Integra LifeSciences
Enterprise Executive Director
Integra LifeSciences, Sacramento, California, United States, 95828
Changing lives. Building Careers.
Joining us is a chance for you to do important work that creates change and shapes the future of healthcare. Thinking differently is what we do best. To us, change equals opportunity. Every day, more than 4,000 of us are challenging what’s possible and making headway to help improve outcomes.
The Enterprise Executive Director (EED) will drive top line growth, secure contracting positions (Access & Compliance Agreements), for all business units of Integra Life Sciences (ILS) within targeted Academic/IDN’s (Integrated Delivery Networks) in the US Region. Results achieved will be accomplished by implementing executive account management plans, providing leadership to the field managers, sales professionals, and specialists that ultimately improve teamwork, communication, visibility at the accounts supported and share gain.
The ILS Enterprise Executive Director will lead and manage all aspects of the commercial/sales process at designated Academic/IDN’s facilities. In order to achieve the targeted revenue and contract growth for this role he/she will create the commercial strategy and ultimately execute the plan with support from the field leadership and internal teams to drive organic growth in the marketplace. In addition, the EED will serve as the single point of contact at specified accounts to cultivate and leverage customer relationships at the CXO and Director Level that satisfy customer needs as well as enable long-term growth for additional solutions.
Responsibilities
Experience interfacing with both internal team members and external customers as a part of a provocative-based sales process and approach.
Proven strong communication skills to synthesize complex issues and communicate into simple messages; excellent verbal, written, and presentation communication skills.
Executive presence and presentation skills required to present across all levels of the organization both internally and externally.
Achieve annual gross revenue and margin targets as planned.
Achieve MPPA and Enterprise target agreements as planned.
Present quarterly business reviews and growth plans to account portfolio supported.
Take the lead in negotiating contract extensions, renewal, and addendums.
Direct current IDN contract portfolio down to the shareholder and affiliate level to maximize contract exposure throughout membership.
Supervise the maintenance for product/price files, fee reports, Letters of Commitment (LOC), rebates, etc.
Manage GPO/IDN member purchasing commitments and adjust when necessary.
Ability to travel a minimum of 30%, up to 75% domestically.
Demonstrated leadership ability to navigate and manage leadership across multi-disciplinary businesses as well as Managers through CXO levels of a business.
Provide input and instruction to all functions within those Integra Divisions that support ongoing contract and enterprise sales development.
Routinely interface with existing and potential key customers of Integra LifeSciences Corporation.
Keep the Sales and Marketing teams promptly and accurately informed of competitive activities, industry trends, products acceptance, etc.
Coordinate corporate and enterprise contract proposals with Integra legal counsel and sales departments.
Communicate strategies and tactical business plans, as required, to various Integra departments for proper preparation and adequate lead-time to support established objectives.
Demonstrated problem-solving abilities with a rapid grasp of new concepts.
Assess market trends and seek short and long-term opportunities with multi-hospital health systems.
Demonstrated consulting, influencing, and facilitation skills.
Proven examples of professional presence with well-developed interpersonal and listening skills.
Demonstrated organizational, planning, and “multi-tasking” skills.
Motivated, results-oriented attitude, high integrity, and strong work ethic.
Self-directed, autonomous, and comfortable with change.
Qualifications
Bachelor’s degree in business administration, Finance, Sales/Marketing, Economics, or other related field.
10+ years of sales experience including strategic selling and negotiation training.
5+ years of management experience in Healthcare.
Demonstrated repeated ability to meet sales targets and operating plans set forth.
Previous experience managing sales professionals in both a direct and distribution model.
National and regional contracting experience.
Prior experience working in a matrix environment; proven track record of establishing credibility, influencing, and achieving results.
Previous experience preferred within the following areas: CXO Selling, Neurosurgery & Orthopedics.
Candidate will be required to live in proximity of major target accounts.
