Director, National Accounts

Company Overview:

Verathon is a global medical device company focused on supporting customers by being their trusted partner, delivering high-quality products that endure over time and ensure clinical and economic utility. Two areas where Verathon has significantly impacted patient care, and become the market leader in each, are bladder volume measurement and airway management. The company’s BladderScan portable ultrasound and GlideScope video laryngoscopy & bronchoscopy systems effectively address unmet needs for healthcare providers and meaningfully raise the standard of care for patients. Verathon, a subsidiary of Roper Technologies, is headquartered in Bothell, Washington, USA and has international subsidiaries in Canada, Europe and Asia Pacific. For more information, please visit www.verathon.com.

Overview:

Verathon^® is looking for a US Director of National Accounts to become the newest member of our Sales Team.

Responsibilities:

The US Director of National Accounts is responsible for setting the overall contracting strategy, partnering with our business unit leadership team on pricing strategies, leading critical negotiations on behalf of Verathon, and engaging in Key Account Management.  In addition, they will manage the National Accounts team and strategic relationships between Verathon with all Group Purchasing Organizations (GPO), support the team with Integrated Delivery Networks (IDNs), Health Systems, Corporate Chains, US Government, other key customer accounts, and Indirect Channel Coverage (i.e., Cardinal, Medline, & O&M).  The National Accounts Team supports field Territory Managers and Regional Managers in sales to facilities affiliated with the assigned strategic targets.

 

Principal Responsibilities:

• Drive Verathon’s national account focus and offering in the United States
• Develop the go-to-market strategy to deliver Contract growth in the US and ensure positive contract outcomes
• Develop and maintain relationships with the GPO’s and all levels of internal and external stakeholders
• Lead quarterly reviews with the executive leadership team to ensure contracted and key customers are meeting performance objectives
• Provide leadership, on-going development, and mentoring to attract, retain and motivate a world class sales organization
• Build and maintain the strategic account business plan
• Prepare and conduct Executive Business Reviews
• Prepare executive-level presentations
• Present strategic plan and recommendations to key internal stakeholders to gain feedback and build alignment
• Conduct problem solving with business leaders, work across organizational matrix, and employ influencing skills to improve quality of strategic thinking and enhance impact of key initiatives
• Prioritize contract and pricing integrity, drive compliance
• Serve as the strategic voice of the US National Accounts organization and customers during portfolio management and product development processes
• Plan and facilitate meetings and working sessions with relevant parties to gather information, ideas, and insights, and then to drive alignment and recommendations
• Work in a collaborative process with the field sales team to create IDN and key customer specific strategy develop tactical implementation plans to achieve results
• Ensure the plan is executed
• Disseminate critical customer, competitor, and market information to all company constituents
• Educate and negotiate internally to ensure that deliverables to strategic accounts are consistent with the customer’s needs while balancing the organizational priorities
• Act as main point of contact on escalated issue resolution
• Promote a culture of commercial excellence, teamwork, strong performance, integrity, and accountability
• Partner with other members of the Verathon commercial leadership team to ensure strong cross-functional alignment and collaboration to deliver results
• Lead and integrate back office and sales operations support services like contracting, pricing, membership maintenance, payments and legal
• Work closely with product marketing to communicate product clinical support and economic messages of importance to GPOs and their key members

Qualifications:

• Bachelor’s degree required; MBA preferred
• Typically requires a minimum of 10 years of healthcare industry experience 
• Requires a minimum of 10 years of medical, surgical, device or capital equipment sales management experience preferred.
• Demonstrated ability tto lead a team, typical experience is minimum of 8 years of management.
• Key Account management experience or experience with large IDNs and GPO's
• Business management skills including Forecasting, P&L, and strategic planning
• Skilled in contract negotiations and implementation
• Deep knowledge of current healthcare industry trends and industry challenges
• Ability to identify and build relationships with decision influencers and key decision makers
• Skilled in business communications and sales presentations
• Ability to influence without formal authority

Base Salary: $160,000

 

Commission: $110,000 (This is based on 100% quota attainment. Actual commission may be lower or higher depending on quota attainment. For new hires starting after January 1st, commissions will be pro-rated based on start date and quota.)

 

Verathon provides a competitive benefits package including medical, dental, vision, basic life insurance, auto allowance and a 401(k) matching plan. For more information, please visit our complete Benefits Summary at https://www.verathon.com/US-Sales-Employee-Benefits-Summary.

EEO: Research shows that women and underrepresented groups tend to apply to jobs only when they check every box on a job posting. If you’re currently reading this and hesitating to click “Apply” for that reason, we encourage you to go for it! Even if you are not a match for this role, we may have another opportunity that may be a great fit.   Verathon is an equal opportunity employer and strongly supports diversity in the workplace.  We believe that diverse ideas, opinions and perspectives will build a strong foundation for success.  In order to provide equal employment and advancement opportunities to all individuals, employment decisions at Verathon will be based on merit, qualifications, and abilities. Verathon does not discriminate in employment opportunities or practices on the basis of race, color, religion, sexual orientation, gender identity, national origin, age, disability, or any other characteristic protected by law.