Director, Corporate Accounts

Cardinal Health   •  

Dallas, TX

Industry: Healthcare

  •  

5 - 7 years

Posted 30 days ago

This job is no longer available.

This role is responsible for long-term relationship building between the customer, Cardinal Health, and other professional organizations (Group Purchasing Organizations, etc). This role works within the Cordis division.

  • Develop & coordinate aligned strategic plan, tactics, and solutions for assigned accounts, including, but not limited to, Vizient GPO, Vizient shareholder members, ROi, and The Resource Group.
  • Align internal commercial and COE resources to address customer needs and ensure successful integration and adoption of selected solutions to targeted customers
  • Proactively foster relationships with key stakeholders, economic and clinical decision makers within aligned accounts
  • Prepare, analyze and implement contract solutions, terms and conditions, compliance, and metrics
  • Deliver key customer messages to differentiate Cordis from competitors and provide access for growth platforms
  • Drive awareness & understanding of “value” we have to offer across key decision makers
  • Collaborate with Cardinal Health SAE/SAT Teams, CIMS Team, HSS, and Pharma Teams to facilitate integration of Cordis business within larger Cardinal Health footprint
  • Intimate knowledge of Cordis policies & procedures with adherence to while conducting work activities in area of responsibility
  • Complete training in area of responsibility. Training is required for changes in existing policies & procedures, for new assignments & for implementation of new policies & procedures. Complete required periodic re-training & assure that required periodic re-training takes place for direct reports in areas such as safety & environmental
  • Set standards for safe behavior. Recognize & reward safe behavior in others. Enforce safety policies & procedures. Provide resources (time & money) necessary to maintain safety process. Ensure safety structure is in place in the form of working committees & department coordinators
  • Proactively identify, establish and maintain strong working relationships with key decision makers in assigned accounts. Serve as primary business contact and communication liaison.
  • Align internal commercial and COE resources to address customer needs by facilitating appropriate internal and external relationships
  • Prepare and or review financial models to recommend and establish appropriate pricing tier(s) to meet customer’s needs within Cordis guidelines. Strong coordination with finance, legal and pricing partners
  • Negotiates contract terms and recommends contract language
  • Review contract terms and conditions to ensure all customer, Cordis, and Cardinal Health legal requirements are incorporated
  • Understand customer needs and establish specific business plans and solutions that meet those needs while driving Cordis business objectives
  • Monitors account strategies and marketplace developments and communicates to the field appropriately
  • Delivers distribution and supply chain solutions that meet customer’s objectives as appropriate
  • Active involvement in customer advisory boards and councils
  • Prepares appropriate marketing messages to promote Cordis products among assigned accounts
  • Develops and executes commercial execution tactics to drive contracts in the field
  • Represent Cordis at industry conventions
  • Key customer service liaison and coordinator within assigned accounts
  • Serves to coordinate activities between Cordis and other Cardinal Health business units
  • Provides regional contracting support and direction to field
  • Takes responsibility for training field sales on contract implementation guidelines and process
  • Monitors and measures contract compliance for assigned accounts
  • Completes special projects as assigned
  • Other responsibilities may be assigned & not all responsibilities listed may be assigned

Qualifications

  • Bachelor’s Degree required
  • Graduate Degree preferred
  • 3-6 years healthcare sales experience
  • Minimum 5-10 years, sales management, marketing, finance, corporate account or general management experience
  • People management experience is preferred
  • Ability to travel 60- 70% of time
  • Strong planning, forecasting, negotiation and presentation skills
  • Collaboration and teaming to proactively foster relationships with key stakeholders, economic and clinical decision makers, as well as internal stakeholders
  • Business acumen to represent the entire business value proposition
  • Demonstrated ability to deliver customer defined business solutions
  • Understand all the touch points at the key accounts (Research, Grants, Key Opinion Leader Relationships, Customer complaints etc.)
  • Analytical skills to develop and implement contract solutions, terms and conditions, compliance, and metrics
  • Customer engagement skills to conduct business planning activities and reviews with aligned accounts, field sales and support organizations and Cardinal Health counterparts
  • Highly developed interpersonal / people skills
  • Demonstrated record of influence management with key provider decision makers
  • Strong team skills, both building and participating
  • Strong networking skills
  • Confident and poised with key customer decision makers
  • Ability to manage difficult personalities
  • Strong Analytical Skills
  • Ability to think strategically
  • Self-directed demonstrating high degree of initiative
  • Strong negotiation/leveraging skills
  • Ability to understand and apply complex legal and policy considerations
  • Adept at business planning, and financial models
  • Ability to utilize financial tools and total spend analysis
  • Effective in selling value proposition of Cordis and its products and solutions
  • Effective with Value Analysis Committee presentations
  • Strong understanding of products, procedural information and related product application
  • Strong presentation skills, both preparing and delivering
  • Ability to understand customer needs and apply appropriate solutions
  • Articulate and effective communicator – written & verbal – all levels
  • Ability to negotiate with and manage others through influence (comfortable with non-line authority; managing in a matrix)
  • High sense of urgency and ability to meet strict deadlines
  • Knowledge / understanding of : Business concepts & issues. Complex market issues, Understand organization dynamics, Competitive threats, Intra-company differences, GPO and IDN landscape, Cardinal Health corporate structure and strategic plan
  • Personal computer software – Windows: word processing, project planning, presentation, e-mail, flow charts & spreadsheet software
  • Solid understanding of Cardinal Health systems and e-commerce options

St Louis Metro Area, Dallas Metro Area

Cardinal Health is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status.

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