Strategic Accounts Director, Southeast - Spinal Implants

Why Orthofix?
    

Guided by our organizational values – Take Ownership | Innovate Boldly | Win Together – we collaborate closely with world-class surgeons and other partners to improve people’s quality of life. At Orthofix, we want team members who build relationships and share knowledge, challenge the status quo, and deliver results every day to help us achieve our vision to be the unrivaled partner in Med Tech.  

Our global team of over 1,600 employees brings to market highly innovative, cost-effective, and user-friendly medical technologies that heal musculoskeletal pathologies for patients and the healthcare professionals who treat them. Looking to change people’s lives? Look no further.

How you’ll make a difference? 

Responsible for establishing and maintaining business relationships, including contract negotiations, with IDN’s, hospitals, V.A., military, and medical buying groups.  Assists in managing and executing the overall national account strategy for Orthofix.

What will be your Duties and Responsibilities?

Nothing in this job description restricts management’s right to assign or reassign duties and responsibilities to this job at any time.

• Conduct a business and financial analysis of key buying groups and individual provider facilities representing the greatest revenue potential for the company by product line.

• Develop and execute sales and marketing strategy for target national accounts.

• Establish and exceed goals to ensure Orthofix is contracted as a preferred vendor with national and local medical providers.

• Responsible for renewing profitable contracts and negotiating favorable terms for Orthofix.

• Research, analyze, and monitor financial, economic, governmental, and demographic factors and trends for market opportunities and effects of competitive activity. 

• Develop and recommend pricing and contractual strategies for the organization that will result in the best interest of the company.

• Develop relationships with the key decision makers at national, regional and local accounts.

• Negotiate new contract opportunities with national, regional, and local medical providers.

• Be familiar with the competitive landscape and develop strategy to ensure Orthofix is in a contract position that allows Orthofix sales representatives to succeed.

• Teach sales representatives how to successfully sell and negotiate contractual relationships with local hospitals and surgical facilities.

• Responsible for taking accountability to demonstrate the organization's Cultural Beliefs and achieving desired results. 

What skills you’ll need?

• The Director position requires a four-year degree and 5-7 year history of successful National Account sales and sales management experience within a medical device organization. 

• The ability to read, analyze and interpret both manufacturing and business documents, procedures, general business periodicals and professional journals.

• The ability to complete the RFI and RFP process for national accounts.

• The ability to conduct business reviews with senior leadership of GPO’s, IDN’s, hospitals and government health care facilities.

• Must have existing relationships within GPO’s, IDN’s, hospitals, the VA, and military hospitals.

• Ability to make effective and persuasive presentations on complex or controversial topics to a diverse internal or external population.

• Must have the ability to read and comprehend written instructions, reports, schedules, business correspondence and memos.

• Ability to review summary figures, identify trends and analyze impact relative to areas of responsibility.

• Must be knowledgeable in the preparation, interpretation, and management of the budgetary process.

• The position requires the ability to independently solve practical problems and deal with a variety of concrete variables while developing general policy guidelines.  The employee must be able to develop and apply a variety of instructions furnished in written and oral form and from multiple sources.  Must be able to define problems, collect necessary information, establish facts, draw conclusions and take appropriate action.  Employee is empowered to make decisions directly affecting their ability to perform the above duties and responsibilities.

• Demonstrates critical thinking in their ability to define complex problems, collect data, establish facts, and draw valid conclusions.  Must be able to develop routine protocols as well as identify when the routines do not apply in a specific situation and handle exceptions as needed.  The position requires the ability to develop priorities and adjust work plans to meet deadlines not only for the employee, but also for their staff and project team members.

• Basic math skills and the ability to work with mathematical concepts including averages, fractions, percentages and ratios.

What will the physical demands and work conditions be like?

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.

• Employee must be able to travel overnight as required. 

• Employee must be able to process paperwork and utilize office equipment (including personal computer, phone, typewriter, copiers, etc.). 

• A large portion of the day is spent communicating orally in person and by phone.  

• Normal sight or corrected vision is required to read documents and use standard computer terminals.

• Employee will be required to travel using both car and air. 

• The employee will also work in private office area with a minimal noise level.  Employee will perform complex job tasks while experiencing numerous interruptions.

• This position has the utmost responsibility for compliance with the rules and regulations regarding a safe and healthy work environment relative to their actions and conduct.

The anticipated salary for this position is $250,000 per year plus bonus based on performance) and benefits.

DISCLAIMER

The duties listed above are intended only as representation of the essential functions of this position.  The omission of specific statements of duties does not exclude them from the position if the work is similar, related, or a logical assignment to the position.  The job description does not constitute an employment agreement between the employer and employee and is subject to change at the sole discretion of the employer.  Nothing in this document alters an employee’s at-will employment status.

We are committed to providing equal employment opportunities to all employees and applicants without regard to race (including traits historically associated with race, such as hair texture and protective hairstyles, including braids, locks, and twists), ethnicity, religion, religious creed (including religious dress and grooming practices), color, caste, sex (including childbirth, breast feeding, and related medical conditions), gender, gender identity or expression, sexual orientation, national origin, ancestry, citizenship status, uniform service member and veteran status, marital status, pregnancy, age (40 and over), protected medical condition (including cancer and genetic conditions), genetic information, disability (mental and physical), reproductive health decision-making, medical leave or other types of protected leave (requesting or approved for leave under the Family and Medical Leave Act or the California Family Rights Act), domestic violence victim status, political affiliation, or any other protected status in accordance with all applicable federal, state, and local laws.

This policy extends to all aspects of our employment practices including, but not limited to, recruiting, hiring, discipline, termination, promotions, transfers, compensation, benefits, training, leaves of absence, and other terms and conditions of employment.