Strategic Accounts Support Job at Edwards Lifesciences
The Senior Director, Strategic Accounts, located in the Midwest will develop sustainable strategic relationships with healthcare executives at targeted IDNs, GPOs and Key Accounts to maximize effectiveness with clinicians and other critical decision makers, driving account growth, market share and share of mind for Edwards Lifesciences.
This position will take a strategic view across the Edwards businesses, develop & coordinate an aligned plan, tactics, and solutions with key stakeholders.
Align internal commercial and customer resources to address customer needs and ensure successful integration and adoption of selected solutions to targeted customers
Proactively foster relationships with key executive, economic and clinical decision makers
Lead the execution of IDN contracting and leadership engagement strategy within selected targets through close collaboration and partnership with Sales leadership
Prepare, analyze and implement contract strategy terms and conditions, compliance, and metrics
Conduct business planning activities and reviews with key IDN customer base, field sales and support organizations
Deliver key customer messages to differentiate Edwards from competitors and provide access for growth platforms
Drive awareness & understanding of the value Edwards has to offer across key decision makers
This team will be focused on value-driven growth objectives through establishing trusted partnerships with non-clinical and clinical decision makers. Uncovering unmet needs, this position will work closely with Cardiac & Surgical Service Line Administration and other executive decision makers to execute programs that align the goals of the customer and Edwards Lifesciences that ultimately facilitate opportunities to enhance growth for the Edwards product portfolio and share of mind.
The Senior Director of Strategic Accounts will proactively identify, establish and maintain strong working relationships with key decision makers in assigned IDNs and GPOs. This position will also serve as the primary business contact for Edwards Lifesciences and communication liaison, aligning internal commercial and customer resources to address customer needs by facilitating connections, relationships and executing value based strategic programs.
Qualifications
A Bachelor’s degree is required plus 14 years of relevant experience; MBA or Masters (preferred) plus 12 years of experience. Experience with medical device sales, sales management, marketing, or general management experience required.
Skills and abilities
Collaboration to proactively foster relationships with key executive, economic and clinical decision makers, as well as internal stakeholders required
Ability to build strong business acumen to represent the entire business value proposition required
Keeping informed of new solutions being brought to market to help prime the decision makers is required
Must understand all the touch points at the key accounts (Supply Chain, Service Line Leadership, Value Analysis, Key Opinion Leader Relationships, Customer complaints etc.)
Analytical skills to develop and implement contract strategy terms and conditions, compliance, and metrics is required
Customer engagement skills to conduct business planning activities and reviews with key IDN customer base, GPO's, field sales and support organizations and Edwards counterparts is required
Must have highly developed interpersonal / people skills and demonstrated record of influence management with key provider decision makers
Must have strong team skills, both building and participating, strong networking skills, confident and poised with key customer decision makers
Ability to think strategically. Be self-directed demonstrating high degree of initiative and emotional intelligence
Strong negotiation/leveraging skills and ability to understand and apply complex legal and policy considerations required
Adept at business planning, and financial models. Ability to utilize financial tools and total spend analysis
Ability to be effective in selling value proposition of Edwards and its products and solutions
Effective with Value Analysis Committee presentations at GPO/IDN executive level and individual hospital level
Strong understanding of products, procedural information and related product application. Strong cardiovascular experience preferred
Strong presentation skills, both preparing and delivering
Ability to understand customer needs and apply appropriate solutions
Articulate and effective communicator – written & verbal – all levels
Ability to negotiate with and manage others through influence (comfortable with non-line authority and a matrix environment)
High sense of urgency and ability to meet strict deadlines
Knowledge / understanding of: Business concepts & issues; Complex market issues; Understand organization dynamics; Competitive threats; Intra-company differences
Ability to travel, including air travel on a routine basis required
Overnight travel required 40-60%
This person must reside in the Upper Midwest (preferred locations include Chicago, St. Louis or Minneapolis)
About Edwards Lifesciences
Edwards Lifesciences is the global leader in patient-focused medical innovations for structural heart disease, as well as critical care and surgical monitoring. Driven by a passion to help patients, the company collaborates with the world’s leading clinicians and researchers to address unmet healthcare needs, working to improve patient outcomes and enhance lives. Headquartered in Irvine, California, Edwards Lifesciences has extensive operations in North America, Europe, Japan, Latin America and Asia and currently employs over 13,000 individuals worldwide.
