National Account Manager
National Account Managers (NAMs) are responsible for developing and maintaining relationships with Integrated Delivery Networks (IDN’s), large physical therapy chains, and physician-owned physical therapy clinics to drive incremental sales, the adoption and preference for Chattanooga and DJO technologies, account conversion/implementation coordination, and pricing management. The NAM will lead the account relationship and coordinate with the DJO-Chattanooga regional sales managers and key distributors implement programs and support the accounts.
Business and Financial Planning
Analyzes product mix of large accounts with the goal of increasing the gross profit margins of those accounts.
Analyzes current DJO sales penetration of IDN accounts, coordinate with DJOHCS team to develop IDN target list, and develop and implement account conversion plans.
Understands and assesses customer needs and establishes specific strategic business plans and solutions that meet those needs while driving DJO business objectives.
Meets with IDNs and large chains at C-Suite and facility level to enhance DJO’s corporate visibility and sales within those organizations.
Meets with key owners, executives, and decision makers of physical therapy clinics to enhance DJO’s corporate visibility and increase sales within those organizations.
Coordinates sales efforts with Sales Team at both the management and field level.
Contacts and makes pre-planned, sales presentations of importance.
Assists clients in evaluating the economic potential of the business
Manages conversion process with IDN accounts and PT companies.
Promotes the sale of product to new and established National Accounts to achieve sales objectives and greater market penetration.
Works to drive strategically aligned programs with third-party distribution partners and works to execute with the sales organization.
Drives new incremental sales from customer conversions and expands sales with existing customers.
Monitors GPO strategies and marketplace developments and communicates to the Field Sales Organization appropriately.
Consistently attains quarterly and annual revenue quota (Business Plan).
Pricing and Discount Management
Responsible for managing all discounting/pricing exceptions within assigned book of business which would include but not be limited to IDN’s, large and key physical therapy clinics, and physician owned physical therapy clinics.
Analyzes legacy discounts within assigned area/region and targets accounts for price increases.
Works with all levels of DJO Sales Management to manage discounting and price increases.
Prepares and/or reviews financial models to recommend and establish appropriate pricing tier(s) to meet customer’s needs within Company guidelines. Coordinates with Finance and Product Marketing as necessary.
Enforces DJO pricing/discounting policies.
Responsible for IDN specific contracts, contracts with new PT clinic customers and physician owned customers including pricing and terms and conditions negotiations.
Negotiates contract terms and recommends contract language.
Reviews contract terms and conditions to ensure all customer and legal requirements are incorporated.
Provides regional contracting support and direction to field sales.
Manages day-to-day contractual needs.
Serves as an experienced consultant to develop and service National Accounts and to establish and maintain preferred vendor and/or product status for accounts.
Serves a primary business contact and communication liaison between key accounts and local Sales Representatives.
Proactively identifies, establishes and maintains strong working relationships with key decision makers in assigned IDNs and GPOs and PT space.
Maintains clear and productive internal relationships with Sales Management and their accounts.
Demonstrates commitment to the DJO Compliance & Ethics Program, the DJO Code of Conduct, the DJO Sales and Marketing Code of Conduct, the AdvaMed Code of Ethics, and all supporting and applicable regulations, policies and procedures.
Treats Protected Health Information (PHI) with the strictest confidentiality in accordance with HIPAA standards.
Acquires a basic understanding of the field to include regulatory compliance issues and adhere to these guidelines.
Other duties as assigned.
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Minimum 10 years of multifaceted healthcare industry sales experience to include: sales, corporate accounts sales, sales management, and/or marketing experience.
Minimum of 5 years of sales experience working in the Acute Care, Rehabilitation, or Orthopedic medical sales industry required.
Minimum of 5 years of experience negotiating pricing and contracts within the medical products industry required.
Experience calling on executive level management at IDN’s, hospitals, PT clinic organizations, and physician owned PT clinics, and GPO’s .
Minimum 3 years DJO field sales experience required for internal candidates.
Experience presenting to C-Suite level customers required.
Sales experience working with GPO contracts and medical products stocking distribution required.
Experience working within complex multi-division organizations preferred.
Orthopedics products sales experience preferred.
Experience working with distributors preferred.
Knowledge of healthcare insurance and third-party reimbursement preferred.
Bachelor’s Degree required.
MBA desirable, but not required.
Must possess a valid Driver’s License and current automobile insurance.
General Skills/Competencies/Specialized Knowledge
Ability to understand and apply complex legal considerations.
Territory Management – Understands the trends in the industry and the Company’s position in the market. Produces well-developed business plans. Maintains funnel for sustained opportunities. Maintains and uses effective strategic call plans.
Competitive Selling – Effective in selling value proposition. Proactively cultivates competitive opportunities that result in converted business. Defends competitive threats. Identifies underlying problems affecting organizational or individual performance such as market conditions, competitor actions, or other external forces.
Analytical and Mathematical Skills – Synthesizes complex or diverse information. Ability to read, analyze and interpret financial data, understand P&L accounting, and exhibit proficiency in spreadsheet development and analysis. Ability to calculate figures and amounts such as discounts, interest, proportions, percentages, area, circumference, and volume.
