Executive Director, National Strategic Accounts

I.  Job Purpose and Job Duties  

This role has ultimate responsibility for leading development and execution of company strategy to drive results in the KSUS Strategic Account division and is accountable for company performance with regional and national IDNs, GPOs Government accounts and key buying groups. This individual will lead executive decisions impacting go-to-market approach, processes, people and partnerships across the KSUS enterprise model. Additionally, this role will provide strategic leadership with the objective of enabling enterprise sales managers to meet assigned targets and objectives. They will be responsible for setting the overarching national targets and working with leaders to build top-down and bottom-up quotas.

II.  Job Duties

Strategic Account Leadership:

• Develop a comprehensive strategic account planning process for key customers, execute, measure and iterate as needed.
• Build and foster strong relationships with C-suite executives, decision-makers, and influencers within health systems, IDNs, GPOs, and government agencies.
• Understand customer needs, pain points, and long-term goals to align our portfolio effectively.
• Establish KARL STORZ as a long-term solutions provider integral to customer success, not a vendor.
• Partner with finance and strategy to build and track to financial forecast for the group

Team Leadership:

• Inspire, coach and develop the leadership team to elevate process and market team collaboration and to drive differentiating performance for the business.
• Build and lead a world-class team of Corporate and National Account Directors
• Provide mentorship, coaching, guidance and performance management to drive excellence on your leadership team and individual and team success on theirs.
• Set clear performance expectations and track progress toward revenue, leading indicator and strategic targets.
• Drive a strong culture of strategy, streamlined and repeatable process, data-based decision making and performance.

Business Development:

• Accountable for near-term results as well as creation and execution of strategic, actionable, measurable long-term account plans to shift our market position with major accounts.
• Lead a team of Corporate and National Account Directors to identify growth/wallet-share expansion opportunities within existing accounts and full conversion opportunities.
• Collaborate with business line sales and marketing teams and coach your team to serve as the coordinating linchpin for market teams across shared accounts.  
• Negotiate contracts, pricing, and terms to maximize revenue and profitability.
• Partner effectively across internal departments and colleagues to optimize process and make thoughtful use of resources.
• Identify and execute on approved partnership opportunities to differentiate us with strategic accounts

Market Insights and Trends:

• Stay informed about industry trends, competitive landscape, and regulatory changes.
• Maintain a consistent presence at key industry events, directly and/or through your team.
• Leverage market intelligence to inform strategic decisions and product development.

Collaboration:

• Work closely with regional sales teams and business line leaders to ensure consistent messaging and alignment.
• Engage with cross-functional teams to address customer needs comprehensively.
• Build a culture of collaborative leadership, and leading through influence, and demonstrate respect for colleagues at all levels of the organization.
• Ability to interact closely with KSUS President and Leadership Team as well as global colleagues from many different cultures.
• Performance Metrics:
• Achieve or exceed revenue targets, market share growth, and customer satisfaction goals.
• Monitor key performance indicators (KPIs) related to account penetration and profitable revenue generation.

II.         Requirements

• Education: Bachelor’s degree (Master’s preferred).
• Minimum 10-15 years of progressive experience in strategic account management within the medical device industry.
• Proven success in driving revenue growth and managing complex customer relationships.
• Experience working with and strong relationships with decision makers in health systems, IDNs, GPOs, and government entities.
• Strong leadership, team-building, and communication skills.
• Excels in strategic planning and building and maintaining a process-driven organization.
• Salesforce or equivalent CRM experience. Ability to own and drive the team forecast.
• Demonstrated ability to build and sustain a process-oriented, high-performance culture and team.
• Experience with hiring, inspiring, managing and motivating a diverse team.
• Collaboration oriented, with a “we, not me” approach.
• Visionary mindset with the ability to develop and execute long-term account strategies,
• Proficient in contract negotiations, with understanding of    
• Deep understanding of the medical device industry, healthcare trends, and regulatory landscape.

Preferred

• Experience working in a matrixed and/or global company is a plus.

IV.  Core Requirements

Degree of accountability: Independent

Degree of decision making: Significant executive-level strategic decisions

Financial/Budgetary: Forecasting, pricing negotiations and department budget oversight

Safety:  Adhere to and enforce KARL STORZ safety policy

Supervision:  Leadership position, direct supervision of others, including leadership roles

Travel: 25% or greater

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