Area Director. Strategic Accounts - West - Full-time / Part-time

I. Job Purpose and Job Duties

This role is responsible for leading a team of Corporate Account Directors representing the KARL STORZ United States portfolio across Regional IDNs. Additionally, this role will provide significant input into the development of the overarching department strategy and drive the development of customer-level account strategies in conjunction with the team.

II. Job Duties

• Build, lead and manage a high-performing, diverse team of IDN Corporate Account Directors
• Manage and coach team to meet and exceed their assigned targets and objectives by effective and timely performance management
• Foster an environment of information sharing, i.e. market intelligence and best practices, leveraging field-based talent and experiences.
• Ability to lead a team that can drive effective matrixed stakeholder engagement across market teams to deliver aligned results and growth
• Foster teamwork by inspiring others to excel through a commonly shared vision, aligning people behind the vision and motivating others to execute against the mission.
• Optimize resources to achieve sales and market share growth targets with specific detail toward profitable business for KARL STORZ United States
• Interpret and integrate complex, often ambiguous, marketplace data into decisions that drive productivity and performance.
• Plan and organize targets, objectives, and goals to ultimately drive wallet share growth and revenue expansion within IDNs and key markets
• Track the execution of account plans, call planning and opportunity qualification, providing support and remedial action when needed
• Support closing of any sales pursuit at the appropriate time, using judgement to determine what kind of action would be appropriate
• Develop strong relationships across KARL STORZ United States Commercial sub-functions areas as well as with Finance, HR, Compliance and Legal and provide feedback to KARL STORZ United States Executive Management on activities and market conditions.

II. Minimum Knowledge, Education and Skill Requirements

Required

• Bachelor's degree or equivalent work experience required
• A minimum of 12 years' experience working in complex selling environments with multiple decision-makers required
• A minimum of 10 years' experience working with IDNs or equivalent complexity, within or outside of KARL STORZ United States
• At least 8 years' experience leading and developing high-performing teams, preferably within the medical field
• Strong interpersonal skills with the ability to negotiate, influence, and generate confidence, trust, and respect with key executives
• An in-depth knowledge and understanding of current medical-device industry changes, context, and complexities
• Extensive experience negotiating contracts
• Proven ability to work cross-functionally to achieve business goals and drive results
• Proven ability to maintain confidentiality and exercise discretion in business relationships
• Proficiency with Microsoft Excel and PowerPoint
• Experience selling complex clinical capital & service solutions in a healthcare setting
• Documented track record of success working with complex health systems
• Fact-based decision maker using data, experience, and stakeholder input to drive optimal outcomes that deliver market share and revenue growth for the organization
• Inclusive, team-oriented collaborator who can effectively ensure best practices and drive change management
• A proven track-record of problem resolution and the ability to make sound decisions in a fast-paced environment
• Able to moderate diverse perspectives and facilitate action-oriented solutions
• Ability to foster and promote a culture of compliance and integrity

Preferred

• Salesforce experience preferred

III. Essential Function

• Resource optimization: effectively manage a team of key account sellers. Coach and develop talent to improve effectiveness of enterprise team
• Strategic alignment: Ensure assignments of identified key accounts are best allocated to existing resources
• Operations: Show senior level understanding of group purchasing organization mechanisms, motivations when signing deals, and key influencers at GPOs & IDNs
• Pipeline management: Create achievable pipeline expansion targets and support sellers to grow pipelines
• Contract oversight and ownership: Provide effective senior level oversight to key account managers when necessary to get large group purchasing deals across the line

IV. Core Requirements

Degree of accountability: Generally independent
Degree of decision making: Significant strategic decisions Financial/Budgetary: Manage budget Safety: Adhere to and enforce KARL STORZ safety policy Supervision: Leadership position, direct supervision of others
Travel: > 25%

Your Benefits

• Medical / Dental / Vision including a state-of-the-art wellness program and pet insurance, too!*
• 3 weeks vacation, 11 holidays plus paid sick time*
• Up to 8 weeks of 100% paid company parental leave**
• 401(k) retirement savings plan providing a match of 60% of the employee's first 6% contribution (up to IRS limits)
• Section 125 Flexible Spending Accounts
• Life, STD, LTD & LTC Insurance
• We prepay your tuition up to $5,250 per year! - Tuition pre-imbursement
• Fitness reimbursement of up to $200 annually
• Employee referral program of up to $2,000 per hire
• And much more!

*Field sales, internships, and part-time employees are not eligible except where required by state law.
Non-employees, including temporary workers and consultants, are not eligible to participate in the KARL STORZ benefits program.
**To include, maternal/paternal leave, adoption, and fostering of a child.

KARL STORZ reserves the right to change or modify the employee's job description whether orally or in writing, at any time during the employment relationship. Additionally, KARL STORZ, through its supervisors, may require an employee to perform duties outside their normal description within the sole discretion of the supervisor. Employees must comply will all applicable KARL STORZ policies and procedures.

Credentialing requirements at KARL STORZ

KARL STORZ is committed to maintaining a safe work environment for our employees and customers. Most field-based roles at KARL STORZ require hospital credentialing/health screens as a condition of employment. Credentialing can include required vaccinations, health screens & other requirements as outlined by our customers. During the interview process, we encourage you to ask how credentialing/health screens may impact the role you are seeking and if you require any reasonable accommodations regarding these requirements.

Pay Transparency

The pay range and/or hourly pay rate listed is a good faith determination of potential base compensation that may be offered to a successful applicant for this position at the time of this job posting and may be modified in the future. When determining a specific team member's base salary and/or hourly pay rate, several factors will be considered including such things as location, specialty, service line, years of relevant experience, education, professional credentials, internal equity, and the amount budgeted for the role.

Equal Employment Opportunity & Reasonable Accommodation Statement

KARL STORZ is committed to creating an inclusive space where employees are valued for their skills and unique experiences. To achieve this goal, we are committed to diverse voices, and all applicants will receive consideration without regard to race, color, sex, national origin, disability, veteran status, or any other protected characteristic. KARL STORZ is also committed to providing reasonable accommodations during our recruitment process. Should you need assistance or accommodation please email us at taoperations@karlstorz.com.

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