Strategic Accounts Director

PURPOSE AND SCOPE

Utilizes wide-ranging experience to develop and implement programs/contracts for national accounts and all entities under their ownership or affiliations. Leads development of external business and provides updates to customers, quarterly business reviews, and forecasting.

PRINCIPAL DUTIES AND RESPONSIBILITIES
· Own all accounts in assigned portfolio, new and existing account relationships, and represent the entire product portfolio (In Center, Home, and Critical Care). Develop tailored account strategies for each account with prioritization of selling, expansion and collaboration activities for growth.

· Identify and close new client opportunities by developing appropriate solutions and delivering implementation support across all customer types

· Manage and nurture account relationships to drive expansion and renewals, secure wallet share, provide product awareness, consultation, and demonstrate problem solving to customers as needs arise.

· Engage in regular face to face customer call activity.

· Leads collaboration and coordination with all supporting roles to handle customer needs and expectations.

· Represents Fresenius to customers and develops presentation materials for meetings with customers.

· Utilize sales tools daily to manage prospects, opportunities, pipeline, forecasts, and contracts, ensuring accurate reporting and timely execution.

· Executes on contracts successfully to ensure customer is meeting milestones

· Plan and execute account activities, including account planning, prospecting, and scalable engagement initiatives such as webinars, conferences, and email campaigns.

· Establish and maintain long-term, strategic relationships with customers and internal stakeholders, navigating complex organizations to drive business results.

· Leverage data and market insights to analyze opportunities, address challenges, and influence strategic marketing initiatives within accounts.

· Present business cases and performance updates to executive leadership, both internally and externally; lead Quarterly Business Reviews (QBRs) with senior management and customers.

· Engages with strategic importance and establishes credibility with leaders within The US Commercial Organization as well as internal stakeholders such as Marketing, Commercial Operations, Legal, Compliance, Customer Support, Sales and other departments.

· Review and comply with the Code of Business Conduct and all applicable company policies and procedures, local, state and federal laws and regulations.

· Performs other related duties as assigned.

Additional responsibilities may include focus on one or more departments or locations. See applicable addendum for department or location specific functions.

PHYSICAL DEMANDS AND WORKING CONDITIONS

The physical demands and work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

· Travel is required for this position

SUPERVISION

· May supervise lower level of staff.

EDUCATION AND REQUIRED CREDENTIALS

· Bachelor’s Degree; Advanced Degree desirable or an equivalent combination of education and experience

EXPERIENCE AND SKILLS

· 10+ years' experience in healthcare B2B sales and large B2B account/sales management.

· Demonstrates superior verbal and written communication skills to effectively communicate value proposition to C-suite decision makers.

· Demonstrate professionalism necessary to engage, influence and coherently convey the value proposition to C-suite decision makers.

· Working knowledge of dialysis business models and direct competitive landscape and the key value-added, differentiators

within company offerings preferred.

· Expert knowledge of the issues faced by customers and ability to identify root causes and develop innovative solutions to

· address the issues preferred.

· Expert knowledge of customer segment (e.g. issues, trends and pain points, voice of the customer) and ability to influentially discuss with senior customer contacts preferred.