For us, helping patients is not a slogan - it’s our life’s work. From developing devices that replace or repair a diseased heart valve to creating new technologies that monitor vital signs in the critical care setting, we focus on helping patients regain and improve the quality of their life.
COVID Vaccination Requirement
Edwards is committed to complying with the requirements and guidance from our government authorities and to protecting our vulnerable patients and the healthcare providers who are treating them around the world. As such, all Healthcare Interacting positions require COVID-19 vaccination, which includes anyone who directly interfaces with patients and those who interact with healthcare providers as part of their role. If hired, as a condition of employment, you will be required to submit proof that you have been fully vaccinated for COVID-19, unless you request and are granted a medical or religious accommodation for exemption from the vaccination requirement. This vaccination requirement does not apply in countries where it is prohibited by law to impose vaccination. In countries where vaccines are less available, or other requirements exist, we may institute alternate measures that optimize patient safety and healthcare provider safety, which may include regular COVID testing or specific masking requirements.
For United States Applicants Only:
Edwards is an Equal Opportunity/Affirmative Action employer including protected Veterans and individuals with disabilities.
Know your Rights: Workplace Discrimination is Illegal Poster
Disability accommodation for employment applicants
Edwards E-Verify
Family and Medical Leave Act (FMLA)
Employee Polygraph Protection Act (EPPA)
Pay Transparency Notice
Please Note :
www.epokagency.com is the go-to platform for job seekers looking for the best job postings from around the web. With a focus on quality, the platform guarantees that all job postings are from reliable sources and are up-to-date. It also offers a variety of tools to help users find the perfect job for them, such as searching by location and filtering by industry. Furthermore, www.epokagency.com provides helpful resources like resume tips and career advice to give job seekers an edge in their search. With its commitment to quality and user-friendliness, Site.com is the ideal place to find your next job.
This position will take a strategic view across the Edwards businesses, develop & coordinate an aligned plan, tactics, and solutions with key stakeholders.
Align internal commercial and customer resources to address customer needs and ensure successful integration and adoption of selected solutions to targeted customers
Proactively foster relationships with key executive, economic and clinical decision makers
Lead the execution of IDN contracting and leadership engagement strategy within selected targets through close collaboration and partnership with Sales leadership
Prepare, analyze and implement contract strategy terms and conditions, compliance, and metrics
Conduct business planning activities and reviews with key IDN customer base, field sales and support organizations
Deliver key customer messages to differentiate Edwards from competitors and provide access for growth platforms
Drive awareness & understanding of the value Edwards has to offer across key decision makers
This team will be focused on value-driven growth objectives through establishing trusted partnerships with non-clinical and clinical decision makers. Uncovering unmet needs, this position will work closely with Cardiac & Surgical Service Line Administration and other executive decision makers to execute programs that align the goals of the customer and Edwards Lifesciences that ultimately facilitate opportunities to enhance growth for the Edwards product portfolio and share of mind.
The Senior Director of Strategic Accounts will proactively identify, establish and maintain strong working relationships with key decision makers in assigned IDNs and GPOs. This position will also serve as the primary business contact for Edwards Lifesciences and communication liaison, aligning internal commercial and customer resources to address customer needs by facilitating connections, relationships and executing value based strategic programs.
Qualifications
A Bachelor’s degree is required plus 14 years of relevant experience; MBA or Masters (preferred) plus 12 years of experience. Experience with medical device sales, sales management, marketing, or general management experience required.
Skills and abilities
Collaboration to proactively foster relationships with key executive, economic and clinical decision makers, as well as internal stakeholders required
Ability to build strong business acumen to represent the entire business value proposition required
Keeping informed of new solutions being brought to market to help prime the decision makers is required
Must understand all the touch points at the key accounts (Supply Chain, Service Line Leadership, Value Analysis, Key Opinion Leader Relationships, Customer complaints etc.)
