Director, Strategic Accounts - Medical

JOB OVERVIEW: 

This position is responsible for establishing high profile relationships and directing competitive offerings to capture, retain and expand organically our growth in the customers in the Midmarket and Upmarket segments.  This role leads a team of Strategic Account Managers (SAM), to grow the Medical Group revenues, reputation and image by selling, servicing, and maintaining targeted large accounts. This position cultivates new clients, maintains active business relationships and facilitates growth in existing accounts 

KEY RESPONSIBILITIES: 

• Cultivate and maintain professional relationships with health system customers. 

• Lead a team of Strategic Account Managers proving strategic direction and coaching to drive revenue growth and customer satisfaction 

• Cultivate and maintain executive-level relationships with key stakeholders within health system customers, serving as a trusted advisor. 

• Build and grow the Henry Schein Brand in the up and mid markets. 

• Negotiate and develop distribution contracts with corporate entities including: Management Services Organizations (“MSOs”), Integrated Delivery Networks (“IDNs”), Emerging Markets, Clinical Health Centers (“CHCs”), Home Health, Individual Hospitals, IPA’s, associations and large medical group practices. 

• Assist in training the Area Sales Directors, Regional Sales Managers (“RSMs”), and Field Sales Consultants (“FSCs”) with negotiating and developing distribution contracts. 

• Leads business reviews with key strategic customers to communicate value, identify risk and uncover expansion opportunities. 

• Partner with the Business Development team to identify, cultivate, and secure key IDN pursuits and growth opportunities. 

• Lead the Strategic Accounts team in driving organic growth and maximizing account penetration by expanding the adoption of the full medical product portfolio across current customers  

SPECIFIC KNOWLEDGE & SKILLS:   

• Sales leadership experience within the healthcare industry 

• Excellent ability to motivate and communicate teams 

• Proven ability to develop partnership 

• Demonstrated success in a highly competitive market 

GENERAL SKILLS & COMPETENCIES:   

• Outstanding management and leadership skills and ability to attract, retain, motivate, develop, mentor and coach team members for high performance 

• Outstanding verbal and written communication skills and ability to resolve disputes effectively 

• Outstanding presentation and public speaking skills 

•  Expert independent decision making, analysis and problem solving skills 

• Understand, interpret and act on financial information and external trends that contributes to business profitability 

• Plan and manage complex and successful projects; understand available resources, develop timeline, budget and assign areas of responsibility 

• Lead teams to achieve company goals and solve complex business issues in creative and effective ways 

• Expert planning and organizational skills and techniques 

• Communicate effectively with senior management and key stakeholders 

• Excellent negotiating skills and ability to effectively manage internal and external relationships 

• Ability to influence, build relationships, understand organizational complexities, manage conflict and navigate politics 

• Broad professional and managerial skills with a full understanding of industry practices and company policies and procedures 

• Lead and develop virtual teams 

• Expert in multiple technical and business skills 

• Strategic planning skills 

MINIMUM WORK EXPERIENCE:   

Typically 12 or more years of increasing responsibility and complexity in terms of any applicable professional experience; 5 or more years of management experience.