Director, National Accounts

About the Role

Hologic is seeking a field-based Director of National Accounts responsible for cultivating, developing, and leading short- and long-term corporate sales strategies and tactics to maximize sustained sales growth of the full-line product portfolio within assigned IDNs and/or GPOs. This role will expand and optimize customer relationships on behalf of Hologic and work in conjunction with Field Sales Management of each Hologic Business Unit.

Responsibilities

• Exercise vision to identify emerging markets and sales opportunities that will exploit the markets and actualize sales potential in the GYN Surgical Division.
• Act as the responsible point person within assigned accounts, representing Hologic at the highest levels of hospital systems, focusing on the Top IDNs in the country.
• Preserve and enhance value with customers on behalf of the corporation.
• Lead corporate initiatives to evaluate the financial impact of regional and national contracts and their effect on multiple distributors and designated territories, minimizing impact on Hologic.
• Develop and propose contracts and plans for assigned accounts, as well as some non-assigned accounts, to management for approval.
• Negotiate contract terms and recommend language that meets both customer and company needs with management approval.
• Work closely with the Enterprise Operations team, responding to RFIs and RFPs from managed IDNs and all GPOs.
• Provide proactive and routine insights into customer trends and projections.
• Attend conferences and trade shows regularly to better understand market dynamics.
• Provide regional contracting support and direction in the field.
• Measure and monitor contract compliance for IDN customers and GPOs.
• Track rebates and other contracts offered as calculated by Finance and Marketing prior to execution.
• Develop Request for Information (RFI) and Request for Purchase (RFP) for GPO, IDN, and contract sales.
• Serve as the point person for both internal and external communications at the regional level with account executives and many levels of management.
• Create excellent relationships with customers to drive initiatives, secure resources, and develop best practices that create measurable sales results.
• Manage contracts throughout their lifecycles.
• Coordinate quarterly or bi-annual business reviews and monitor contract compliance in an ongoing manner.
• Lead corporate initiatives to improve systems that will better evaluate the financial impact of regional and national contracts and their effect on distributors and designated territories.

Requirements

• Must be able to provide a solution-oriented approach to customer issues.
• Must understand customer needs and create business plans/solutions that satisfy their needs while driving business objectives.
• Must be able to travel at least 50%+ of the work week, with heavy travel for external and internal meetings.
• Ability to collaborate with sales management at many levels to achieve company objectives.
• Ability to coordinate with finance, sales, marketing, legal, regulatory, and other areas as needed.
• Ability to record, analyze, and write reports and business correspondence.
• Ability to effectively present information and respond to questions from groups of managers, customers, and the public.
• Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists.
• Ability to develop and implement action plans.
• Ability to multi-task and prioritize work to effectively drive accountability and business results through others.
• Demonstrated mastery of financial acumen.
• Ability to provide feedback, coaching, and development through influencing without authority.

Qualifications

• Bachelor’s degree in business, marketing, or equivalent is required.
• Seven to ten years’ experience in sales, marketing, sales management, and national accounts where specific actions resulted in substantive performance enhancement for the organization.
• Managing large, key accounts experience is a must.
• Women’s Health industry experience and financial knowledge is desirable.
• Experience with Microsoft Office Suite including Excel and PowerPoint is a plus.
• Excellent communication (verbal, written, and presentation) skills and team-building abilities.