Job Details

Strategic Account Executive

Location
North America, USA, Ohio, Cincinnati
Job Reference
MEDNA01275
Job Function
Sales
Job Description

Smiths Medical is hiring a Strategic Account Executive in Ohio, Michigan, Indiana and Pennsylvania.

The Primary focus of the Strategic Account Executive is to develop, lead and grow long-term collaborative business alliances and relationships with the largest and most strategic US Health Systems assigned accounts which produce a growing and profitable revenue stream of Smiths Medical products, services and solutions.  These strategic accounts will include assigned national and regional Integrated Delivery Networks (IDNs), Group Purchase Organizations (GPO’s) and Regional Purchasing Collaboratives (RPC’s).

Smiths Medical has a positive impact on someone’s life around the world every minute of every day.  In fact, over 240 people every minute benefit from a Smiths Medical product. Join us and grow your career while being a part of our continued success! We offer a fun, fast-paced, inspiring and collaborative work environment with opportunities to learn and contribute at all career levels.  Innovation is part of who we are, with industry-leading products across a broad spectrum of medical device categories and a strong new product development pipeline. 

Duties & Responsibilities
  • Lead all selling efforts for assigned strategic accounts including and not limited to driving sales growth through presenting clinical and financial value propositions aligned with the strategic accounts key initiatives and financial goals, developing, implementing and monitoring enterprise contracting solutions, driving business growth strategies, conducting quarterly business reviews and supporting and guiding executive-level decision-making processes. Utilize expertise to advise customers on solution options based on their needs
  • Set the strategy at the IDN level across all product franchises. Provide clear and concise strategic direction to the Regional Business Managers and their Account Executives accountable for driving sales through regular cadence calls which leads to a clear understanding of the strategic plan, updates against the plan, increased contract compliance, market share and profits.
  • Develop, maintain, communicate and execute business growth strategies, programs and initiatives based on the US Healthcare Triple Aim (Cost, Quality and Outcome) and the key initiatives and financial goals of the assigned strategic accounts which align to Smiths Medical’s vision, strategy and focus products
  • Build an effective network of relationships, both internally and externally. Engage, challenge and collaborate across these networks. Execute business plans within the “C-Suite” and the Executive level professionals while effectively deepening and strengthening those relationships in assigned strategic accounts. Handle complex sales cycles with large groups of decision-makers.
  • Regularly interface and collaborate with Smiths Medical senior leadership of the respective business units to align strategic accounts needs, market trends and desired outcomes. Orchestrate internal teams while serving as the main point of contact for the customer’s buying team.
  • Participate in the account relationship and activity post-sale, in partnership with the project or Account Executive
  • Make key decisions with pricing strategy based on data analytics and competitive marketing strategies.
  • Maintain contract and pricing integrity across all business units in assigned strategic accounts.
  • Document and maintain accurate and timely strategic plans in CRM.
  • Consistently maintain and apply knowledge of market, competitive and industry trends and apply to strategy within assigned accounts accordingly.
  • Proactively negotiate, influence and communicate Request for Proposals (RFP’s) and Request for Information (RFI’s) for all assigned strategic accounts.
  • Administration of contract documents, membership lists, extensions, amendments, and any special programs and communications to the assigned strategic accounts while positioning Smiths Medical brands to win profitable contracts.
  • Maintain and track all executed agreements with the ability to define the positive sales growth versus the pricing concessions in return for the strategic accounts committed sales volume levels.  Utilize creative customer centric contracting strategy to maximize share of customer wallet.
  • Provide value to the field sales organization by driving profitable revenue through successful project management of targeted key speed to impact initiatives within the assigned strategic accounts.
  • Promote and be viewed as a Trusted Advisor on all aspects of strategic account management by both internal and external stakeholders including the delivery of exceeding the annual sales target.
Diversity & Inclusion

We believe that different perspectives and backgrounds are what make a company flourish. All qualified applicants will receive equal consideration for employment regardless of race, color, religion, sex, sexual orientation, gender identity, national origin, economic status, disability, age, or any other legally protected characteristics. We are proud to be an inclusive company with values grounded in equality and ethics, where we celebrate, support, and embrace diversity.

Requirements
  • University Degree (BA degree)
  • Bachelor’s degree in Business, Marketing, or related field from an accredited college or university, MBA preferred
  • 8+ years medical device sales experience
  • 4 successful years of sales management and leadership within the medical industry preferred 
  • 4 years selling to regional and or national contracting organizations preferred
  • Expertise with large volume buyers, RFP processes and contract execution activities
  • Strong business acumen and data analytics proficiency
  • Demonstrated Team and Influence leadership
  • Excellent negotiation and closing skill set required for contract negotiations with high level leaders both with internal and external stakeholders
  • Strong presentation skill set selling to the executive level (C-Suite, VP, President and CEO)
  • Must possess a high level of knowledge and understanding of financial models and the ability to negotiate through barriers while providing alternative solutions for the customer which deliver mutual financial benefits for all parties
  • Strong interpersonal communications
Salary & Benefits

In addition to a competitive compensation package, Smiths Medical offers a comprehensive benefit package including Medical, Dental, Vision, 401K and much more!

About Smiths

At Smiths we apply leading-edge technology to design, manufacture and deliver market-leading innovative solutions that meet our customers' evolving needs, and touch the lives of millions of people every day. We are a FTSE100, global business of around 23,000 colleagues, based in 55 countries. Our solutions have a real impact on lives across the planet, enabling industry, improving healthcare, enhancing security, advancing connectivity and supporting new homes. Our products and services are often critical to our customers’ operations, while our proprietary technology and high service levels help create competitive advantage. We welcome colleagues with a curious mind, who are happy with responsibility, enjoy a challenge and are attracted by the idea of working at a business with an almost 170 year history of innovation, and five global divisions, all experts in their field. 

About Smiths Medical

Smiths Medical is always looking for people with a passion to positively impact the health and wellbeing of people around the world. If you have a curious mind, relish a challenge and want to make a difference then bring your talents here and your opportunities are endless. We're proud that we've been helping propel the human world forwards during our 160-year history of innovation. By looking at things differently. By adapting and never standing still. And by always thinking big we have introduced some of the most trusted brand names in healthcare. Today we're an aligned global business 8,000 colleagues, that touches the lives of 7 people every second across the globe. So whether you're an experienced professional or just starting out on your career, our global scale and focus on growth means great career opportunities for the right colleagues. There's never been a better time to join Smiths. And help us create the future.

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