National Account Manager, IDN's (Administrative)

NATIONAL ACCOUNT MANAGER, IDN'S
MEDELA, LLC
Western States Territory
Travel 50-60%
Salary starting at $125K base

The National Account Manager of IDN's, will be managing the c-suite call points in IDN's in the hospital business for the western states of the country.
•    This is a heavily weighted position on the strategic side of selling in the IDN space.
•    Solid experience of working with IDN managers is required for this position.
•    A strong understanding of the value analysis process in the IDN healthcare space.
•    A high level of knowledge on how products are brought into hospitals through IDN channels.
•    A strategic selling history is vital. Needs to have a chameleon approach that blends aggressive negotiation skills.
•    This role requires a high level of professionalism in interactions with c-suite call points, QBR presentations, and email communication.
•    This is a single contributor role, no direct reports.

Medela's US-based manufacturing and development facility is headquartered in McHenry, Illinois.   www.medela.com

What We Offer our National Account Manager, IDN's
•    Competitive salary and bonus potential
•    Comprehensive benefits plan, which is affordable to our employees
•    401K with match
•    Money Purchase Plan
•    16-week Paid Parental Leave
•    Generous PTO package, including 14 paid holidays
•    A great place to work!
•    Salary starting at $125K base

Education/Experience Requirements- National Account Manager, IDN's
•    Bachelor's degree in Business, Marketing, or a related field is required
•    Five or more years' experience in Medical Surgical product sales required
•    Experience selling to IDN managers/c-suite call points required
•    Strong understanding of the GPO and DME channels
•    Demonstrated sales expertise and advanced negotiation skills required
•    Senior executive/ C-suite sales experience required
•    Strong computer and internet skills; software experience with Microsoft Office including Word, Excel, PowerPoint and Outlook
•    Experience with Salesforce.com preferred
•    Must be able to read, understand and communicate in English
•    Travel 50-60%
•    Must reside in the territory
•    Excellent verbal and written communication skills along with strong presentation skills required
•    Employee must meet vendor credentialing/compliance demands of accounts within given territory.  This includes but not limited to: RepTrax, VendorMate, Status Blue, VCS, etc.  For patient/customer safety purposes as part of the vendor credentialing process, Employee must satisfy account's drug screening requirements, including but not limited to screening for marijuana use, regardless if use of marijuana is legal under applicable state law.  For more information, please refer to the Drug and Alcohol Workplace Policy.

Position Responsibilities- National Account Manager, IDN's
Relationship Management
•    Establish self as the single point of contact within the national account who provides a coordinated Medela approach
•    Establish, maintain and grow business relationships with the national accounts working to understand and meet customers' needs consistent with Medela's strategies
•    Establish self as the lead within the field organization; provide expertise on business model of national accounts, decision making process and utilize all resources within Medela and the account to advance the relationship
 

Selling Skills and Negotiation
•    Understand and drive Medela's selected sales methodology (Challenger)
•    Update sales opportunities and forecasts through company CRM software (SalesForce.com)
•    Achieve sales goals through team selling within the corporate suite environment; provide accurate forecasting where required for all portfolio assignments
•    Utilize strategic selling and marketing skills to improve market share, sales and gross profit for portfolio assignment
•    Develop thorough business plans by organizing customer level sales strategies and implementation plans designed to drive sales growth; conduct business reviews as needed to communicate performance
•    Monitor performance and effectiveness of programs and promotion; recommend and/or implement changes as necessary
•    Effectively communicate, collaborate and lead a team selling approach
•    Effectively interface with pricing & contract function groups to facilitate effective contracting strategies
•    Establish pricing and product positioning strategies to meet customer needs
•    Facilitate customer support initiatives and lead conflict resolution when needed
 

Communication
•    Establishes strong internal network with various Medela stakeholders to support position including pricing & contracts, finance, marketing, field sales, customer service, logistics, clinical education, legal and administration
•    Prepare and present recommendations to management

This is not a job description. More details will be provided regarding the functions of this position.
Recruiting Firms: We are not accepting any resumes from recruiting firms or agencies.

As an EEO/Affirmative Action Employer, all qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, ancestry, citizenship, sex, protected veteran status, age, physical or mental disability, medical condition, HIV/AIDs status, marital status, domestic partner status, sexual orientation, gender identity (transgender status), weight, height or any other characteristic protected by federal, state, or local law or ordinance.
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