Director, Integrated Delivery Network (IDN) East

Vantive is a vital organ therapy company on a mission to extend lives and expand possibilities for patients and care teams everywhere. For 70 years, our team has driven meaningful innovations in kidney care. As we build on our legacy, we are deepening our commitment to elevating the dialysis experience through digital solutions and advanced services, while looking beyond kidney care and investing in transforming vital organ therapies. Greater flexibility and efficiency in therapy administration for care teams, and longer, fuller lives for patients— that is what Vantive aspires to deliver.

We believe Vantive will not only build our leadership in the kidney care space, it will also offer meaningful work to those who join us. At Vantive, you will become part of a community of people who are focused, courageous and don’t settle for the mediocre. Each of us is driven to help improve patients’ lives worldwide. Join us in advancing our mission to extend lives and expand possibilities.

The IDN Director, (Integrated Delivery Network) is responsible for developing customer relationships in the US market with the top 50 health systems for Vantive.  This includes therapies treating Acute Kidney Injury and End Stage Kidney Disease with Vantive’s novel product and service portfolio for Continuous Renal Replacement Therapy, Peritoneal Dialysis, and Hemodialysis.  The annual revenue of this business is approximately $200M. 

• Establish and maintain a strategy for each account, comprised of growth with a goal to increase acceptance of Vantive’s portfolio of products, services, and solutions.  

• Understand the customer’s goals, objectives, and motivation and how to position our solutions. 

• Ensure that each account strategy is implemented leading to improved customer satisfaction and simplification and year-over-year revenue and profit growth. 

• Work closely with the field Sales team in support of achieving financial and strategic objectives.

• In addition to field collaboration, this role will collaborate with commercial leadership, including marketing, sales, commercial excellence, and general management in development of account strategies and implementation.

• Demonstrate a broad comprehension of the customer’s needs, market trends, industry challenges, major players, relevant products and technologies.

• Strategic Insight – Anticipate impact of emerging market trends on customers.

• Customer Orientation – Cultivates strategic customer relationships and ensures the customer perspective is the driving force behind all value-added business activities.

PROFESSIONAL EXPERIENCE/QUALIFICATIONS

• Deep experience in multiple segments and industries of the healthcare environment include, but not limited to, medical devices, capital equipment, government, acute renal therapies, acute hospital, therapy sales, distribution, and IDN.

• Demonstrated ability to achieve financial goals or strategic business objectives in a complex, matrixed environment.

• Excellent executive presentation, written and oral communication skills.

• Strong understanding of the healthcare industry and trends.

• Excellent customer orientation and negotiation skills.

• Ability to organize, manage and coordinate resources.

• Success leading multi - year complex sales and contract negotiation processes. 

• Ability to easily understand contract language and negotiate provisions. 

• Demonstrated ability to lead and facilitate change.

• Effective relationship development and interpersonal skills.

• Must have strong sales management abilities, strategic planning skills, financial acumen, and analytical skills.

• 10 or more years of progressive Healthcare / Therapy sales and contracting experience.

EDUCATION

Bachelor's Degree required; MBA preferred.

We understand compensation is an important factor as you consider the next step in your career. At Vantive, we are committed to equitable pay for all employees, and we strive to be more transparent with our pay practices. The estimated base salary for this position is $180,000 - $253,000 annually. The estimated range is meant to reflect an anticipated salary range for the position. We may pay more or less than the anticipated range based upon market data and other factors, all of which are subject to change. Individual pay is based on upon location, skills and expertise, experience, and other relevant factors. For questions about this, our