Director of Strategic Accounts #1577

Position overview

Responsible for market share growth, contracting management, and pooling resources across the organization to ensure growth with the members within awarded GPO, IDN, and other strategic partners.

Product

• NovoSorb BTM is a man-made synthetic polymer that does not contain any biological materials. This is important because traumatic wounds often contain bacteria that may cause infection. Given that BTM is comprised of synthetic material it does not contain any food for bacteria and has shown to be robust and retain product integrity in the presence of infection.
  • NovoSorb BTM is indicated for use in the management of wounds including partial and full-thickness wounds, pressure ulcers, venous ulcers, diabetic ulcers, chronic and vascular ulcers, surgical wounds, trauma wounds (abrasions, lacerations, second-degree burns, and skin tears), and draining wounds.
• SynPath is currently in development.

Key Responsibilities

• Grow PolyNovo presence in key accounts within contracted GPO and IDN accounts.
• Maximizes points of contact and influence to drive opportunity and penetration across GPO and IDN hospital members.
• Develops new business through competitive selling and maintains existing relationships with customers (GPO DIMs & field Management, key hospital admin/executives).
• Own and manage new GPO/IDN contracting process, roll out, and adoption across the US.
• Work with SD and TM to generate and manage RFP and contracting process at IDN's.
• Works closely with field sales team and Marketing to develop programs that uniquely build on PNV's ability to succeed in strategic accounts.
• Understands and drives on-contract opportunities, whilst selling the administration of both GPO and hospitals against off-contract products, utilizing both clinical and economic data
• Be able to articulate health economic benefits of PolyNovo products and services
• Review revenue reports with contract administrator to confirm service fees and rebates.
• Schedule timely business review meetings with accounts assigned - providing overview and state of business, opportunities for growth and address any challenges.
• Integration of latest Definitive Healthcare data for assigned accounts.
• Provides forecast monthly, quarterly, and annual, working with SD and TM for alignment on actionable requirements.
• Create and executes on agreed upon strategic business plan - though your understanding, communication, and knowledge of market dynamics.
• Develops and delivers outstanding conversion and customer service.
• Maintain CRM with all current information including contacts, discussions, conversion progress, surgeon meetings and communications, and completion of all self-created and assigned tasks (mostly daily, some as activity dictates)
• Support local sales team with VAC process with new GPO member accounts.
• Manages to assigned budget.
• Effectively engages corporate resources to meet objectives.
• Provide market feedback/input to the Quality, Regulatory and R&D team through case report surveys.
• Complete all administrative duties timely and as required: expense reports, forecasting, account progress reports (not in Zoho).
• Participate in regional and national tradeshows as requested.

Territory parameters

• National

Acceptable candidate locations

• Anywhere near a major airport

Compensation & benefits information

• Base salary: $175-190k
• Bonus: $40-70k
• Total Comp: $220-250k
  • Car allowance + gas
  • Medical, dental and vision coverage
  • 401k with company match
  • Vacation
  • Cell Phone Allowance

Minimum requirements

• Bachelor's degree in business and/or BMedSci/BSc (Life Sciences)
• Scientific understanding of biotechnology
• Ability to provide technical and sales training and support to new employees.
• Excellent technical knowledge of NovoSorb
• BTM and other company products.
• Strong written and verbal communication skills
• Strong interpersonal skills and demonstrated ability to establish and maintain effective working relationship with co-workers, customers, and other stakeholders.
• Proficient utilizing a PC and specifically in Microsoft Office
• Ability to travel as required - per territory requirements
• Proven ability to take accountability for the quality and timeliness of their work outputs
• High level of experience with working autonomously and within a very small team environment.
• High level of proactive problem-solving skills
• Demonstrated ability to maintain a high level of reporting, documentation, and organization