7+ years of proven sales success in healthcare products
Experience in Sales Management or IDN account management preferred
Familiarity with healthcare/hospital buying and contracting processes
Understanding of the US healthcare landscape, including payers and GPOs
Ability to work across business units to drive results
Knowledge of AWM portfolio preferred
Responsibilities
Develop and execute a strategy for assigned accounts
Communicate strategy to AWM Field Sales teams and conduct account strategy reviews
Collaborate with AWM stakeholders to ensure strategy execution
Build relationships with key clinical and economic stakeholders
Craft and deliver AWM-wide value proposition to account stakeholders
Negotiate cross-AWM contracts and manage pricing incentives
Monitor compliance and coordinate responses to non-compliance
Identify opportunities for synergy across business units
Benefits
401k Matching Program and 401k Plus Program
Discounted Stock Options and Tuition Reimbursement
Flexible Personal/Vacation Time Off and Paid Holidays
Health Savings Account with employer contribution
Medical, Dental, Vision coverage and Employee Assistance Program
Hybrid Work Model for most roles
Training through hands-on mentorship and team customization
Discounts on fitness clubs, travel, and more
Full Job Description
Job Advert
The Director of Key Accounts (KAD) will be responsible for driving the business planning process crafted to increase customer engagement and build synergy across the AWM businesses while delivering incremental growth. In collaboration with the AWM Field Sales teams and Corporate Account Director (CAD), the KAD will be responsible for (1) developing and executing the AWM strategy, (2) driving AWM-wide cross-sell and contracting, (3) acting as a link between AWM and CAD in covered accounts to drive overall SN growth:
What will you be doing?
Develop a clearly defined strategy for assigned accounts, identifying and highlighting opportunities & priorities to pursue them
Disseminate strategy to AWM Field Sales teams, including conducting acct strategy reviews
Works with other AWM stakeholders (e.g., AVPs, DMs, CADs) to ensure strategy execution
Develop relationships with the most influential clinical & economic stakeholders
Craft and deliver AWM-wide value proposition message to account stakeholders
Coordinate development and negotiation of cross-AWM contracts
Own pricing and contract incentives, with appropriate AWM leadership approvals
Monitor for compliance and coordinate response to non-compliance
Coordinates with other SN stakeholders to manage AWM positioning on GPO contracts
Identify and pursue areas where other business units can unlock AWM opportunities
Ensure account strategies work in harmony with CAD-level strategies at key accounts
Work with CAD to develop & execute cross-SN contract opportunities involving AWM
Develop (and Partner) with field team to support C-suite contacts, conduct business reviews
What will you need to be successful?
BA/BS required.
Minimum 7 years of documented sales success in a broad range of healthcare products
Prior experience preferred in Sales Management and/or IDN account management, including contract negotiation and execution
Sales/people leadership preferred, not required
Knowledge of healthcare/hospital buying and contracting processes for both clinical and economic products
Understanding of the US healthcare landscape, including the role of payers, GPOs, distributors
Experience working across business units/segments/functions to drive results
Knowledge of overall AWM portfolio preferred
Travel: up to 75%
You Unlimited.
We believe in creating the greatest good for society. Our strongest investments are in our people and the patients we serve.
Inclusion, Diversity and Equity: Committed to Welcoming, Celebrating and Thriving on Diversity, Learn more about Employee Inclusion Groups on our website (https://www.smith-nephew.com/)
Your Future: 401k Matching Program, 401k Plus Program, Discounted Stock Options, Tuition Reimbursement
Work/Life Balance: Flexible Personal/Vacation Time Off, Paid Holidays, Flex Holidays, Paid Community Service Day
Your Wellbeing: Medical, Dental, Vision, Health Savings Account (Employer Contribution of $500+ annually), Employee Assistance Program, Parental Leave, Fertility and Adoption Assistance Program
Flexibility: Hybrid Work Model (For most professional roles)
Training: Hands-On, Team-Customized, Mentorship
Extra Perks: Discounts on fitness clubs, travel and more!
About Smith & Nephew
Smith & Nephew is a global medical technology company headquartered in London, England. The company designs, manufactures, and sells medical devices and products for orthopedic reconstruction, sports medicine, and trauma. Smith & Nephew operates in more than 100 countries and employs over 17,500 people worldwide. The company was founded in 1856 by Thomas James Smith and his nephew, Horatio Nelson Smith, and has grown through a series of mergers and acquisitions. Smith & Nephew's products include joint replacement systems, wound care products, and surgical instruments. The company is listed on the London Stock Exchange and is a constituent of the FTSE 100 Index.
