Sr. Director / VP National Accounts

Summary & Scope of Position:

Responsible for management of key national accounts in North America. The primary focus will be to create a high awareness and drive adoption of INTERCEPT Platelets, Plasma, and IFC expansion nationally.

Primary Responsibilities:

• Partner with the VP of Commercial Operations and other members of senior leadership team on the development of the company’s national sales plan.
• Provide leadership through direction, motivation, coaching, and skills development, and perform as a subject matter expert regarding products, industry and competition
• Foster a performance-based culture that leads to consistent achievement of team and corporate objectives.
• Establish INTERCEPT sales targets and execute against sales plan developing and closing key customers.
• Establish Sales processes and operating mechanisms to ensure impactful execution, collaboration, and engagement with key accounts.
• Create awareness and participate in market adoption activities:
  • Participate in the development of the North American marketing plan
  • Message development and product positioning
  • Develop growth strategy with key members of National Accounts
• Assess and communicate customer feedback and/or requirements and recommend product and service solutions to help drive adoption.
• Provide comprehensive key account business plans and timely forecasts for Senior Leadership Team and Operations Team.
• Provide customer input into the INTERCEPT red cell product development activities (customer evaluations, etc.)
• Provide customer requirements into new products or product improvements during development.
• Perform all duties in a manner that follows and promotes a culture of integrity, quality, and safety.

Qualifications / Requirements / Skills:

• Bachelor’s degree in scientific or business discipline or equivalent with a minimum of 12 years sales/sales leadership experience.
• Knowledge of the blood banking industry and the transfusion medicine field.
• Strong communication and presentation skills (encompasses verbal, written, interpersonal and listening).
• Strong technical and selling skills to interact constructively with customers, physicians, healthcare executives and corporate partners.
• Well organized, detail oriented with a strong sense of urgency. Must be a team player, who is comfortable working in a multi-national system.
• Flexible; ability to adapt to changing priorities.
• Ability to travel up to 50%.

CRITICAL LEADERSHIP CAPABILITIES 

Leading Change 

▪ Takes personal ownership for advancing significant change.

▪ Communicates a new direction or change with a clear rationale and/or sense of urgency.

▪ Creates or takes advantage of multiple opportunities to promote needed change.

▪ Adapts communication content, approach or style around change to appeal to different audiences.

Driving Results 

▪ Instills a sense of urgency in the team to deliver on goals.

▪ Works to overcome obstacles and/or plans for contingencies.

▪ Checks own and others’ work against required quality standards and recalibrates as needed.

▪ Reviews performance and progress on a regular basis through metrics and KPIs to ensure the team is achieving required results.

Demonstrating Commercial Acumen 

▪ Establishes metrics to achieve greater profitability.

▪ Uses commercial business metrics as key performance indicators for the team and monitors progress regularly.

▪ Focuses on known areas of revenue generation to meet revenue and profitability goals.

We understand that our people are essential to our success.  This philosophy is revealed in our competitive benefits package, designed to improve employees’ lives both on and off the job.

Benefits plans: medical, dental, vision, domestic partner benefits, paid maternity and paternity leaves, healthcare and dependent care flexible spending, life and accidental death insurance, long-term and short-term disability insurance, matching 401(k), ESPP, RSUs

Work and family: EAP, legal and financial services, health club membership discounts, tuition reimbursement

Compensation: The base salary range for this position in the selected city is $225,000-$260,000 annually.  Compensation may vary outside of this range depending on various factors, including a candidate’s qualifications, skills, competencies, experience, and location. Base pay is one part of the total package to compensate and recognize employees for their work.

All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, or on the basis of disability.