Sr National Accounts Manager

Zimmer Biomet • Rochester, NY • 4h ago

At Zimmer Biomet, we believe in pushing the boundaries of innovation and driving our mission forward. As a global medical technology leader for nearly 100 years, a patient's mobility is enhanced by a Zimmer Biomet product or technology every 8 seconds.

As a Zimmer Biomet team member, you will share in our commitment to providing mobility and renewed life to people around the world. To support our talented team, we focus on development opportunities, robust employee resource groups (ERGs), a flexible working environment, location specific competitive total rewards, wellness incentives and a culture of recognition and performance awards. We are committed to creating an environment where every team member feels inspired, invested, cared for, valued, and have a strong sense of belonging.

What You Can Expect

Paragon 28, a Zimmer Biomet company, is hiring a Sr Nationals Accounts Manager. The Sr. National Accounts Manager is responsible developing and maintaining relationships to secure contracts with ASCs, IDNs and hospital systems and ensures all national contracts meet legal and Paragon 28 requirements for accurate pricing and compliance. The Sr. National Accounts Manager also has the authority to handle more complex pricing negotiations.

This is an individual contributor role.

The Sr. National Accounts Manager is responsible for all National Accounts Manager duties, as well as:

Design, develop and create specialty agreement terms

Identify and report potential issues and proactively suggest or facilitate resolution, including stepping in on more complex collections/billing/pricing issues for conflict resolution

Assist in organizing and leading industry marketing conferences associated with organizations specific to National accounts, i.e. value analysis, nursing, risk management and supply chain organizations

Assist in conducting periodic maintenance of account/contact records in CRM system as well as enforcing data management/data integrity rules and guidelines with sales team

Mentor and assist Key Account Managers

How You'll Create Impact

National Accounts Manager Responsibilities: Draft and review contracts, make recommendations, track, report and maintain contract status, and maintain correspondence control with customers (internal and external), exercising discretion and independent judgement as circumstances warrant. Analyze and interpret requested contract modifications and act as point of contact for Sales Representatives regarding system congruency with contracted pricing. Negotiate contract terms and conditions Strategic price analysis along with sales and value analysis models to optimize contract opportunities Analyze and review accuracy of reports, contract language, communications to protect financial impact to Paragon 28 Provide depth and scope in all negotiations Provide sales force education & understanding of National Accounts process and customer needs Develop relationships including face-to face with key decisions makers within hospital groups, IDNs, and ASCs Breakdown and analyze benchmarking of corporation data and analyze historical pricing data to compliantly negotiate fair and accurate pricing Liaise with the sales and financial teams on contract language impact to revenue recognition, manage rebate contract information and reporting. Manage procedures for oversight and surveillance of market share or rebate agreements with the hospital systems, ASCs, IDNs and GPOs Align with sales force to uncover, assist, and make proposals and close capital set sales opportunities. Ongoing update of accounts through CRM Excel spreadsheets. Compile, submit, and discuss in detail capital set sales proposals. Other duties as required.

Your Background

Bachelor's degree

Must have at least on year of experience in National Accounts Manager role with Paragon 28, or equivalent Medical Sales or Medical Device Industry experience including 4 of the following:

Medical device industry

Working with surgeons

Hospital environment

Surgical environment

Operating room experience

Supply chain professional

Orthopedic industry

Surgical implants

Foot and Ankle implant

Negotiations

Contracting

Government contracting May consider equivalent combination of education and experience

Track record of training sales representatives, hospital personnel and customers

Proven record of accomplishment in building and managing sales, introducing new marketing programs, managing costs, budgeting, developing sales forecasting methods, improving margins, and increasing revenue

Must have a valid driver's license and active vehicle insurance policy

Strong analysis, problem-solving and decision-making skills

Excellent written and verbal communication skills as well as a strong sales skills and work ethic required

Excellent attention to detail and proven organizational skills, able to prioritize and multi-task and see projects/assignments to completion

Proficiency in MS Excel, MS Word, MS PowerPoint and customer database management systems

Team player and ability to work independently, make judgment calls and take ownership of outcome from those decisions

Prior knowledge and/or ability to learn and understand orthopedic concepts

Proficiency with ERP systems in an order processing function a plus

Experience working in an extremely fast-paced high-volume environment and ability to hit deadlines

Experience drafting RFQ/RFP/RFI proposals with detailed product and procedure knowledge a plus

Knowledge of reimbursements and CPT codes preferred

Experience managing capital set sale proposals preferred

Travel Expectations

Up to 50% overnight travel.

Compensation Data

EOE

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