Strategic Corporate Accounts Director

We're hiring! If you want your contributions to make a real difference, check out this new career opportunity with us at Draeger where we are led by the guiding principle "Technology for Life".

The Strategic Corporate Accounts Director is a field based position. The ideal candidate would be based in the Southeast US.

The Integrated Delivery Network Director (IDN) is the key system-facing contact point for Draeger, Inc. The IDN Director develops and leads strategic selling initiatives in collaboration with internal stakeholders and cross-functional teams (Sales, Marketing, Sales Operations, Executive level) related to business opportunities within targeted IDNs. The IDN Director builds high level customer relationships and strategic dialogue with decision makers/influences at IDN corporate headquarters and C-Suite nationally recognized facilities. This position leverages current Draeger footprint in targeted networks to create new business opportunities. The IDN Director is responsible for achieving sales growth through strategic account objectives. The IDN Director provides comprehensive business reviews. The IDN Director Manager is supported locally by Area Sales Managers and Sales Representatives who can be called on to facilities the technical components of the selling process.

• Serves as business partner to key IDN's. Ensures effective coordination and orchestration of all sales. Drives all business (coordinated with field and hospital level activity) and maintains all key relationships within the assigned key corporate organizations(s). Utilizes the sales and service organizations to maximize the multi-modality sales of all products and services within the corporation(s).
• Strategic Accounts Management: Designs and executes detailed strategic business plans for assigned networks, providing in-depth analysis and strategic/operational direction for all applicable company stakeholders. Develops and maintains account "Gold" sheets (Miller Heiman ) for selected networks to organize actions and enable successful progression of the sales and relationship development process.
• RFP and RFI: IDN Director owns the RFP and is responsible for sharing it with all team members (including but not limited to RVPs, ASDs, AEs, Directors, Sales VP, Marketing, Sales Operations, Finance and Legal) and planning the timely submissions to the customer. The IDN Director is responsible for drafting new agreements to protect and expand the company's business with the IDNs and ensuring any agreements they write are approved by both legal, finance, and sales leadership to ensure compliance with any existing GPO/IDN agreements.
• Internal Collaboration: Provides strategic information to support the medical business annual plans and divisional growth strategy. Prepares Business Cases, as appropriate, for extending strategic partnerships in the pursuit of incremental sales opportunities.
• Leads all IDN sales campaigns on their assigned target list. The IDN Director is expected to seek team member input to create the sales strategy to win the campaign, communicate the strategy to all team members, assign tactics to team members to execute on the strategy, hold regular team calls to update on sales campaign and team deliverables. Develops and maintains key accounts as reference sites to facilitate visits from potential new customers. Ensures that these customer visits are managed efficiently and professionally both from a Drager and reference site prospective.
• Sales and Profit Achievement: Provides input into and monitors the sales funnel in order to improve accuracy and detail to sales forecasts. Works in an advisory capacity or support role to specialty sales groups for current single sales opportunities (Blue sheets/ Miller Heiman ) in conjunction with each group's sales management teams. Collaboratively develops IDN account plans to maximize the field sales team impact and shorten the sales cycle.
• Continuously enhances/develops customer relationships within a key account, expanding knowledge of multi-tier work and business processes. Serves as consultative resource for all client desired business results related to competitive Draeger solution offerings. Effectively supports and filters all related questions and inquires.
• Brand Ambassador: Drives "total solution value proposition". Represents and sells the entire Draeger portfolio to all stakeholders, acting as the brand ambassador to the customer. Attend industry and corporate events (trade shows, association meetings, IDN meetings, etc.).
• Performs other duties as needed and assigned.

• BS/BA degree in clinical sciences w/related coursework in business or a related field or equivalent combination of education and experience; MBA preferred.
• 8 to 10 years of Capital Sales (medical device) experience in selling multiple modalities or systems requiring multi-departmental negotiations and a degree of project management oversight in resource management.
• Product management and/or Project management experience a plus.
• Previous managerial experience preferred
• Documented history of progressive management with clinical responsibility and budget and departmental review responsibilities a plus.
• 3 - 5 years' experience in a strategic and complex selling environment
• 3 - 5 years' experience with IDN contracts and contracting processe
• Position requires car and air travel on a routine basis.
• Must be able to travel up to 40% of the time.

Benefits

Drager is responsible for life. The lives of our employees are especially important to us, therefore, Drager believes in fostering a culture that places the focus on employee health & wellbeing, both in the office and at home. We offer a generous benefits package that includes, comprehensive medical, dental & vision coverage, paid time off starting at 4+ weeks per year, tuition reimbursement, 401k match,
wellness and employee support programs, life insurance and more.

Draeger has several sites located across North America as well as field-based sales and service positions. Our North America headquarters is located in Telford, PA just north of Philadelphia. We also have US sites in Andover, MA, and Houston, TX. Our Canada site is located in Mississauga, Ontario.

Our field based Sales and Service workforce is located across the nation, caring for relationships with our customers in the delivery of Draeger's exceptional portfolio of products and solutions.

EEO is the Law

Draeger is an Equal Opportunity Employer. To learn more: Know Your Rights: Workplace Discrimination is Illegal (dol.gov)