Corporate Account Manager
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Newark, DE 19725
For more than 75 years, Grifols has worked to improve the health and well-being of people around the world. We are a global healthcare company that produces essential plasma-derived medicines for patients and provides hospitals and healthcare professionals with the tools, information and services they need to deliver expert medical care.
Headquartered in Barcelona, Spain, Grifols has over 20.000 employees in 30 countries. Grifols’ three main divisions – Bioscience, Diagnostic and Hospital – develop, manufacture and market innovative products and services available in more than 100 countries.
A leader in transfusion medicine, the Diagnostic Division is a global business focused on providing innovative solutions to help ensure the safety of the blood and plasma supply, detect human diseases and monitor therapies. The division advances patient care with diagnostic solutions to improve disease detection and management, and simplify laboratory operations.
This role is responsible for the sales leadership and management of assigned regional accounts.
Under minimal direction and with own initiative, the Corporate Account Manager (CAM) is responsible for driving sales revenue through the organization’s largest, most complex customers – Integrated Delivery Networks (IDNs). This person will work with both the Corporate Account Director, Head of Sales and Area Director, along with the sales teams while being responsible for developing the comprehensive business strategy for the organization’s IDN Accounts. They will oversee the development and execution of customer long and short term sales and marketing strategies and programs. They will coach the Area Sales Team and execute business development strategies in the Integrated Delivery Networks. Build, Develop, and Manage Customer Relationships at the senior level within these health structures.
They are responsible for achieving monthly, quarterly and annual sales forecast by customer, effectively launching new products and customizing programs and products by customer Responsible for P&L analysis and management by customer and maximizing sales and marketing spend and return on investment.
Primary Responsibilities for Role
Coaches the sales team and internal teams to lead and develop unique and customer tailored approaches, including the exploration of new accounts, teaching insights, and taking control of the sales cycle to better develop stickiness with the IDN customer base while growing the business.
Key Responsibilities include:
+ Responsible for assigned IDN’s overall financial performance, growth and contract compliance. Manage the quota, revenue and profitability margins of the business.
+ IDN Manager personal development and coaching both financially and internally to establish internal relationships to expand relationships and breadth of knowledge.
+ Plan, organize, and run Monthly IDN Team meetings focused on the messages delivered to progress through the sales funnel.
+ Contribute to the team’s knowledge base through hands-on mentoring, training, participation in regional calls/meetings and setting up meetings with Key leaders to maintain a strong understanding of the IDN clients.
+ Collaborate with Senior Contracting Individuals and supervisors and facilitate best practices and pricing strategy.
+ Work closely with Head of Sales and Area Director to identify opportunities to effectively delegate responsibilities while mentoring individuals to improve performance of team.
+ Work with Area Service Manager to elevate levels of service issues and customer satisfaction.
+ Required contracting experience with a nation Group Purchasing Organization.
+ Proven successful track record within GPO and National IDN.
+ Proven successful response and negotiating RFP’s for both IDN’s and GPO’s
+ Ability to lead a team without authority driving specific IDN strategies.
+ Demonstrated ability to develop on-going professional relationships with Key opinion leaders
+ Strong organizational skills with proven time management skills.
+ Strong business acumen skills are a must.
+ Ability to work independently and creatively.
+ Ability to work Excel and PowerPoint.
+ Excellent communication skills including verbal and written. Additional Responsibilities
+ Manage assigned IDN Relatinship
+ Identify the key people (KOL) and understand their needs and decision timeline
+ Maintain and grow Grifols market share of the assigned IDN IH and BGG annual spend
+ Regional leadership
+ Lead without direct authority the IH sales team to successfully drive and grow assigned IDN business
+ Conduct periodic business reviews and insure successful IDN compliance to agreement Knowledge, Skills and Abilities Demonstrated knowledge of IDN and corporate account management in government and non-government customersExcellent oral and written skills communicationDemonstrate high level of organizational, communication, and leadership skills to effectively interface with all levels of the organization and key diagnostic partners.Resourceful and able to work in a collaborative team environment with minimal supervision Education
+ B.S. in life sciences, business, finance, legal or marketing, MBA preferred; Healthcare/Diagnostics/Laboratory Experience Minimum of 3 years’ experience in regional IDN or corporate account management
Grifols is committed to Equal Employment Opportunity (EEO) and to compliance with all Federal, State and local laws that prohibit employment discrimination on the basis of race, color, age, national origin, ethnicity, religion, gender, gender identity, pregnancy, marital status, sexual orientation, citizenship, genetic disposition or characteristics, disability or veteran’s status or any other classification protected by applicable State/Federal laws.
Learn more about Grifols
Req ID: 89215
Type: Regular Full-Time
Job Category: Sales/Sales Operations