Director of Strategic Accounts

At ZOLL, we're passionate about improving patient outcomes and helping save lives. We provide innovative technologies that make a meaningful difference in people's lives. Our medical devices, software and related services are used worldwide to diagnose and treat patients suffering from serious cardiopulmonary and respiratory conditions.

ZOLL Itamar is an innovative medical device technology company that focuses on the development and manufacturing of Home Sleep Apnea Tests to aid in the diagnosis of respiratory sleep disorders. Our core product is the WatchPAT®️ family, a revolutionary FDA-cleared portable home sleep apnea test device, that is based on proprietary signal and analysis. 80% of patients who have sleep apnea are undiagnosed. We are committed to reach those undiagnosed patients and provide testing to promote wellness and enhance overall quality of life. WatchPAT®️ is commercially available within major markets including the U.S., Japan, and Europe, and is the leading home sleep apnea test in the US. ZOLL Itamar's corporate headquarters, research and development and manufacturing are located in Israel with U.S. headquarters based in Atlanta, GA.

Job Type

Remote

Job Summary

As the Director of Strategic Accounts, the responsibility is to develop the strategy and drive the execution that enables an increase in the penetration and usage of the Strategic Accounts on a National footprint. One of the main objectives of the role is developing, maintaining and improving the patient process ensuring among other things that implementation happens within ZOLL Itamar's Strategic accounts. This role is critical for managing contracts, securing formulary position, and Core Sleep/Cardiology benefits to drive sales growth of ZOLL Itamar's product portfolio. This position works in close coordination with the sales organization leadership team and Regional Sales Managers, as well as other field professionals. It reports into the Senior VP of Sales & Marketing, US.

Essential Functions

• Primary focus of this position will be dedicated to the Direct to Consumer (DTC) channel.

• To include, but not limited to, DTC channel partners & future strategic opportunities.

• Lead the sales strategy of all Strategic Accounts. This includes developing the strategy, process and detailed plans to allow us to sustainably grow our penetration rate nationally. It includes visiting the accounts, assessing the processes, developing the methodologies and procedures to be implemented across Itamar’s customer base.

• Drive growth transformation activity across all domains to improve forecasting accuracy, sales efficiency, sales production, market share, and overall customer satisfaction with new tools, processes, and IT investments.

• Solely accountable for revenue targets specific to Strategic Accounts assigned by SVP of sales.

• Understand complex issues and implement simplified and standardized processes and standards that can be replicated per account or type of account.

• Direct staffing, training and performance evaluations to develop and control sales program.

• Effectively manages sales budget for the region.

• Monitor and analyze performance metrics and suggest improvements to team members connected to the Strategic Accounts sites nationally.

• Understands Core Sleep and Cardiology, ZOLL Itamar products, customer perspectives, communicates value proposition, and supports solutions to contribute to the success of the assigned Areas and Regions

• Provide education and change management expertise to assist the physicians, clinics and hospitals in improving their service. This involves setting up learning opportunities and events with industry leaders, partners and peers.

• Represent company at trade association meetings, clinical meetings, seminars, and conferences as appropriate to promote Itamar Medical

• Lead, direct and drive all strategic account business including sales, regulatory, marketing, KOL management, channels and other partners, registrations and new product introductions nationally.

• Develop, optimize and/or standardize physicians, clinics or hospitals workflows. This requires strong process and program management expertise.

• Maximize existing strategic accounts and cultivate opportunities within legacy and prospective accounts.

• Growing and maintaining revenue volume in existing accounts

• Ensure the successful achievement of the Company’s strategic account sales goals across all regions.

• Build out long-term relationships.

• Negotiate purchase agreements with the assistance of Hospital Account Managers

• Create and implement effective direct sales strategies and lead