products and services, but also be well-versed on Arjo’s internal capabilities to effectively support large customers and negotiate internally and externally.  This is a growth-oriented role designed to capture new business, expand Arjo market share within IDNs, and secure existing business by focusing on partnership opportunities with IDNs and strong collaboration with Arjo’s Sales and Service teams.

Key day-to-day functions:

• Formulate cross-business unit strategies and plans for IDN and responsible for the development of contract proposals. 
• Communicate results of IDN contracts (new and existing) to the field sales team, develops an execution plan, assists in the field when necessary to ensure execution, and conducts periodic calls with the field sales team to ensure sustained success of the agreement.
• Monitor and ensure IDN contract performance and compliance; conduct quarterly business reviews with each IDN target.
• Pursue and meet with IDNs and member hospitals; periodically ride-along with Arjo Sales Representatives and Sales Director.
• Establish strong relationships with assigned IDN customers, at the C-suite corporate level and facility level.
• Submit weekly updates on opportunities and competitive activity; drive monthly calls with the Sales team to provide updates and direction.
• Assist in the introduction of business unit products, proposals, services, and value-added programs.

 

QUALIFICATIONS:

• Bachelor's degree in Business or related field (Advanced degree preferred).
• 3+ years’ experience as an IDN-level Corporate Accounts Manager/Director in the medical device industry and/or direct experience selling a broad portfolio of products and influencing large health systems.
• Ability to demonstrate effective change leadership and influence contractual and clinical decisions at an IDN corporate level.
• Must have a valid driver’s license.
• Excellent organization, presentation, and communication skills with a high degree of attention to detail in all aspects of communication (written and verbal).
• Proven understanding of Gap Analysis to uncover additional sales opportunities within