The Corporate / National Accounts Executive has responsibility for contract negotiations and management within hospitals, IDNs, and targeted GPO organizations, with the goal of driving Visby Medical’s revenue share and for coordinating strategies in key national accounts. This position partners with the Sales and Marketing management team to build mutually preferred partnerships with targeted strategic accounts and drive brand awareness and value proposition at the highest levels.
Design and execute the strategy for negotiations with hospitals, IDNs, and GPOs.
Build a strong Visby Medical brand at the C-Suite level within hospital systems.
Support the sales team in building relationships with key physicians, executives, and supply chain.
Develop strategic partnership proposals that drive new business and incremental share, including quarterly business reviews with strategic accounts.
Identify emerging markets and market shifts while being fully aware of new products and competition status.
Develop and present a strong pitch to potential customers.
Design and implement a strategic business plan that expands Visby Medical’s customer base and ensure its strong presence.
Lead/develop the appropriate Visby Medical contracting strategies specific to each account that will lead to increased revenue and brand market share.
Work collaboratively with Visby Medical’s office staff to manage and update all contract and pricing data within the established systems.
Stay abreast of and manage maintenance of ongoing contracts and facility relationships to provide uninterrupted business opportunity.
Education and/or Experience
BS/BA degree required. MBA degree preferred.
10+ years of Diagnostics, Infectious Disease, and / or Molecular sales experience.
5+ years National Accounts experience.
Experience in reviewing, editing, and negotiating legal documents.
Experience in reading, analyzing, and writing strategic plans and proposals with customers.
Strong track record of sales success selling a broad portfolio of products to laboratories & different medical specialties.
In depth knowledge of GPOs and IDN hospital networks and has ability to sell technically complex products.
Proven ability as a leader in defining and developing business or markets.
Expertise with demand creation.
Experience with the customer base within territory is a plus.
Experience with Salesforce.com CRM a plus.
Strengths in networking and relationship development.
Strong oral and written communications skills.
Some formal sales messaging experience such as Strategic Selling.