Leadership responsibility for growing the revenue base in North America through strategic alliances and contractual relationships with emphasis on the nation’s largest integrated healthcare systems. Responsible for establishing and maintaining executive level relationships with assigned healthcare systems.
Collaboration with sales leadership in the development of individual account business strategies and customer specific solutions to support sales and marketshare growth.
Lead account strategy and integrate the activities of Halyard Business Units within the selected healthcare systems in order to fully leverage Halyard‘s portfolio of products, services and integrated solutions. Oversee operational and sales activities related to account management of assigned healthcare systems with the objective of improving customer satisfaction while driving revenue and profit.
ESSENTIAL DUTIES AND RESPONSIBILITIES
o Develop, initiate and execute business plans.
o Develop deep relationships with senior healthcare executives in targeted IDN systems and member hospitals
o Ensure comprehensive understanding of key organizational business issues in targeted healthcare systems.
o Maintain expertise in healthcare trends, legislation and subject matter that impact our customers.
o Proactively identify high risk, high profile accounts and competitive landscape, develop an action plan.
o Prepare and lead quarterly business reviews addressing performance, strategy and activities with both internal Halyard team and stakeholders in targeted accounts.
o Partner with National Accounts Managers for flawless execution of GPO strategies.
o Responsible and accountable for goal obtainment within assigned accounts i.e. (sales, profit, expenses)
o Direct liaison between Halyard Business Units and strategic executives including CEO, COO, CFO & CNO of healthcare systems.
o Lead for all RFI/RFP responses, master agreement terms and conditions negotiations, contract execution and oversight across all Halyard’s Business Units for assigned accounts.
o Significant interaction and teamwork with sales associates and leadership, coaches on account strategy development and execution; ensures customer satisfaction measures are initiated and maintained; coordinates population of internal data used in the satisfaction/value measurement.
o Facilitate cross-functional teams ensuring collaboration amongst multiple Halyard internal functional support departments including marketing, legal, sales operations, finance to develop business strategies and assure ongoing communication
o Update IDN Scorecards/Dashboards on a regular basis
o Minimum of 50% travel is required
o Previous strategic account experience and executive suite selling experience.
o Strong understanding of industry and demonstrated knowledge/capabilities in the areas of clinical operations, financial analysis, business administration, legal and ethical practices, marketing and sales.
o Demonstrated ability to think strategically and lead in a complex matrix environment
o Consultative and results oriented approach.
o Excellent planning, organizing and leadership skills
o Strong project management skills
o Excellent verbal, written and presentation skills.
o Strong customer orientation
o Skilled negotiator
o Demonstrated ability to facilitate change.
o Broad based leadership and business management skills gained in a variety of assignments, industries and environments.
o Evidence of continued personal and professional growth and development
o Experienced leader in defining and developing business or markets
o Innate ability to form customer relationships and contacts
o Confirmed ability to operate in a matrixed environment and work effectively with sales, sales management, marketing and customers, proven 360 degree influencing skills
o Ability to understand market trending
o Ability to rapidly acclimate to change, embrace and identify new opportunities
o Strong ability to work cross-functionally and foster a team environment
EDUCATION AND/OR EXPERIENCE
Masters degree preferred, minimum Bachelor’s degree from four-year College or university program with a focus in business, health care, marketing, or finance; minimum five (5) years related experience and/or training; or equivalent combination of education and experience.
PRIMARY SKILL REQUIREMENTS
o Team Leadership and Management
o Business and Financial Acumen
o Relationship Management Skills
o Strategic Vision and Planning Capabilities
o Problem Assessment and Resolution
o Conflict Management
o Decision Making/Decisiveness
o Strong Presentation and Communication Skills
o High Integrity
o Organizational Awareness
o Persuasiveness/Sales Ability/Results Focused
o Planning, Organizing and Project Management
o Building Effective Teams /Peer Relationships
o Industry/Market Knowledge
o Product/Technical Knowledge