Philips Sales Director, Strategic Accounts & Commercial Contracting – RespirTech (National) in United States of America - Home Based, Massachusetts

Position Title: National Director – Commercial Contracting & Strategic Accounts

Department: Sales

Grade Level: N/A

Position Status: Exempt

Reports To: Sales and Marketing Leader

Direct Reports : Strategic Accounts Managers, Payer Contracting Specialist, Hospital Clinical Specialists

E-PHI Access: Full Access

Posi tion Summary:

As RespirTech continues to grow, we will increase our emphasis on developing impactful and enduring relationships with large providers, payers and other risk-bearing or contracting entities. Our ability to build commercially successful interactions within such organizations will be critical to securing a long-term, industry leadership position.

In addition the National Director – Commercial Contracting & Strategic Accounts will need to develop the core strategies and tactics to drive RespirTech’s performance across target Hospital IDN’s and Group Purchasing Organizations. The success of this role will rely largely on the collaboration and development of Sales, Marketing, Clinical, and Internal Operations in addition to Payer Contracting to create a selling model that will promote the hospital to home approach.

This key strategic role will guide our work within existing strategic accounts as well as establishing a platform for success on new ones. As provider structures consolidate and elevate vendor responsibilities, especially around prevalent and expensive chronic disorders, this leader will analyze, modify and implement our approach to our targeted, strategic customers. In addition, this position will lead the effort to create infrastructure and processes around our strategic accounts effort that will upgrade our ability to analyze data, prioritize our targets, keep track of projects, and ensure good communications between functions.

Duties and Responsibilities:

This leader will

  • Build internal strategic accounts processes, including targeting, project management, sales tracking, internal communications;

  • Lead our Strategic Account Managers and Hospital Clinical Specialists and hold them accountable for developing meaningful commercial and clinical relationships, following our processes, and generally driving the growth of RespirTech in strategic accounts;

  • Ensure sales methodologies and common processes are in place, including ensuring strategic messaging is clearly conveyed among those calling on executive-level customers, and defining clear strategic account engagement guidelines;

  • Personally manage selected strategic accounts to secure new business, open new markets and drive growth;

  • Work with the field sales team to coordinate sales activities in key accounts, share ideas and create new business development strategies while ensuring clear and frequent communications within the company; these efforts should guide sales team in identifying/qualifying strategic accounts;

  • Research, identify and develop a Payer Contracting function to strategically negotiate contracts with new & existing payers that will drive revenue and protect existing markets;

  • Continue to refine the Complete RespirTech System selling model for selling the hospital to home approach. Collaborate with Clinical Leaders regarding clinical studies/metrics, marketing for development of white papers and collateral that incorporates the Complete System approach for the sales team, and sales leaders for collaboration in how to best partner with the Strategic Account Managers and Hospital Clinical Specialists to optimize revenue and profitability;

  • Develop a strong value proposition for selling the top down approach from the C-Suite in the Corporate Integrated Delivery Networks & Accountable Care Organizations;

  • Develop a pipeline of new business opportunities capitalizing on RespirTech’s core competencies. Maintain prioritized funnel report as key management tool;

  • Identify and develop synergistic growth opportunities with other Philips divisions with current strategic accounts and identify new accounts serviced by the other divisions with increased focus business with the Veterans Health Administration (VA) and the U. S. General Services Administration;

  • Collaborate with the sales, marketing and finance leadership on the development and implementation of the Group Purchasing Organization (GPO) strategy;

  • Build a network of executive relationships across our industry, community and business groups with key partners and customers;

  • Oversee Strategic Account targeting campaigns, understand the objectives and relevance while communicating effectively with the sales team and ensuring that all involved know their roles in successful campaigns;

  • Demonstrate strong critical analysis and planning skills in reviewing data and market intelligence, understand trends, prepare and communicate applicable plans;

  • Work closely with all internal teams to assure maximum support, leverage and effective problem resolution for customer issues or concerns; and

  • Assist in developing corporate relationships with Key Opinion Leaders (KOLs).

