Ostomy Key Account Manager IDN - West Coast

Summary:
The Regional Key Account Manager is an instrumental part of the sales organization, the Key Account Manager will develop, implement and lead account level strategies and tactics within their portfolio of IDNs to grow, retain and defend Hollister’s overall market share to ensure sustainable corporate success.  The field-based position will establish strong relationships and bonds with key decision makers at the nation’s leading health organizations, establishing themselves as the single point of contact within the corporate suite.  Critical to success will be leading the field to drive overall sales of the entire Hollister product and service portfolio to meet and/or exceed sales goals.

Responsibilities:
Relationship Management

• Develop and maintain a strong relationship with Key Health Systems and act as a trusted advisor to meet mutual goals and objectives. Establishing self as the single point of contact within the key account for all Hollister product categories.
• Establish, maintain and grow business relationships with key accounts working to understand and meet customer’s needs consistently while driving Hollister’s Market share within Health System. This includes quarterly business reviews, on-site meetings with supply chain and individual hospital sites while driving all GPO initiatives within portfolio.
• Establish self as a lead for development and execution of customer strategies with internal Hollister team; this includes leading field sales based opportunities within IDNs, RFPs and pricing initiatives with internal contracts teams from inception until completion.
• Manage all contract negotiations, renewals and amendments within portfolio. 
• Ensuring that all contracts comply with company policy.

Selling Skills, Negotiations and Marketing

• • Achieve sales goals through enterprise selling; design, implement and own all opportunities within IDN both internally and externally.
  • Develop thorough business plans designed to drive sales growth and retention.
  • Effectively communicate, collaborate and lead a team selling approach.
  • Effectively interface with pricing and contract function groups to facilitate effective contracting strategies.
  • Establish pricing, product positioning and supply chain strategies to meet customer needs.
  • Facilitate customer support initiatives and lead conflict resolution.

Communication

• Establishes strong internal networks with various Hollister departments to support position including pricing and contracts, finance, marketing, field sales, customer service, logistics, clinical education, legal and administration. 
• Demonstrates effective written and verbal communication skills, business acumen and ability to lead in matrix organization.

Product and Market Knowledge

• • Functional knowledge of the IDN landscape within the US and able to navigate through large health systems. 
  • Ability to sell multiple product lines and cross sell within organization.
  • Completes all required training and demonstrates proficiency in each competency of focus.
  • Utilizes resources provided to enhance market knowledge and incorporate into strategies.
  • Builds and maintains awareness of on-going industry changes as they relate to Hollister’s functional areas of focus.
  • Utilizes salesforce.com, US lifelines, and other MDSI tools effectively.

Qualifications:

Academic/Credentials/Certifications

• Bachelor’s degree

Length of Experience

• 8+ years of experience in medical surgical sales, preferably within the healthcare market.
• Experience in selling to distributor customers, hospitals, home health and/or B2B preferred.
• Prior people management experience preferred.
• Demonstrated team leadership roles a plus.

Specialized Skills/Technical Knowledge:

• Understanding of the Healthcare continuum selling process.
• Excellent computer skills, especially utilizing Power Point and Excel.
• Strong results orientation and a demonstrated track record of effective consultative and strategic selling process.
• Financial/executive suite sales experience preferred.
• Excellent time management and organizational skills.
• Excellent written and verbal communication skills along with strong presentation skills required.
• Strong team leadership skills required.
• Ability to succeed with minimal supervision.
• Demonstrated self-starter.
• Must be able to travel up to 50%.