Sr Director, Strategic Accounts

Job summary:

This position will plan, develop, and execute sales strategies in the alternate site market for strategic accounts, collaborating with other staff to capitalize on business opportunities for BioCare’s largest, most innovative and strategic customers. This position will be responsible for developing strong relationships with the C-Suite and other key stakeholders across the Alt Site customer segment.

Primary responsibilities:

• Plan, develop and execute effective sales strategies that capitalize on competitive and revenue growth opportunities, enabling achievement of monthly, quarterly, and annual sales goals with BioCare’s largest most strategic accounts across Alt Site Sales
• Build effective business relationships with existing customer base to drive ongoing business opportunities through consultative selling
• Develop sales proposals, prepare bids, price quotes, RFP responses, and presentations as needed to bring on new strategic customers
• Accurately forecast monthly revenues and expected new win revenues and margin for this business segment
• Conduct regular business reviews and QBR’s with strategic customers, identify opportunities for improvement and identify opportunities for new revenue growth, new products and services
• Maintain knowledge of the current industry and the competitive landscape, including GPOs, healthcare economics, reimbursement, competitors, etc.
• Deliver quality customer care and collaboration to capitalize on new opportunities
• Quickly and diplomatically answer and resolve customer questions and issues, in coordination with management
• Participate in sales meetings, training programs, conventions, and trade shows, as directed
• Coordinate efforts with the customer care team and account management team to ensure complete alignment with cross functional teams
• Maintain current and accurate records of all pricing, sales, activity reports, and account data in BioCare’s Customer Relationship Management (CRM) system
• Prepare ad hoc reports regarding sales, market information, and promotional activities to quantify sales performance and identify areas for development as well as determining projected growth for strategic accounts
• Complete all administrative requirements in a timely, accurate, and comprehensive manner (e.g., training, compliance, expenses, CRM, others as directed)
• Assist accounting department as needed regarding the payment and/or collection of past due accounts
• Work with finance team to develop pipeline projections for new business as well as organic growth with existing strategic accounts
• Perform all assigned duties in compliance with internal SOPs and external regulations, bringing any compliance issues to the attention of management
• Perform all other duties as assigned by management

Required competencies, knowledge, skills, and abilities:

• Ability to think strategically and independently
• Consultative selling and relationship building is a key function of this role
• Thorough knowledge of sales and/or marketing, including business management and customer service skills
• Ability to organize, prioritize, and deliver results with a variable workload and multiple priorities, particularly while traveling
• Proven ability to build and maintain mutually beneficial relationships with customers in both in-person and virtual environments
• Excellent problem-solving skills and a strong work ethic with a sense of urgency
• Ability to work independently and as an active participant in a team environment
• Proficient computer skills, including Microsoft Office Suite and CRM system
• Excellent interpersonal skills, including the ability to maintain confidentiality and communicate effectively in both oral and written formats with customers, employees, and vendors at all levels
• Must have a proven track record of growing business with large, complex customers (both new and existing)
• Must possess the skills and abilities to successfully perform all assigned duties and responsibilities
• Must be able to pass a pre-employment drug test and background check aligned with state and federal laws and regulations, accreditation standards, and company guidelines

Required certifications, licenses, education, and experience:

• Bachelor’s Degree in related area or equivalent combination of education and experience
• Valid in–state driver’s license
• At least seven years’ experience in pharma, biotech, healthcare, or medical sales

Preferred competencies, knowledge, skills, and abilities:

• Experience selling a complex product or service, with business development skills to bring sales to fruition
• Knowledge of the Alternate Site of Care market, including experience selling to specialty pharmacies, physician infusion suites and outpatient infusion clinics
• Experience selling IVIG or other infusion drugs and/or services
• Ability to understand complex contracting and develop a sound financial business case
• Experience managing allocations
• Ability to sell in a buy-and-bill marketplace
• Strong negotiation skills in a complex environment
• Consultative selling
• Strong relationship building skills
• Thorough knowledge of best practices and trends in sales techniques and strategies
• Familiarity with alt site market, and/or clients

Physical demands and work environment:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Prolonged periods sitting at a desk and working on a computer and/or phone
• Visual acuity to accurately read small print in RFPs and other documents
• Ability to stand, walk, bend, squat, stretch, kneel, reach, grasp, and pinch
• Physical ability to occasionally lift, carry, push, and pull up to 40 pounds