Job DescriptionWe are searching for a
Director - Key Accounts (East or West) to lead Account Managers responsible for managing the relationships with the company's key accounts. The Director of Key Accounts will direct efforts to identify expansion and growth opportunities for our field sales partners and provide guidance to leadership to help align company resources in a way that creates value for the company and its large accounts. This role will contribute toward and execute against the high-level sales strategy managing and developing the account team to maximize company market share and profitability. The Director of Key Accounts will report to the VP of Sales, Enterprise Growth.
Responsibilities - Provides leadership and management to 9 Key Account Managers across half of the United States.
- Proactively leads the account planning process and drives team execution to achieve performance objectives, sales targets, KPI's and critical milestones for weekly/monthly/quarterly/annual periods
- Drives and oversees the development of account specific growth strategies across the portfolio with a strong focus on MyRisk and Prolaris AI. Activities in support of this include: Leads the account team in assessing, clarifying, and validating customer needs on a regular basis. Develops solutions that best address customer needs while simultaneously coordinating the involvement of critical stakeholders inclusive of support, service, and resource management. Understands the competitive landscape and leverages this knowledge to best position Myriad.
- Works with Field Sales Leadership to implement cancer screening programs and digital integrations in designated accounts
- Achieves account specific sales targets while working with Finance, Operations and other supporting functions to maximize profitability
- Builds strong and long-lasting relationships with customers by fostering long-term strategic planning and understanding what is behind these plans. Maps customer ecosystems and is expert at guiding stakeholders through complex customer decision making processes. Understands customer culture and work processes and ensures all who interact with customers are briefed and understand the nuances of working with them
- In a highly collaborative manner, works to create cross-functional engagements and understandings with appropriate departments to align goals and approaches that facilitate achievement of key account objectives, including developing and executing change initiatives that impact and influence the organization to be more customer centric
- Leads, develops and mentors team; Provides regular, candid and timely feedback; Analyzes and evaluates the performance of the team; fosters a diverse and inclusive workplace.
- Creates a high-performance team environment which values continued professional development and personal accountability.
- Eliminates barriers and fosters a solution-oriented winning vision throughout the team.
- Exhibits both a long-term, strategic view of the business with an acute focus on driving immediate results. Uses research and data on customer(s), the market and the competitive environment to identify growth areas to exceed assigned targets and KPI's. Utilizes this information for internal discussions, reports and presentations where critical project decisions will be made
- On at least a monthly basis, reports on account performance with emphasis on customer delivery / satisfaction KPIs, revenue and profitability, and new business growth objectives. Additionally, identifies areas for improvement and drives formulation of action plans to address
Qualifications - Bachelor's degree in a related field and MBA or equivalent based on work experience preferred
- 10+ years of commercial experience in the field required
- 5+ years of large account management leadership experience preferred
- 5+ years of leadership of field-based teams preferred
- Proven and successful track record in establishing strong, long-term customer relationships exemplified by proven ability to grow existing business and develop new business
- Team leadership experience with direct reporting relationships and success hiring, building, and leading high-performing teams strongly preferred.
- Strong understanding of evolving healthcare landscape in US, including US healthcare reform, reimbursement and policies and impact on organized provider accounts/customers.
- Strong financial acumen including P&L management experience
- Strong executive presence and able to flex style to effectively interact and influence customers and internal constituencies. Track record of building strong peer to peer relationships with both SME and C-Suite areas
- Experience developing strategic account plans through collaboration with internal stakeholders and utilizing market intelligence data
- Demonstrated success in collaborating effectively and gaining alignment with colleagues across different parts of the organization (including field and HQ), and leading cross-functional teams.
- Demonstrated ability to think strategically with the ability to formulate, develop, write, communicate and monitor the execution of stakeholder business plans.
- Experience in developing and executing complex programs and projects (e.g., strong project management skills).
- Demonstrated high proficiency in MS Word, PowerPoint, and MS Excel, which are necessary for the creation of visually and verbally engaging reports and presentations for key stakeholders
Physical Requirements Lifting Requirements - light work or exerting up to 20 pounds of force frequently. Physical Requirements - stationary positioning, moving, operating, ascending/descending, communicating, and observing. Use of equipment and tools necessary to perform essential job functions.
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