  • Monitor and communicate industry trends relevant to strategic marketing and emerging business opportunities;

  • Support continuous improvement initiatives to maximize performance and improve process quality, efficiency, and effectiveness through goal setting activities;

  • Develop strong synergistic relationships within the RespirTech Senior Management team to ensure a common and unified approach to the business;

  • Develop and maintain relationships with key personnel at targeted GPO;

  • Evaluate existing strategic accounts for current purchasing trends and profitability;

Required Qualifications:

  • BS/BA, or equivalent experience

  • 5-10 years’ experience in sales leadership roles at or above the regional manager

  • More than 5 years of experience in managing strategic healthcare accounts, including major IDNs, national GPOs and distributors

  • 5-10 years’ experience in selling capital equipment in the acute and subacute care markets

  • Hands-on experience at developing key account marketing plans and building presentations that are consistent with overall marketing messages and highlight clinical outcomes and economic benefits of medical devices for senior buyers and C- or D-level healthcare provider executives

  • Able to travel on a regular basis.

  • Experienced in leadership roles in firms that deliver products/services in the life sciences arena

  • Proven track record of successful management results

  • Ability to motivate and develop team members

Desired Experience

  • Ability to formulate and articulate a strategic approach to sales and marketing that can take advantage of evolutions in the marketplace

  • Commercial Insurance Payer engagement / negotiation experience

Physical Requirements of the Position:

Required to speak, see, hear and present strong analytical thought processes. Position may require long periods of time sitting at desk and using computer monitor. Position will require travel more than 50% of the time. Manual dexterity with keyboards and manufactured device parts is required. Must have ability to conduct speaking engagements to internal and external customers.

Acknowledgement:

I have read this job description and fully understand the requirements set forth therein. I understand that this is to be used as a guide and that I will be responsible for performing other duties as assigned. I further understand that this job description does not constitute an employment contract with Respiratory Technologies, Inc. (dba RespirTech), and that the job description may be revised and/or deviated from as needed. My employment with RespirTech remains “at will”.

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In this role, you have the opportunity to:

As RespirTech continues to grow, we will increase our emphasis on developing impactful and enduring relationships with large providers, payers and other risk-bearing or contracting entities. Our ability to build commercially successful interactions within such organizations will be critical to securing a long-term, industry leadership position.

In addition, the Sales Director for Strategic Accounts & Commercial Contracting will need to develop the core strategies and tactics to drive RespirTech’s performance across target Hospital IDN’s and Group Purchasing Organizations. The success of this role will rely largely on the collaboration and development of Sales, Marketing, Clinical, and Internal Operations in addition to Payer Contracting to create a selling model that will promote the hospital to home approach.

This key strategic role will guide our work within existing strategic accounts as well as establishing a platform for success on new ones. As provider structures consolidate and elevate vendor responsibilities, especially around prevalent and expensive chronic disorders, this leader will analyze, modify and implement our approach to our targeted, strategic customers. In addition, this position will lead the effort to create infrastructure and processes around our strategic accounts effort that will upgrade our ability to analyze data, prioritize our targets, keep track of projects, and ensure good communications between functions.

You are responsible for:

  • Build internal strategic accounts processes, including targeting, project management, sales tracking, internal communications;

  • Lead our Strategic Account Managers and Hospital Clinical Specialists and hold them accountable for developing meaningful commercial and clinical relationships, following our processes, and generally driving the growth of RespirTech in strategic accounts;

  • Ensure sales methodologies and common processes are in place, including ensuring strategic messaging is clearly conveyed among those calling on executive-level customers, and defining clear strategic account engagement guidelines;

  • Personally manage selected strategic accounts to secure new business, open new markets and drive growth;

  • Work with the field sales team to coordinate sales activities in key accounts, share ideas and create new business development strategies while ensuring clear and frequent communications within the company; these efforts should guide sales team in identifying/qualifying strategic accounts;

  • Research, identify and develop a Payer Contracting function to strategically negotiate contracts with new & existing payers that will drive revenue and protect existing markets;

  • Continue to refine the Complete RespirTech System selling model for selling the hospital to home approach. Collaborate with Clinical Leaders regarding clinical studies/metrics, marketing for development of white papers and collateral that incorporates the Complete System approach for the sales team, and sales leaders for collaboration in how to best partner with the Strategic Account Managers and Hospital Clinical Specialists to optimize revenue and profitability;

  • Develop a strong value proposition for selling the top down approach from the C-Suite in the Corporate Integrated Delivery Networks & Accountable Care Organizations;

  • Develop a pipeline of new business opportunities capitalizing on RespirTech’s core competencies. Maintain prioritized funnel report as key management tool;