Must be willing to submit to a background investigation, including for example, verification of your past employment, criminal history, and educational background.
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Joining us is a chance for you to do important work that creates change and shapes the future of healthcare. Thinking differently is what we do best. To us, change equals opportunity. Every day, more than 4,000 of us are challenging what’s possible and making headway to help improve outcomes.
The Enterprise Executive Director (EED) will drive top line growth, secure contracting positions (Access & Compliance Agreements), for all business units of Integra Life Sciences (ILS) within targeted Academic/IDN’s (Integrated Delivery Networks) in the US Region. Results achieved will be accomplished by implementing executive account management plans, providing leadership to the field managers, sales professionals, and specialists that ultimately improve teamwork, communication, visibility at the accounts supported and share gain.
The ILS Enterprise Executive Director will lead and manage all aspects of the commercial/sales process at designated Academic/IDN’s facilities. In order to achieve the targeted revenue and contract growth for this role he/she will create the commercial strategy and ultimately execute the plan with support from the field leadership and internal teams to drive organic growth in the marketplace. In addition, the EED will serve as the single point of contact at specified accounts to cultivate and leverage customer relationships at the CXO and Director Level that satisfy customer needs as well as enable long-term growth for additional solutions.
Responsibilities
Experience interfacing with both internal team members and external customers as a part of a provocative-based sales process and approach.
Proven strong communication skills to synthesize complex issues and communicate into simple messages; excellent verbal, written, and presentation communication skills.
Executive presence and presentation skills required to present across all levels of the organization both internally and externally.
Achieve annual gross revenue and margin targets as planned.
Achieve MPPA and Enterprise target agreements as planned.
Present quarterly business reviews and growth plans to account portfolio supported.
Take the lead in negotiating contract extensions, renewal, and addendums.
Direct current IDN contract portfolio down to the shareholder and affiliate level to maximize contract exposure throughout membership.
Supervise the maintenance for product/price files, fee reports, Letters of Commitment (LOC), rebates, etc.
Manage GPO/IDN member purchasing commitments and adjust when necessary.
Ability to travel a minimum of 30%, up to 75% domestically.
Demonstrated leadership ability to navigate and manage leadership across multi-disciplinary businesses as well as Managers through CXO levels of a business.
Provide input and instruction to all functions within those Integra Divisions that support ongoing contract and enterprise sales development.
Routinely interface with existing and potential key customers of Integra LifeSciences Corporation.
Keep the Sales and Marketing teams promptly and accurately informed of competitive activities, industry trends, products acceptance, etc.
Coordinate corporate and enterprise contract proposals with Integra legal counsel and sales departments.
Communicate strategies and tactical business plans, as required, to various Integra departments for proper preparation and adequate lead-time to support established objectives.
Demonstrated problem-solving abilities with a rapid grasp of new concepts.
Assess market trends and seek short and long-term opportunities with multi-hospital health systems.
Demonstrated consulting, influencing, and facilitation skills.
Proven examples of professional presence with well-developed interpersonal and listening skills.
Demonstrated organizational, planning, and “multi-tasking” skills.
Motivated, results-oriented attitude, high integrity, and strong work ethic.
Self-directed, autonomous, and comfortable with change.
Qualifications
Bachelor’s degree in business administration, Finance, Sales/Marketing, Economics, or other related field.
10+ years of sales experience including strategic selling and negotiation training.
5+ years of management experience in Healthcare.
Demonstrated repeated ability to meet sales targets and operating plans set forth.
Previous experience managing sales professionals in both a direct and distribution model.
National and regional contracting experience.
Prior experience working in a matrix environment; proven track record of establishing credibility, influencing, and achieving results.
Previous experience preferred within the following areas: CXO Selling, Neurosurgery & Orthopedics.
Candidate will be required to live in proximity of major target accounts.
Must be willing to submit to a background investigation, including for example, verification of your past employment, criminal history, and educational background.
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