Sr. Director Commercial Strategy & Alignment - Southeast

Job Description

Job Description

COMPANY DESCRIPTION

At AirLife, we are dedicated to improving the quality of every breath. Excellence with Every Breath is not just a tag line, but the way we work and take care of our customers. With a mindset to evolve, innovate, and grow, we are a premier manufacturer of the highest-quality and market-leading breathing consumables. This growth philosophy has positioned us to increase our global footprint and business reach, impacting even more people around the world. Our expanding family of the most trusted brands offers a product portfolio that spans the continuum of care from first responder to home care, with safety, patient comfort, and clinical performance in mind. Collective expertise allows us to provide quality products and experiences to our patients, customers, and our people. Our values of Customer first, Differentiate with our People, Bias for Action, Continuous Improvement and Accountability define who we are and how we work. Join us!

POSITION SUMMARY

The Sr. Director, Commercial Strategy & Enterprise Alignment is a leadership role responsible for C-suite selling and strategic business alignment of our largest, strategic IDN accounts and potential defined business in the Western United States. Operational management will be an important focus of this role – including aligning all channels within AirLife, Distribution, GPO contracts, Supply Chain (and others as deemed necessary) with the customer to both strengthen current relationships and support new large conversions. This role will directly interface with key customers while also being responsible for prospecting new health system accounts (IDNs and some national accounts), building and maintaining executive C-suite relationships and affiliated member leadership teams. This leader will design tailored solutions for presenting the AirLife combined portfolio and success in this role will be measured by customer development and expanding the number of AirLife categories within the assigned accounts.

POSITION QUALIFICATIONS

The specific minimum competencies needed to perform the essential duties of the job include knowledge, skills, abilities, level of education, and experience necessary for successful performance. These competencies are generally demonstrated through specific service, education, or training.

Skills & Abilities:

• Excellent communication skills.
• Strong operational management skills including but not limited to, risk analysis, strategic planning, budget management, decision making skills and problem-solving skills.
• Team player who possesses a strategic mindset and has the ability to build quick rapport across multiple stakeholder groups.
• Proven track record of managing and growing large account portfolio & sales territory.
• Self-motivated and driven leader who proactively takes the initiative to research, make decisions, follow through on and accomplish multiple tasks with a sense of vision, detail, commitment, priority, all with a sense of urgency.
• Well-developed C-Suite relationship management and consultative sales skills.
• In-depth knowledge of the clinical process, medical technologies and operations, health care trends and the ability to present at a high level both internally and externally.
• Compliant with all training including Corp SOPs, WI’s, product training and corporate credentialing.
• Strong understanding of the nuances between Acute Channels Direct, Distribution, Specialty Distribution and OEM.
• Possess an advanced understanding of contracts and the ability to write and negotiate terms.
• Ability to manage Private Label projects as needed.

Level of Experience:

• 12+ years of professional experience
• 5+ years of sales experience required; business to business, preferably medical device.
• 2+ years of experience of managing large corporate sales accounts at the C-suite level, preferably in healthcare/medical device.
• Sales experience in healthcare/medical device industry strongly preferred.
• Knowledge of Microsoft Excel, PowerPoint and Word is essential.
• CRM experience required; Salesforce experience preferred.

Level of Education:

• Bachelor’s degree in business or marketing or equivalent combination education and work experience in these areas required.

Travel:

• Travel requirements upwards of 70% of the time to meet the goals of the company through attendance at trade shows, customer sites, national account visits, etc.

ESSENTIAL DUTIES AND RESPONSIBILITIES

The core tasks, duties, and responsibilities that must be performed on the job.

• Establish and maintain key relationships with all assigned corporate/national accounts.
• Collaborative team management of the account during and after the initial sale to ensure continued revenue growth while navigating a dynamic and rapidly changing environment.
• Analyze complex sales situations, develop strategic plans and implement solutions effectively.
• Manage successful implementation of contracts and agreements with assigned accounts that lead to growth in sales volumes and additional partnership opportunities.
• Achieve growth revenues of at least 10% over prior year. This goal is subject to change to align with Corporate Goals.
• Strategic planning with sales and marketing in the management of price protection and parody for focus accounts, distribution partners and GPOs.
• Understand and create individualized and value-add solutions to meet the evolving needs of IDN/health systems and key stakeholder groups.
• Update monthly KPI reports and participate in corporate Quarterly Business Reviews as needed while maintaining organized files on information concerning any current or future targets.
• Assist with coaching, motivating, and enabling sales personnel to further develop abilities, work assigned sales territories, and coordinate efforts with assigned Sales Reps.
• Negotiate and navigate contract conversations at the C-Suite level.
• Manage product and account profitability for all responsible contracts.
• Cross-functional coordination with multi departments for all GPO/IDN RFI and RFPs.
• Strong understanding and experience collaborating with distribution partners as an integral part of organizing the logistical needs of each customer.
• Other duties as assigned.

OTHER RESPONSIBILITIES

• Focus on achieving our Company mission.
• Demonstrate accuracy and thoroughness in daily work; look for ways to improve and promote quality & safety.
• Inspire the trust of others; treat people with respect and dignity and embrace the value of diversity.
• Use time efficiently; perform job accurately, thoroughly, and conserve Company resources to improve profits.
• Contribute to building and maintaining a positive team environment.
• Assure all policies and guidelines are implemented and followed.

QUALITY POLICY

At AirLife, Quality is our promise. It is our commitment to customer satisfaction and our dedication to product excellence in an evolving global healthcare market. This promise is kept through a continuously improving and effective Quality Management System and compliance to Regulatory Requirements.

DEIA STATEMENT

At AirLife, we are committed to building a diverse workforce and an inclusive workplace that reflects the communities and customers we serve. We believe our philosophy on Diversity, Equity, Inclusion, and Advancement (DEIA) encourages excellence and equips us to serve an evolving global marketplace.