Channel - Director, Corporate Accounts (Distributors & Federal Government)

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. Convatec’s revenues in 2023 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





Our search for better is changing the lives of our customers. It’s changing the careers of our people too – creating new challenges and opportunities all the time. We’re a business that never stands still. Join the team as a Director Corporate Accounts (Distributors & Federal Government) and you won’t either.

 

About the Role:

The Director Corporate Accounts (Distributors & Federal Government) drives revenues through the management of the major Distributors and Federal Government channel partners. The role builds and expands relationships up to the senior level of the various organizations and facilitates the working and interactions of all Convatec personnel with the Channel Partners. The Channel Director is responsible for creating programs at the corporate level that achieve sales goals, profitability, and operational efficiency objectives. They will represent the entire range of Convatec’s products and services to assigned Channel Partners, creating the environment and opportunities through which field sales can drive results and creating the programs and solutions necessary to achieve Convatec’s goals. The Director Corporate Accounts (Distributors & Federal Government) reports to the Vice President, Channel Management.

Your Key Duties and Responsibilities:

• Coordinating with Convatec resources including field sales, to meet assigned targets for sales, profitability, and strategic objectives for assigned accounts.
• Establishes productive, professional relationships with key personnel in assigned accounts.
• Coordinates the involvement of company personnel, including sales, marketing, operations, support, and senior management to meet both Convatec’s and Channel Partner’s performance objectives and expectations.
• Proactively assesses, clarifies, and validates Channel Partner needs on an ongoing basis.
• Annually builds a business plan that provides the guidance and direction to the organization on the specific plan by Channel Partners to achieve the company’s growth and profitability goals.
• Proactively leads a joint Channel Partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive Channel partner relationship.
• Facilitates the sales of Convatec’s products to end users through the Channel Partners organization in coordination with the Channel Partners sales resources.
• Manages potential channel conflict with other Channel Partner sales channels by fostering excellent communication internally and externally and through strict adherence to company policy and rules.
• Leads solution development efforts to address Convatec and Channel Partner needs by coordinating the involvement of all necessary company and Channel Partner personnel. Ensure Channel Partner compliance with all agreements.

About You:

Qualifications/Education:

• BS/BA degree required.
• 5-7 Years Required, 7-10 years preferred of successful experience selling, marketing, and developing strategic partnerships that help build the foundation for strong relationships and revenue gains.
• 5+ Years Required, 7-10 years preferred experience directly managing HQ relationships with healthcare distributors and/or Federal Government customers.
• Proven success in selling in a dynamic multi-tiered complex environment with ability to differentiate product and service offerings to uniquely position Convatec.

Competencies:

• Leadership
• Strong relationship building skills, especially at the senior levels of an organization.
• Business acumen
• Negotiation skills
• Ability to gain proficient product and clinical knowledge.
• Proven outstanding communication skills, presence, and energy.
• Strategic thinker
• Organized, multi-tasking, ability to drive program and sales execution.

Travel Requirements:

• Local candidates: Travel expected is 25% - 50% including overnights.