Business Acumen – Understands business implications of decisions. Has a strong grasp of business concepts and related issues. Shows understanding of issues relevant to organization. Keeps up to date with current practices and trends. Has and uses cross-functional knowledge.
Customer Orientation – Demonstrates a keen understanding of various customers’ (internal or external) needs and utilizes a variety of DJO resources to provide solutions and a compelling value proposition.
Project Management – Ability to plan, organize and manage resources to bring about the successful completion of specific project goals and objectives. Exhibits proficiency in organizational and workflow development and analysis.
Communication – Communicates effectively at all levels of the organization. Expresses ideas clearly and simply both verbally and in writing. Promotes timely, ongoing flow of information to others. Communicates and listens effectively in order to develop and maintain key business relationships. Ability to effectively interface with others on behalf of the organization. Influences key business partners and customers to achieve mutually beneficial results.
Collaboration and Teamwork – Works collaboratively and cooperatively with many teams cross-functionally. Energetic and willingness to work closely with all team members to achieve success.
Presentation Skills – Demonstrated ability to present in both 1:1 or in group settings. Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public. Delivers a clear and compelling message tailored to the needs of the audience.
Initiative – Ability to work well independently and exercise appropriate judgment under general direction. Ability to prioritize workload, goals and tasks consistent with the department and corporate objectives. Ability to manage conflicting priorities in an effective and efficient manner.
Drive for Results – Assesses own strengths and weaknesses. Pursues training and development opportunities. Strives to continuously build knowledge and skills.
Quality Management – Demonstrates attention to detail. Looks for ways to improve and promote quality. Demonstrates accuracy and thoroughness. Communicates changes and progress.
Problem Solving – Gathers and analyzes information skillfully. Probes all sources for answers. Looks beyond the obvious. Applies appropriate theory and principles, expert judgment, and cross-functional expertise to address a broad range of complex problems.
Decision Making – Includes appropriate people in decision-making process. Identifies and resolves problems in a timely manner. Relies on extensive experience and good judgment to ensure that expectations are met and that business objectives are achieved.
Strategic Agility – Anticipates future trends and consequences. Creates competitive and breakthrough strategies/plans. Sets priorities wisely and knows how to make tough resource allocation decisions. Continuously finds ways to forward strategic initiatives. Develops strategy, demonstrates flexibility and responds to changing and future business needs.
Negotiation/Influence – Ability to negotiate with and manage others through influence (comfortable with non-line authority). Builds consensus and gains cooperation from others to obtain information and accomplish goals.
Trust and Integrity – Interacts with others in a way that gives them confidence in one’s intentions and those of the organization. Accepts responsibility for one’s own decisions and actions. Demonstrates honesty. Keeps commitments. Behaves in a consistent manner and is open, honest and trustworthy.
Computer Skills – Proficient computer system-based tools including Microsoft Office applications, e-mail, web browsers and spreadsheet software. Must have demonstrated proficiency in both MS Excel and MS PowerPoint.
TRAVEL REQUIREMENTS/WORK ENVIRONMENT and PHYSICAL DEMANDS:
Must be able to travel up to 75% of the time.
Typical work-related travel assignments range 1-5 days, and as such overnight, out-of-town stays are required.
Position requires car and air travel on a routine basis
Work Environment and Physical Demands
Field based (i.e. physician’s offices, hospitals, clinics, etc.).
The noise level in the work environment is usually moderate.
Physical Demands : Must frequently lift and/or move up to 20 pounds. Regularly required to stand; walk and talk or hear. Frequently required to sit; use hands to finger, handle, or feel; reach with hands and arms and stoop, kneel, crouch, or crawl. Office deskwork requiring sitting, walking, using phone and computer.
Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
ABOUT DJO GLOBAL
DJO Global is a leading global developer, manufacturer and distributor of high-quality medical devices that provide solutions for musculoskeletal health, vascular health and pain management. Our products address the continuum of patient care from injury prevention to rehabilitation after surgery, injury or from degenerative disease, enabling people to regain or maintain their natural motion. Our products are used by orthopedic specialists, spine surgeons, primary care physicians, pain management specialists, physical therapists, podiatrists, chiropractors, athletic trainers and other healthcare professionals. In addition, many of our medical devices and related accessories are used by athletes and patients for injury prevention and at-home physical therapy treatment. Product lines include rigid and soft orthopedic bracing, hot and cold therapy, bone growth stimulators, vascular therapy systems and compression garments, therapeutic shoes and inserts, electrical stimulators used for pain management and physical therapy products. Our surgical division offers a comprehensive suite of reconstructive joint products for the hip, knee and shoulder. Our products are marketed under a portfolio of brands including Aircast®, Chattanooga, CMF™, Compex®, DonJoy®, ProCare®, Exos™, Dr. Comfort®, DonJoy Performance® and DJO® Surgical.
For additional information on the Company, please visit www.DJOglobal.com.
DJO is a growing subsidiary of diversified technology leader Colfax Corporation
EOE AA M/F/VET/Disability
All qualified applicants will receive consideration for employment and will not be discriminated against on the basis of race, religion, color, national origin, sex, protected veteran status, disability, or any other basis protected by federal, state or local laws.
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Posted 3 months ago
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