Director, Community Channel Sales (Community Billers / Distributors)

Pioneering trusted medical solutions to improve the lives we touch: Convatec is a global medical products and technologies company, focused on solutions for the management of chronic conditions, with leading positions in advanced wound care, ostomy care, continence care, and infusion care. With around 10,000 colleagues, we provide our products and services in almost 100 countries, united by a promise to be forever caring. Our solutions provide a range of benefits, from infection prevention and protection of at-risk skin, to improved patient outcomes and reduced care costs. Group revenues in 2024 were over $2 billion. The company is a constituent of the FTSE 100 Index (LSE:CTEC). To learn more about Convatec, please visit http://www.convatecgroup.com

At Convatec, we’re transforming our business for the better. Better products. Better ways of working. And better ways of delivering for our customers and each other. We’re aiming for nothing short of excellence. Join us on our journey to #ForeverCaring as a Director, Community Channel Sales, and you’ll do the same.

 

ABOUT THE ROLE:

The Director, Community Channel Sales (Community Billers / Distributors) focuses on DME Billers, Distributors, and Post-Acute Corporate Accounts and is a management role leading a team of Corporate Account Managers (CAMs) selling to DMEs, Distributors, and Post-Acute corporate accounts. The CAMs are responsible for delivering and managing the relationships, contracts, pricing, product education, service platforms, clinical programs, and more within all assigned accounts. Additionally, this role will manage the Sr Corporate Account Manager with responsibility for all company sales in Puerto Rico.  

Duties & Responsibilities:

• National scope of geography for Regional DMEs/Distributors and Post-Acute accounts; including Puerto Rico 
• Managing, leading, and coaching a team (6) of Corporate Account Managers with focus on sales growth, profit margin maximization, and account management best practices 
• Cross functional collaboration with finance and pricing teams for analysis, P&L modeling, offer development, and proposals.  
• Demonstrate expert level of knowledge of medical device manufacturing industry and the various intricacies of contracting, chargebacks, pricing, new product launches, and more. 
• Demonstrate expert level of knowledge of the entire Ostomy and Wound Therapeutics product categories (along with a working knowledge of other business unit product lines) including competitive products. 
• Prove expert level of knowledge of the DME Billers/Distributors business model including reimbursement, referral base intelligence (i.e., acute, home health and long-term care), distributor relationships, and the retailer landscape. 

ABOUT YOU:

Education/Experience Required:

• Bachelor's degree (B.S./B. A.) from a four-year college or university. 
• At least 10 years of medical sales experience is required (preferably within the DME and reimbursement market), along with cross-functional experience in working with teams and/or leading and supporting product categories like Ostomy Care and Advanced Wound Care. 
• At least 5 years of working directly for a medical device manufacturer required. 
• At least 3 years of management and people leadership experience