  • Identify and develop synergistic growth opportunities with other Philips divisions with current strategic accounts and identify new accounts serviced by the other divisions with increased focus business with the Veterans Health Administration (VA) and the U. S. General Services Administration;

  • Collaborate with the sales, marketing and finance leadership on the development and implementation of the Group Purchasing Organization (GPO) strategy;

  • Build a network of executive relationships across our industry, community and business groups with key partners and customers;

  • Oversee Strategic Account targeting campaigns, understand the objectives and relevance while communicating effectively with the sales team and ensuring that all involved know their roles in successful campaigns;

  • Demonstrate strong critical analysis and planning skills in reviewing data and market intelligence, understand trends, prepare and communicate applicable plans;

  • Work closely with all internal teams to assure maximum support, leverage and effective problem resolution for customer issues or concerns; and

  • Assist in developing corporate relationships with Key Opinion Leaders (KOLs).

  • Monitor and communicate industry trends relevant to strategic marketing and emerging business opportunities;

  • Support continuous improvement initiatives to maximize performance and improve process quality, efficiency, and effectiveness through goal setting activities;

  • Develop strong synergistic relationships within the RespirTech Senior Management team to ensure a common and unified approach to the business;

  • Develop and maintain relationships with key personnel at targeted GPO;

  • Evaluate existing strategic accounts for current purchasing trends and profitability

You are a part of:

The RespirTech leadership team, with a team of 8-10 sales professionals reporting into you. These employees will be your Strategic Account Executives, & Hospital-focused Clinical Specialists.

To succeed in this role, you should have the following skills and experience:

  • BS/BA, or equivalent experience

  • 5+ years’ experience in sales leadership roles at or above the regional manager

  • More than 5 years of experience in managing strategic healthcare accounts, including major IDNs, national GPOs and distributors

  • 5+ years’ experience in selling capital equipment in the acute and subacute care markets

  • Hands-on experience at developing key account marketing plans and building presentations that are consistent with overall marketing messages and highlight clinical outcomes and economic benefits of medical devices for senior buyers and C- or D-level healthcare provider executives

  • Able to travel on a regular basis.

  • Experienced in leadership roles in firms that deliver products/services in the life sciences arena

  • Proven track record of successful management results

  • Ability to motivate and develop team members

  • Desired Experience

  • Ability to formulate and articulate a strategic approach to sales and marketing that can take advantage of evolutions in the marketplace

  • Commercial Insurance Payer engagement / negotiation experience

  • Physical Requirements of the Position:

  • Required to speak, see, hear and present strong analytical thought processes. Position may require long periods of time sitting at desk and using computer monitor. Position will require travel more than 50% of the time. Manual dexterity with keyboards and manufactured device parts is required. Must have ability to conduct speaking engagements to internal and external customers.

In return, we offer you

Sharpen your talents with new challenges in our dynamic organization. As a market-driven company, we’re used to listening to our customers & apply the same thinking to our employees. We offer a competitive salary, outstanding benefits and flexibility in a career with a positive and supportive atmosphere in which to develop your talents further.

Why should you join Philips?

Working at Philips is more than a job. It’s a calling to create a healthier society through meaningful work, focused on improving 3 billion lives a year by delivering innovative solutions across the health continuum at http://www.philips.com/b-dam/corporate/corporateblog/2016/PhilipsChronicDisease_5.jpg . Our people experience a variety of unexpected moments when their lives and careers come together in meaningful ways.

To find out more about what it’s like working for Philips at a personal level, visit the Working at Philips page at http://www.philips.com/a-w/careers/healthtech/working-at-philips/working-at-philips.html on our career website, where you can read stories from our employee blog at http://www.usa.philips.com/a-w/our-people/life-at-philips.html . Once there, you can also learn about our recruitment process at http://www.philips.com/a-w/careers/healthtech.html , or find answers to some of the frequently asked questions at http://www.philips.com/a-w/careers/healthtech/faq.html .

Philips is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, age, sex (including pregnancy), sexual orientation, gender identity, national origin, genetic information, creed, citizenship, disability, protected veteran or marital status.

As an equal opportunity employer, Philips is committed to a diverse workforce. In order to ensure reasonable accommodation for individuals protected by Section 503 of the Rehabilitation Act of 1973, the Vietnam Veterans' Readjustment Act of 1974, and Title I of the Americans with Disabilities Act of 1990, applicants that require accommodation in the job application process may contact 888-367-7223, option 5, for assistance.

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