Director, Strategic Accounts - Fujifilm

FUJIFILM Sonosite, Inc. -- If you are looking for work that matters, you’ll find it at FUJIFILM Sonosite.  As the creator of point of care ultrasound, we dedicate every day to the innovation and development of imaging solutions that enable clinicians to provide improved healthcare in leading institutions, underserved populations and communities in crisis around the globe.  At FUJIFILM Sonosite, we are in the relentless pursuit of answers that allow our customers to be confident that they are making the best clinical decisions for any patient, anywhere, anytime.  Members of the FUJIFILM Sonosite team embody our company values: Go boldly, Stay curious, Passion fuels us, Respect each other, Own it and Act with integrity. Headquartered in Bothell, WA USA, FUJIFILM Sonosite is the proud recipient of numerous prestigious design awards and has in excess of 145 patents.  Our point of care ultrasound systems are sold in more than 100 countries.

Summary:

The Director, Strategic Accounts is responsible for positioning Sonosite as the preferred vendor of hand carried ultrasound within corporate entities that influence the buying process of their membership. These entities include but are not limited to GPO’s, IHN’s, Hospital corporations and HMO’s. The Director implements programs and strategies that improve sales productivity and enhance long-term relationships. This position is responsible for leading and executing cross-functional teams with new and innovative growth ideas to leverage Sonosites value proposition within a dynamic marketplace and executing them with measurable results within targeted accounts.

Essential Experience:

• Negotiate and finalize contract agreements with large buying groups, Integrated Healthcare Networks (IHN), health systems, hospital corporations, commercial accounts, etc. whenever appropriate and advantageous, providing measurable results.

• Demonstrate and execute the selling approach by identifying key decision makers throughout targeted hospitals and health systems, while successfully positioning and communicating Sonosites value proposition.

• Developing and implementing a consistent approach for the field sales organization to shift the buyer’s focus away from price and capturing the value we provide.

• Demonstrate confidence, practical intelligence and accountability for growing new buyers and delivering revenue targets

Strategic Selling

• Researching, planning and implementing new market programs and assisting the field sales organization in overcoming market barriers within key target accounts by adopting new and innovative approaches toward market leadership through collaboration, innovation and relationship building.

• Plan and implement strategies to drive adoption and endorsement of the Sonosite products by large buying groups, Integrated Healthcare Networks (IHN), health systems, hospital corporations, commercial accounts, etc.

• Work with field sales management on strategies and programs to maximize revenue to by large buying groups, Integrated Healthcare Networks (IHN), health systems, hospital corporations, commercial accounts, etc.

• Drive strategies that maximize multiple system and bulk buy opportunities. These strategies include holding all parties accountable to the purchase terms agreed to prior to executing the buy.

• Work cross functionally with the Region Sales Manager and National Director of GPO Management in the development and execution of strategies and action plans for identified Key Opinion Leaders.

• Responsible and accountable for carrying out the requirements of the companys quality system.

Knowledge And Experience:

• Business or related degree or equivalent work experience.

• Minimum 3 years of strategic account experience or a combination of 8 years of strategic and Medical Sales experience.

• Minimum 5 years’ experience in medical capital equipment sales.

• Extensive experience negotiating contracts.

• Medical device industry experience required. Ultrasound experience preferred.

Skills And Abilities:

• Strong written and verbal communication skills.

• Ability to work independently.

• Ability to interface effectively with all levels of the organization.

• Ability to travel extensively.

• Ability to lift 25lbs with or without accommodations.

Salary and Benefits:

• $140,000 base + variable pay

• Insurance:

o Medical, Dental & Vision

o Life & Company paid Disability

• Retirement Plan (401k):

o 4% automatic Company contribution

o Fujifilm matches 50 cents for every dollar you contribute, up to 6% of your salary

• Paid Holidays:

o Eight (8) paid holidays per year