Director Strategic Accounts

The Opportunity

The Director, Strategic Accounts reports to the SVP, US Commercial and is a member of the company's commercial leadership team. The individual is responsible for the direction and management of all commercial functions related to developing the business in TOP 50 Cancer Centers and other defined IDNs in the domestic US.  The individual will create and drive strategic initiatives in collaboration with customers to enable rapid growth for the instrumentation, service, and consumable offerings for Biocare Medical.  This will include collaborating with the local account executives and area directors regarding landscape mapping, strategic initiation, corporate pricing, strategic negotiation, distribution, channel strategy, and key-opinion leader panels and data collection.  The position will have primary focus for enabling new large instrument placements across the TOP 50 Cancer Centers in pursuit of the Biocare corporate revenue goals.

Position Requirements & Major Responsibilities

• Collaborates with the Biocare C-team and commercial leadership to implement plans, strategies, objectives, policies and procedures to fulfill the company’s annual revenue goals and market share expansion initiative.
• Maintains an up-to-date understanding of the IHC, Molecular and Instrumentation products and industry trends.
• Tailors value propositions to specific accounts to appeal to membership, leadership, and key opinion leaders
• Participates with C-Team when necessary, to define quarterly and annual sales forecasting activities and to set performance expectations.
• Collaborate with R&D and marketing to craft future view of company for positioning with Top 50 Cancer Centers and other defined strategic accounts
• Identifies and fosters Key-Opinion leader network to garner support for the 12–18-month strategic plan.
• Work with Empire sales leadership to  drive instrument placements across all laboratories
• Coordinate the involvement of Biocare personnel including support, operations, sales and management resources, in order to meet objectives, to include exhibitions, annual trade shows
• Maintain a solid understanding of current market dynamics, through industry relationships, within different segmentation groups.
• Works with marketing to develop materials for sales teams such as case studies and specific value summaries and R&D pipeline summaries.
• Maintain a solid understanding of current market dynamics, through industry relationships, within different segmentation groups.
• Formulate, modify, amend contracts for proposed benefits to both parties.  Work closely with Biocare legal counsel to ensure business continuity and risk/reward measurements.  
• Other duties as assigned by management.

Preferred Experience & Credentials

• MBA required with a minimum of five to seven (5-7) years of working experience with GPO clients in the medical device and Hospital supply markets.  
• Previous experience working in complex, high growth industry in the healthcare space.  
• Product Management and New Product Launch experience preferred.  
• Experience and understanding of regulatory requirements (MDSAP, ANVISA, ISO13485, IVDR) preferred.  
• Must demonstrate expertise in meeting facilitation.
• Exercise professional discretion and judgment.
• Excellent overall communication skills including written, oral, listening and executive meeting facilitation.
• Planning and organizational skills.
• Strong analytical and problem-solving skills.
• Proficiency using Microsoft Office tools such as Word, Excel and PowerPoint as well as Tableau and Salesforce.com.
• Results orientated with the ability to plan and deliver against project deadlines.
• Proactively contribute to creating a good team atmosphere.
• Ability to partner and collaborate effectively to implement programs through a multi-layered, decentralized organization with various chains of command.
• Embraces personal challenge.
• Creative and flexible in attitude and style to adapt to new situations in a rapidly changing, dynamic environment.
• Resilience, optimistic and open to change.
• Self-motivated and able to work well under pressure.
• Express ideas clearly and concisely both orally and in written form.

Compensation Range

• $160,000 to $180,000 Annually (plus commission)