Job: National Accounts Manager

Requisition Number 09-0522
Post Date 5/28/2009
Title National Accounts Manager
City Salt Lake City
State UT

GENERAL FUNCTION:



Responsible for achieving specified sales growth targets by establishing and managing key relationships with assigned GPO's and their related Health Systems.


REPORTING FUNCTION:



This position reports to the Vice President, National Contracts.


REPRESENTATIVE ACTIVITIES AND ACCOUNTABILITIES:



Will be responsible for sales activities and relationships management with assigned GPOs and their related Health Systems.


1. Identify, evaluate, and target sales growth opportunities writing assigned contracted and prospective GPO's and related Health Systems.

2. Initiate, develop and maintain relationships with key individuals, i.e., corporate personnel, committee members, decision makers. Manage all aspects of relationships development to include contact maintenance and strategic positioning.

3. Conduct scheduled and timely business reviews to gauge contract, client, an contract performance, assess strategic relationships and priorities, identify trends, historical patterns, and explore opportunities for contract enhancement and organization.

4. Communicate and provide consistent and accurate reporting of all related business development and maintenance functions within area of responsibility using selected tools consistent with standard operating procedures and processes.

5. Identify, assess and target national corporate accounts contracting opportunities that will financially benefit the growth of the Company. Present and make recommendations to management team.

6. Achieves annual sales growth achieving annual sales growth targets by identifying and working with committees and key decision makers to accelerate compliance and conversion to the Company's defined services. Achieve a bottom-up sales growth and contract pull-through by working closely with Field Sales Team, Contract & Proposal Team according to company Standing Operating Procedures (SOP).

7. Mange all aspects of business, including developing strategic relationships with assigned accounts, meeting with corporate personnel, GPO designated managers and/or affiliates, and serving as key contact.

8. Conduct business reviews and follow up with assigned customers on a regular basis to review business strategic relationships, trends, historic purchase patterns, and explore opportunities to expand product portfolio with contracted customers.

9. Provide accurate reporting through selected tools, on national account performance results and activities vs. objectives. These may include sales opportunity, sales calls, and sales forecast. Maintain up to date account profiles for each customer.

10. Other duties as assigned. Executive management retains the right to add or change the duties of the position at any time.

JOB QUALIFICATIONS:


Education/Credentials



A Bachelor's degree in Business Administration, Medical Technology or other related field. An advanced degree, particularly an MBA, is preferred.

Experience Required:

• At least 5 years experience in direct sales to IDN/GPO in a related field.

• A least 2 years experience in National Contract, Corporate Account

• At least 2 year Supply Chain negotiations.

• Must be competent in Microsoft Word, PowerPoint and Excel spreadsheets.

• Must be able to perform essential functions required on the job and handle demanding situations.

• Must be able to work long hours. Good communications skills, both verbal and written.


Preferred:

• Current experience in clinical lab related sales.


Special demands:

• Must meet travel regiment.