Corporate Accounts Director (Ohio Valley)

Corporate Accounts Director

Life Unlimited. At Smith+Nephew, we design and manufacture technology that takes the limits off living.   

This position will report directly to the Area Vice President (AVP), Corporate Accounts, and will support S&N’s United States business development plans.  The Corporate Account Director (CAD) is responsible for driving business growth and market development initiatives within key IDNs and strategic accounts in collaboration with the cross-divisional sales leadership teams including the Vice President, Healthcare Systems (HCS), Vice President of Sales, Strategic Sales Directors (SSD), Area Vice Presidents (AVP), Regional Directors (RD), Strategic Account Directors (SAD)/ASC Team, Capital Sales, and Directors of Sales/District Managers (DOS/DM).  The current market dynamics and business conditions call for a stronger focus on administrative selling and business development initiatives.  The position has three macro responsibilities that support the Regional strategies. The CAD will focus on three distinct areas: sales execution, business collaboration, and customer engagement. 

What will you be doing?

The position is expected to provide commercial leadership, drive business growth and coordinate between the Corporate Accounts team and the sales management/field sales teams for all aspects of the “One S&N” Portfolio, including:

• Organize cross-functional resources and programmatic solutions to profitably sell the product lines to key surgeons, nurses, and hospital administration up to the C-level
• Develop a quarterly business plan that aligns with the respective cross-divisional sales leadership teams’  annual/quarterly objectives
• Develop launch packet and support contract execution with impacted sales teams
• Collaborate with the cross-divisional sales leadership teams in targeted accounts to identify product, program, and education opportunities
• Assess customers’ financial status and objectives to either leverage existing financial solutions or develop new programs
• Increase customer satisfaction through problem-solving, troubleshooting, and working with S&N cross-functional teams
• Build relationships with key business-minded surgeons and administration in order to enhance Smith & Nephew’s reputation as a strategic partner
• Support trade shows, site visits, professional organizational meetings, etc.
• Provide quarterly key account data that highlights engagement activity, business conditions, and go-forward opportunities and plans
• Drive win, protect, and grow strategy within IDN target accounts
• Develop and maintain a high level of S&N product knowledge as well as intelligence on competitive products in the market
• Achieve annual revenue objectives for target accounts 
• Develop action plans in collaboration with the cross-divisional sales leadership teams to improve execution in underperforming territories. 

Location:

• Ohio
• W. Virginia
• Pittsburgh, PA
• Michigan

What will you need to be successful?

• BA/BS Degree is required.
• A minimum of 7 years of s successful sales, marketing, finance, or general management experience in the healthcare field is required along with 3-4 years of successfully managing teams, is preferred.  This individual is expected to have experience with selling devices, technology, and/or capital products to multiple call points in the hospital, including surgeons, nursing, administration, facilities, bio-med and information systems.
• Demonstrated record of influence management across multiple decision-makers is required and experience influencing and building relationships at the C-Suite level is preferred.  
• General knowledge of healthcare purchasing and contracting practices along with a demonstrated knowledge of the S&N portfolio. 
• The ability to travel up to 60% nationally including overnight is required.

You Unlimited.

We believe in creating the greatest good for society. Our strongest investments are in our people and the patients we serve.    

• Inclusion, Diversity and Equity: Committed to Welcoming, Celebrating and Thriving on Diversity, Learn more about Employee Inclusion Groups on our website (https://www.smith-nephew.com/) 
• Your Future: 401k Matching Program, 401k Plus Program, Discounted Stock Options, Tuition Reimbursement  
• Work/Life Balance: Flexible Personal/Vacation Time Off, Paid Holidays, Flex Holidays, Paid Community Service Day  
• Your Wellbeing: Medical, Dental, Vision, Health Savings Account (Employer Contribution of $500+ annuall