Description
Position Summary:
The Corporate Account Manager (CAM) is accountable for winning targeted Integrated Delivery Networks (IDNs), Group Purchasing Organizations (GPOs), and large healthcare systems through system level relationships and corporate account business plans. The CAM is expected to win new profitable business by presenting CIVCO's Value Proposition to key senior executives of IDNs, GPOs, and large healthcare systems. The CAM will be held accountable for achieving CIVCO's business objectives such as but not limited to conversion of competitive business and forecast attainment of acquisition objectives. The CAM will maintain contracts and ensure contract compliance. The CAM will collaborate with CIVCO Sales Channels to deliver on CIVCO financial revenue and EBITDA objectives. The CAM will identify, cultivate, and manage profitable business relationships with alternative sales channels to include, CIVCO USA SalesTeam and Distributors. The CAM will collaborate with USA Sales Leadership, OEM team, Business Units, Product Line Managers, MarCom, Finance, and Legal to drive CIVCO product, sales, and pricing strategies. The CAM will report to the Corporate Account Director.
This position will work out of a home office and requires up to 70% domestic travel, including travel to CIVCO's Corporate Office and customer location. Ideal candidates will reside near a major metropolitan airport.
Essential Job Duties and Responsibilities (other duties may be assigned):
Successfully meet, negotiate, and close profitable contracts and pricing agreements with key executives, economic, supply chain, clinical and other critical decision makers at targeted IDNs, GPOs, and large healthcare systems. Understand the customer's strategic priorities to win new business, protect and grow existing business, and increase CIVCO capital and consumable sales.
Prioritize business opportunities across portfolio, assessing portfolio trade-offs and opportunities.
Take the lead role in acquisition for IDN and large healthcare systems and sell CIVCO Strategic Products.
Build and manage relationships with internal organizational stakeholders.
Utilize analytics to determine opportunities and profitability for CIVCO.
Work in a collaborative process with the field sales team to develop a strategy focused on growth within targeted IDN's.
Align internal resources to address customer needs by facilitating appropriate internal and external relationships to help acquire new business.
Ensure a smooth transition and implementation of contracts and pricing agreements while recommending growth strategies to achieve overall system objectives after acquisition.
Collaborate with Sales, BUs, OEMs, Marketing, Finance, and Legal in the establishment of a profitable and consistent product, pricing and contracting strategy.
Manage and drive contract compliance.
Negotiate contracts to drive increased share, profitability, and compliance for CIVCO capital and consumable products.
Attend related industry conferences and take advantage of opportunities to interface with potential customers.
Gain customer commitment and communicate contract details within the corporation and to pertinent field representatives.
Conduct business reviews with IDN customers and set the tone for the team and others in accordance with Business Conduct Policy, HCC and other CIVCO policies and procedures.
Identify, cultivate, and manage revenue generating and profitable business partners
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.
Education, Skills, & Experience:
A Bachelor's Degree in an applicable field is required, with an MBA or equivalent qualification preferred. A minimum of 5 years overall sales experience to include a minimum of 3 years of successful experience in medical device sales is required, prior Corporate Account experience preferred, which includes managing health care accounts aligned to GPOs, IDNs, and strategic health care networks. A minimum of 3 years of multi-functional experience in Marketing, Market Development, Business Development, Sales Operations, or other commercial functions is preferred but not required. Experience in negotiating contracts is preferred but not required.
Other Skills, Knowledge and Abilities:
Consistent and proven track record in selling consumable products is required.
Strategic mindset, ability to think through and solve potential problems before they occur.
Basic financial acumen and ability to analyze data.
Self-motivated, driven individual that needs minimal oversight.
Proficient in Microsoft Office (Outlook, Teams, PowerPoint, Excel, Word).
Skilled in business communications and sales presentations.
Expertise in SalesForce effectiveness tools.
Ability to function independently as well as part of a team.
Ability to thrive in an environment of change.
Must be accountable and operate with high integrity.
Excellent written and verbal communication skills.
Ability to manage multiple priorities in fast-paced environment.
A valid driver's license issued in one of the 50 United States is required.
Physical Demands
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is regularly required to sit and talk or hear. The employee is also required to stand and walk. The employee is required to travel by automobile and other means. Specific vision abilities required by this job include close vision. The employee must occasionally lift and/or move up to 30 pounds.
Work Environment
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. This position will be mobile and may encounter a variety of work environments including noise levels.
Pay & Benefits
CIVCO offers a complete benefits package including company-sponsored health plans and 401k plans with company matching starting day one, lifestyle and tuition reimbursements, paid leave, generous vacation plans (minimum of 17 days annually), and the advantages of an environment that encourages your development, recognizes your achievements, and supports a work-life balance.
Compensation: $115,000 - $150,000 annually + 40% variable incentive target
The provided base salary range is used nationally. The rate offered is compliant with federal/local regulations and may vary by experience, certification/education, market conditions, location, etc.
COVID-19 Vaccine MandateCIVCO Medical Solutions has implemented a COVID-19 vaccine requirement for employees that are required to frequently travel to healthcare establishments. If selected, you will be required to demonstrate full vaccination status, or be granted an exemption from vaccine requirements before starting employment.If you cannot get vaccinated due to a medical condition or a sincerely held religious belief, you may request an exemption as a reasonable accommodation. Additional exemptions required by state law may also be requested.Failure to provide this documentation may result in a rescinded/revoked offer of employment. Additional information regarding required information/documentation and how to request a legally required exemption will be provided at the time of selection.
Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities
This employer is required to notify all applicants of their rights pursuant to federal employment laws. For further information, please review the Know Your Rights (https://www.eeoc.gov/poster) notice from the Department of Labor.
