Executive Director, National Strategic Accounts
Company: Disability Solutions
Location: El Segundo
Posted on: May 4, 2024
Job Description:
I. Job Purpose and Job Duties This role has ultimate
responsibility for leading development and execution of company
strategy to drive results in the KSUS Strategic Account division
and is accountable for company performance with regional and
national IDNs, GPOs Government accounts and key buying groups. This
individual will lead executive decisions impacting go-to-market
approach, processes, people and partnerships across the KSUS
enterprise model. Additionally, this role will provide strategic
leadership with the objective of enabling enterprise sales managers
to meet assigned targets and objectives. They will be responsible
for setting the overarching national targets and working with
leaders to build top-down and bottom-up quotas.II. Job Duties
Strategic Account Leadership:
- Develop a comprehensive strategic account planning process for
key customers, execute, measure and iterate as needed.
- Build and foster strong relationships with C-suite executives,
decision-makers, and influencers within health systems, IDNs, GPOs,
and government agencies.
- Understand customer needs, pain points, and long-term goals to
align our portfolio effectively.
- Establish KARL STORZ as a long-term solutions provider integral
to customer success, not a vendor.
- Partner with finance and strategy to build and track to
financial forecast for the group Team Leadership:
- Inspire, coach and develop the leadership team to elevate
process and market team collaboration and to drive differentiating
performance for the business.
- Build and lead a world-class team of Corporate and National
Account Directors
- Provide mentorship, coaching, guidance and performance
management to drive excellence on your leadership team and
individual and team success on theirs.
- Set clear performance expectations and track progress toward
revenue, leading indicator and strategic targets.
- Drive a strong culture of strategy, streamlined and repeatable
process, data-based decision making and performance. Business
Development:
- Accountable for near-term results as well as creation and
execution of strategic, actionable, measurable long-term account
plans to shift our market position with major accounts.
- Lead a team of Corporate and National Account Directors to
identify growth/wallet-share expansion opportunities within
existing accounts and full conversion opportunities.
- Collaborate with business line sales and marketing teams and
coach your team to serve as the coordinating linchpin for market
teams across shared accounts.
- Negotiate contracts, pricing, and terms to maximize revenue and
profitability.
- Partner effectively across internal departments and colleagues
to optimize process and make thoughtful use of resources.
- Identify and execute on approved partnership opportunities to
differentiate us with strategic accounts Market Insights and
Trends:
- Stay informed about industry trends, competitive landscape, and
regulatory changes.
- Maintain a consistent presence at key industry events, directly
and/or through your team.
- Leverage market intelligence to inform strategic decisions and
product development. Collaboration:
- Work closely with regional sales teams and business line
leaders to ensure consistent messaging and alignment.
- Engage with cross-functional teams to address customer needs
comprehensively.
- Build a culture of collaborative leadership, and leading
through influence, and demonstrate respect for colleagues at all
levels of the organization.
- Ability to interact closely with KSUS President and Leadership
Team as well as global colleagues from many different
cultures.
- Performance Metrics:
- Achieve or exceed revenue targets, market share growth, and
customer satisfaction goals.
- Monitor key performance indicators (KPIs) related to account
penetration and profitable revenue generation. II. Requirements
- Education: Bachelor's degree (Master's preferred).
- Minimum 10-15 years of progressive experience in strategic
account management within the medical device industry.
- Proven success in driving revenue growth and managing complex
customer relationships.
- Experience working with and strong relationships with decision
makers in health systems, IDNs, GPOs, and government entities.
- Strong leadership, team-building, and communication
skills.
- Excels in strategic planning and building and maintaining a
process-driven organization.
- Salesforce or equivalent CRM experience. Ability to own and
drive the team forecast.
- Demonstrated ability to build and sustain a process-oriented,
high-performance culture and team.
- Experience with hiring, inspiring, managing and motivating a
diverse team.
- Collaboration oriented, with a "we, not me" approach.
- Visionary mindset with the ability to develop and execute
long-term account strategies,
- Proficient in contract negotiations, with understanding of
- Deep understanding of the medical device industry, healthcare
trends, and regulatory landscape. Preferred
- Experience working in a matrixed and/or global company is a
plus. IV. Core Requirements Degree of accountability: Independent
Degree of decision making: Significant executive-level strategic
decisions Financial/Budgetary: Forecasting, pricing negotiations
and department budget oversight Safety: Adhere to and enforce KARL
STORZ safety policy Supervision: Leadership position, direct
supervision of others, including leadership roles Travel: 25% or
greater#LI-MN1Your Benefits
- Medical / Dental / Vision including a state-of-the-art wellness
program and pet insurance, too!*
- 3 weeks vacation, 11 holidays plus paid sick time*
- Up to 8 weeks of 100% paid company parental leave**
- 401(k) retirement savings plan providing a match of 60% of the
employee's first 6% contribution (up to IRS limits)
- Section 125 Flexible Spending Accounts
- Life, STD, LTD & LTC Insurance
- We prepay your tuition up to $5,250 per year! - Tuition
pre-imbursement
- Fitness reimbursement of up to $200 annually
- Employee referral program of up to $2,000 per hire
- And much more! *Field sales, internships, and part-time
employees are not eligible except where required by state law.
Non-employees, including temporary workers and consultants, are not
eligible to participate in the KARL STORZ benefits program. **To
include, maternal/paternal leave, adoption, and fostering of a
child. KARL STORZ reserves the right to change or modify the
employee's job description whether orally or in writing, at any
time during the employment relationship. Additionally, KARL STORZ,
through its supervisors, may require an employee to perform duties
outside their normal description within the sole discretion of the
supervisor. Employees must comply will all applicable KARL STORZ
policies and procedures.Credentialing requirements at KARL
STORZKARL STORZ is committed to maintaining a safe work environment
for our employees and customers. Most field-based roles at KARL
STORZ require hospital credentialing/health screens as a condition
of employment. Credentialing can include required vaccinations,
health screens & other requirements as outlined by our customers.
During the interview process, we encourage you to ask how
credentialing/health screens may impact the role you are seeking
and if you require any reasonable accommodations regarding these
requirements.Pay TransparencyThe pay range and/or hourly pay rate
listed is a good faith determination of potential base compensation
that may be offered to a successful applicant for this position at
the time of this job posting and may be modified in the future.
When determining a specific team member's base salary and/or hourly
pay rate, several factors will be considered including such things
as location, specialty, service line, years of relevant experience,
education, professional credentials, internal equity, and the
amount budgeted for the role.Equal Employment Opportunity &
Reasonable Accommodation StatementKARL STORZ is committed to
creating an inclusive space where employees are valued for their
skills and unique experiences. To achieve this goal, we are
committed to diverse voices, and all applicants will receive
consideration without regard to race, color, sex, national origin,
disability, veteran status, or any other protected characteristic.
KARL STORZ is also committed to providing reasonable accommodations
during our recruitment process. Should you need assistance or
accommodation please email us at taoperations@karlstorz.com.Get in
Contact
Keywords: Disability Solutions, San Clemente , Executive Director, National Strategic Accounts, Accounting, Auditing , El Segundo, California
Didn't find what you're looking for? Search again!
Loading more jobs...