Analytical skills to develop and implement contract strategy terms and conditions, compliance, and metrics is required
Customer engagement skills to conduct business planning activities and reviews with key IDN customer base, GPO's, field sales and support organizations and Edwards counterparts is required
Must have highly developed interpersonal / people skills and demonstrated record of influence management with key provider decision makers
Must have strong team skills, both building and participating, strong networking skills, confident and poised with key customer decision makers
Ability to think strategically. Be self-directed demonstrating high degree of initiative and emotional intelligence
Strong negotiation/leveraging skills and ability to understand and apply complex legal and policy considerations required
Adept at business planning, and financial models. Ability to utilize financial tools and total spend analysis
Ability to be effective in selling value proposition of Edwards and its products and solutions
Effective with Value Analysis Committee presentations at GPO/IDN executive level and individual hospital level
Strong understanding of products, procedural information and related product application. Strong cardiovascular experience preferred
Strong presentation skills, both preparing and delivering
Ability to understand customer needs and apply appropriate solutions
Articulate and effective communicator – written & verbal – all levels
Ability to negotiate with and manage others through influence (comfortable with non-line authority and a matrix environment)
High sense of urgency and ability to meet strict deadlines
Knowledge / understanding of: Business concepts & issues; Complex market issues; Understand organization dynamics; Competitive threats; Intra-company differences
Ability to travel, including air travel on a routine basis required
Overnight travel required 40-60%
This person must reside in the Upper Midwest (preferred locations include Chicago, St. Louis or Minneapolis)
About Edwards Lifesciences
Edwards Lifesciences is the global leader in patient-focused medical innovations for structural heart disease, as well as critical care and surgical monitoring. Driven by a passion to help patients, the company collaborates with the world’s leading clinicians and researchers to address unmet healthcare needs, working to improve patient outcomes and enhance lives. Headquartered in Irvine, California, Edwards Lifesciences has extensive operations in North America, Europe, Japan, Latin America and Asia and currently employs over 13,000 individuals worldwide.
For us, helping patients is not a slogan - it’s our life’s work. From developing devices that replace or repair a diseased heart valve to creating new technologies that monitor vital signs in the critical care setting, we focus on helping patients regain and improve the quality of their life.
COVID Vaccination Requirement
Edwards is committed to complying with the requirements and guidance from our government authorities and to protecting our vulnerable patients and the healthcare providers who are treating them around the world. As such, all Healthcare Interacting positions require COVID-19 vaccination, which includes anyone who directly interfaces with patients and those who interact with healthcare providers as part of their role. If hired, as a condition of employment, you will be required to submit proof that you have been fully vaccinated for COVID-19, unless you request and are granted a medical or religious accommodation for exemption from the vaccination requirement. This vaccination requirement does not apply in countries where it is prohibited by law to impose vaccination. In countries where vaccines are less available, or other requirements exist, we may institute alternate measures that optimize patient safety and healthcare provider safety, which may include regular COVID testing or specific masking requirements.
For United States Applicants Only:
Edwards is an Equal Opportunity/Affirmative Action employer including protected Veterans and individuals with disabilities.
Know your Rights: Workplace Discrimination is Illegal Poster
Disability accommodation for employment applicants
Edwards E-Verify
Family and Medical Leave Act (FMLA)
Employee Polygraph Protection Act (EPPA)
Pay Transparency Notice
Please Note :
www.epokagency.com is the go-to platform for job seekers looking for the best job postings from around the web. With a focus on quality, the platform guarantees that all job postings are from reliable sources and are up-to-date. It also offers a variety of tools to help users find the perfect job for them, such as searching by location and filtering by industry. Furthermore, www.epokagency.com provides helpful resources like resume tips and career advice to give job seekers an edge in their search. With its commitment to quality and user-friendliness, Site.com is the ideal place to find your next job.