Position Title: Director of Strategic Accounts (Health Systems) - North Central- Tri-anim Health Services
Req ID: 4740
Location: United States
Remote: Remote
Job Description
Overview
As a Director of Strategic Accounts with Tri-anim Health Services, you will lead our efforts in developing and executing complex sales strategies tailored to the Top Integrated Delivery Networks (IDNs) for Tri-anim's North Central Region. Tri-anim Health Services, a division of Sarnova, is the leading national specialty distributor of products in Acute Respiratory Markets.
This is a 100% remote opportunity that requires residency in the North Central part of the U.S. with easy access to a national airport. Travel is expected to be between 50-80%.
The Director of Strategic Accounts focuses on representing the value of Tri-anim through targeted Health Systems programs designed to meet the unique needs of both Clinician and Supply Chain. You will be responsible for cultivating and maintaining executive-level relationships with key decision-makers, including the C-suite, within strategic accounts.
Responsibilities
Essential Duties and Responsibilities:
Strategic Leadership
Develop and implement tailored strategies and business plans to achieve sales targets and expand market presence within assigned strategic account
Work cross-functionally with internal teams, including Region Sales Directors, Territory Account Managers, and Clinical Specialists, to achieve sales objectives
Lead without Authority: Ability to influence and guide others without direct management responsibility
Business Development
Expand business with existing customers by introducing new products and services
Deliver strategic business presentations and quarterly business reviews
Articulate the Tri-anim Advantage in a compelling manner to drive customer engagement and sales growth
Analyze market trends, sales data, and customer needs to identify opportunities for growth
Prepare and deliver presentations and proposals to clients
Customer Relationships
Establish and nurture executive-level relationships with key cross functional decision-makers in each strategic account
Develop and maintain strong relationships with key cross-functional stakeholders, including healthcare providers and decision-makers
Serve as the primary point of contact for negotiations, sales calls, and the presentation of pricing and clinical strategies
Resource Utilization
Collaborate with internal departments (Finance, Product Marketing, New Product Development, Clinical Specialists, Contract Administration, and Legal) to develop and execute account strategies
Understand and effectively communicate the features and benefits of Tri-anim’s products and services, including respiratory, anesthesia, and critical care supplies
Present pricing and clinical strategies to the pricing committee for approval
Build and develop strategic programs to drive value within assigned accounts
Performance Monitoring
Conduct quarterly business reviews for each strategic account, identifying and resolving any customer issues
Maintain comprehensive customer records and track account performance.
Sales Administration
Manage CRM system records, prepare sales reports, complete necessary paperwork, and contribute to special projects as needed
Skills/Experience Required:
Bachelor’s degree in Sales, Marketing, Business, or a related field from an accredited institution or equivalent experience. Advanced degree a plus but not required
10+ years of B2B sales experience in the medical device industry selling to acute facilities preferred
Network of established contacts within the healthcare industry/health systems desired
People leadership experience desired but not required
Proven experience in selling to executive-level stakeholders with strong communication and negotiation skills
Executive-Level Selling: Expertise in engaging and selling to executive-level stakeholders
Strategic Thinking: Ability to develop and implement strategic plans for large accounts
Collaboration: Effective team player who can work across various departments to achieve common goals
Customer Focus: Dedication to understanding and meeting customer needs
Positive attitude, drive, enthusiasm, and eagerness to learn
Sarnova is an Equal Opportunity Employer. We offer a competitive salary, commensurate with experience, along with a comprehensive benefits package, including 401(k) Plan. EEO/M/F/Veterans/Disabled. Our mission is to be the best partner for those who save and improve patients’ lives. Excellence in delivering upon our mission is dependent upon having a diverse team that is empowered to bring their full, authentic self to work each day. We strive to create a workplace that reflects the communities we serve, and we are passionate about creating an inclusive workplace that promotes and values diversity.
