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Director or Vice President of Strategic Accounts

Nationwide, -- US

Industry: Business Development Job Number: 2238

Job Description

Director/Vice President of Strategic Accounts

Position Overview

This is an earlier commercial organization with strong backing that has an innovative portfolio in the Orthopedic and Spinal Implant market. Currently in an expansion, you will be the first Senor level hire in the department, developing, executing, and scaling the contracting strategy. Your responsibilities will include developing and leveraging previous relationship to negotiate IDN and GPO contracts, as well as reviewing and implementing contract process and strategy. We are seeking an experience Senior Level Individual Contributor that can scale the department in the coming years, as well as be a forward-facing entrepreneur in executing at the ground level.

Primary Responsibilities

  • Collaborate with sales & marketing to forecast demand for surgical devices and demonstration tools and reports to support US sales goals
  • Analyze sales for GPO/IDN’s, calculating administrative fee payments, rebates, and compliance to measure performance to contracted goals
  • Implement standardized contracting process to formalize and scalable measure for future expansion.
  • Understand market trends, and pricing initiatives on a Macro scale, to best position the organization for growth.
  • Analyze data collection for quarterly inventory reconciliation – working with customer support and US sales to reconcile medical devices.
  • Create monthly and quarterly sales report reviewing standard analysis of previous month sales using Excel pivot tables and create dashboards to provide an overview of sales performance as well as budget management.
  • Analyze performance to quota, products trend analysis, customer segment analysis, pricing analysis and growth analysis
  • Collaborate with marketing to meet commercial goals: shipping marketing materials, application for approval documentation, conference management & the approval process
  • Leverage Relationship to form new access to National GPO’s and IDN’s.


Experience Requirement:

  • 10+ years of experience in National Accounts, Strategic Accounts, (IDN/GPO), or contracting.
  • Previous experience working for an Orthopedic, or Spinal Implant company.
  • Understanding pricing models, and analytics to implement
  • Previous experience negotiating agency contracts.
  • Analysis, business process analysis or similar role in a medical or pharmaceutical company
  • Expertise using Excel and pivot tables, Microsoft Office, Internet research
  • Storm previous track record in Negotiation, and gaining access to GPO/IDN
  • Experience in reviewing in Developing Contracts, both executing, as well as alignment with organization long term strategic initiatives.
  • SIOP (Sales Inventory Operations planning experience helpful)

Compensation: Commensurate with previous experience
Travel: 75%+
Years of experience: 10+
Degree: Bachelors (MBA preferred)
Location: National

NOTE: This job description is confidential and not intended to be all-inclusive. Contact the recruiter below for more information.

Job Requirements

Spine, Orthopedics, National Accounts

Meet Your Recruiter

Chris Miclot
Vice President & General Manager

Chris specializes in the Orthopedic and Spinal medical device market. Working with both early stage disruptive technologies, to midsized publically traded organizations. His regular conference attendance gives him a unique perspective on trends of the industry, as well as how to identify, target, and recruit top talent at the executive and emerging responsibility level. Chris enjoys being able to help companies get to where they want to go, and candidates to where they want to be.
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