Strategic Account Director
Responsibilities
- Competitive Conversions. Identify, Grow, and Close business in competitive IDN’s as assigned. Seek, establish, and develop strong preferred relationships with IDN’s. Accomplish by :
- Work with sales representatives and management and of the sources to identify target IDN accounts as geographically appropriately assigned.
- Closely collaborate with field sales and sales management team to win competitive conversion IDN business and to improve company sales through these channels.
- Frequent field visits to IDN and hospital administrative offices promoting our products / services as a value to their member hospitals / surgery centers
- Develop and implement strategies with Sales Director, Regional Sales Manager, and Sales Representatives for targeted IDN’s.
Specific plans and objectives will be identified for each targeted IDN to collaborate efficiently.
2. Develop IDN Roadmaps including historical spend, current requirements and futures, for each major Fluke Health Solutions product category.
Establish scheduled business reviews with each assigned IDN. Strategize through Bundling opportunities.
3. Support and educate the Fluke Health Solutions, NA sales force and management team on how to best work with the IDN’s. Accomplish by :
- Personal contact / phone contact with managers and representatives
- Visiting buying group member hospitals with representatives promoting all Fluke Health Solutions, NA product line and the buying group agreement
Qualifications
- Extensive sales success, sales management success, and high-level business to business success in medical equipment products
- Awareness of competitive products and activities, ultrasound, monitoring, and anesthesia products preferred
- Experience with large IDN’s including a large contact base within assigned accounts
- Strong communication and presentation skills
- MS Excel excellence
- Strong oral and written communication skills
- Ability to create customer relationships built on trust and to be perceived as a consummate professional that possesses the ability to deliver on promise
- Commitment to ongoing continuous improvement that will permeate up and down your organization
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