Director, National Accounts

Salary depends on experience
Posted on 08/14/17
Nashville, TN
8 - 10 years experience
Telecommunications.
Salary depends on experience
Posted on 08/14/17

Position Description: PRINCIPAL RESPONSIBILITIES:
• Direct National Account program for assigned GPOs towards achieving annual sales goals.
• Apply knowledge of National Accounts sales/management techniques and processes to maximize sales and profitability and grow business.
• Present and sell Teleflex Medical’s Value Propositions to top tier strategic accounts (management and executive staff).
• Develop and foster business relationships with key contract management and senior leadership at assigned accounts.
• Determine and prioritize opportunities and risks within strategic accounts.
• Direct Request for Information (RFI) and Request for Proposal (RFP) processes for assigned accounts.
• Understand and ensure compliance with policy and all legal aspects of GPO Terms and Conditions documents.
• Work with sales leadership, marketing management and in house staff in order to identify and create customized value-adds, solutions and value proposition deliverables. Identify and prioritize, with the assistance of the various functional areas (to include Contract Services, Distribution, Credit, Accounting) opportunities for improvement in internal processes, etc.
• Coordinate the traffic of field sales activities within strategic accounts in order to pursue identified opportunities and reduce risks of revenue and margin loss
• Work with sales management and marketing to establish pricing, margin, gap analysis and sales proposals for strategic accounts
• Manage contract renewal process for all assigned accounts.
• Understand and interpret Corporate sales goals and initiatives so that priorities can be balanced and timelines established.
• Lead management meetings and provides input for all projects under discussion.
• Prepare and submit to Business Unit Leadership annual sales forecast/projections by product category and customer.
• Develop training and collateral material and coordinate customer promotions and/or advertising for assigned accounts.
• Prepare monthly sales report to include travel activities, sales projections, competitive product and pricing information, user reaction, market changes and trends, etc.
• Implement short and long term programs based on specific product and/or market requirements.
• Attend related conventions, trade shows and seminars to represent Teleflex Medical and to maintain and enhance required skill proficiencies
• Adhere to and ensure the compliance of Teleflex Medical’s code of conduct, all Company policies, rules, procedures and housekeeping standards.

Requirements: EDUCATION / EXPERIENCE REQUIREMENTS:
• Bachelor’s degree.
• Minimum 7 years successful medical device sales experience. Healthcare management business experience, in-depth knowledge of Group Purchasing Organizations, Integrated Delivery Networks, sales management techniques and processes required.

SPECIALIZED SKILLS & OTHER REQUIREMENTS:
• Business analysis experience and the ability to identify and implement process improvements.
• Proficient understanding of the budget process and financial statements
• Proficiency in Excel, Word, PowerPoint, and database
• Strong time management, organizational and planning skills
• Excellent communication and interpersonal skills
• Demonstrated leadership skills
• Proven self-motivated, proactive, and creative self-starter with a strong work ethic and ownership of responsibility

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