Director, Corporate Accounts - DoD/Federal

I. Job Purpose and Job Duties

The Corporate Account Director (CAD), Federal Healthcare, is responsible for representing the KARL STORZ portfolio and establishing aligned strategic account plans. The CAD will work with the KSEA field sales and service along with marketing resources to develop and implement strategies that drive market share growth for KSEA products and services within all assigned Federal accounts. Hired candidate is required to live in one of these states:

• Ohio
• Pennsylvania
• Maryland
• New Jersey
• New York
• Massachusetts
• Connecticut
• Maine
• Vermont
• New Hampshire
• Delaware
• Rhode Island

II. Job Duties

• Proactively coordinate with the market teams to protect KSEA position and to expand all specialties within assigned federal facilities
• Develops and executes strategic plans including the coordination of internal stakeholders; establishes consistent cadence of communication and planning
• Must be effective at gaining access to decision makers and establishing productive working relationships
• Ability to motivate the KSEA sales, service, and marketing teams to engage and drive strategy to realize market share gain and revenue growth
• Develop strong relationships with KSEA functional areas (Sales, Finance, Service, Operations, Marketing) and provide feedback to KSEA Executive Management on activities and market conditions
• Work directly with all assigned Federal accounts in developing and managing solicitations within assigned geography
• Manage KSEA Govt contracts within assigned geography
• Implement data driven strategies to achieve respective sales, market share, and market growth targets
• Present strong, professional image of self and KSEA during executive level customer presentations
• Cultivate and spearhead healthy relationships between field and internal departments for cohesive and productive business and sales initiatives with KSEA customers

III. Minimum Knowledge, Education and Skill Requirements

Required:

• Bachelor's Degree required
• A minimum of 10 years' successful surgical endoscopy selling experience working in complex environments where success is tied to developing and implementing strategies to realize market share gain and revenue growth
• A minimum of 8 years' experience working in or with the U.S. Federal healthcare system to include the Veterans Health Administration and/or the Department of Defense
• Strong interpersonal skills with the ability to negotiate, influence, and generate confidence, trust, and respect with key stakeholders
• An in-depth knowledge and understanding of current medical-device industry changes, context, and complexities as they relate to Federal healthcare
• Strong negotiation experience with negotiating contracts required
• Proven ability to work cross functionally to achieve business goals and drive results
• Proven ability to maintain confidentiality and exercise discretion in business relationships
• Experience selling complex clinical capital & service solutions in a healthcare setting
• Fact based decision maker using data, experience, and stakeholder input to drive optimal outcomes that deliver market share and revenue growth within assigned accounts Proficiency with Microsoft Excel and PowerPoint required
  

Preferred:

• Existing relationships and a documented track record of success working with the federal healthcare system
• Experience within the KSEA organization
• Experience in working with Salesforce
• Former US Military member or Government contractor

IV. Essential Function

• Executive Level Relationship Building: Engages and establishes trust / credibility with senior level / executive stakeholders in assigned accounts
• Communication / Negotiation: Articulates KSEA's value proposition through complex negotiation of agreements with executive level stakeholders spanning full KSEA portfolio and all BUs
• Coordination: Understands and thinks critically about Federal healthcare needs. Coordinates internally to drive opportunities uncovered from executive level relationships down through associated member facilities
• Industry Knowledge: Comfortable working at Federal healthcare facilities with wide range of leadership and clinical influencers and understanding key market drivers

V. Core Requirements

• Degree of accountability: Generally independent Degree of decision making: Significant strategic decisions
• Financial/Budgetary: Strong financial understanding on contracts
• Safety: Adhere to and enforce KARL STORZ safety policy
• Quality: High degree of output in both written and verbal interactions
• Supervision: Individual contributor
• Authority to Sign (not applicable for North America): No
• Travel: Up to 50%