Medication Delivery Solutions - National Account Manager



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 Job Description

The National Account Manager (NAM) is accountable for driving revenue and accelerate growth across the Medication Delivery Solutions (MDS) business, focused on identifying and pursuing opportunities in a defined set of high priority NAM accounts. The NAM will be accountable for developing and coordinating execution of the NAM strategy at their assigned accounts, driving cross selling and contracting across the full MDS portfolio with primary focus on implementation and support of assigned MDS product portfolio.

The NAM is a highly competent sales performer/leader with expert level of knowledge the Medication Delivery Solutions assigned portfolio. They understand the importance of implementing existing national and local contracts and is extremely process and detail oriented. They work in tandem with their HSVP’s, DNA’s, MDS & VA RBM’s and Regional sales counterparts (Inside Sales, Vernon Hills) to effectively support, grow and implement MDS business.

This is a customer-facing role and requires frequent engagement with executive clinical and financial stakeholders (both in person and virtually) with the purpose is to build and maintain relationships, identify, and understand MDS opportunities, and drive business results.

Job Responsibilities

As directed by the Director of National Medication Delivery, the NAM focus is on but not exclusively limited to the activities outlined below:

• - Focus on identifying and pursuing opportunities in a defined set of accounts to drive revenue and accelerate growth across the MDS business.

• Drive MDS wide cross-selling and contracting in NAM assigned accounts. Craft and deliver MDS-wide value proposition message, coordinate development and negotiation of cross MDS contracts. Own pricing and contract negotiations and incentives, with appropriate MDS leadership approval.

• Collaborate with Marketing, Aid in creating tools (cross reference, backorder reports, conversion playbooks, etc.), communications and overall support for the MDS assigned product portfolio.

• Effectively support the Top 250 Medication Delivery business, answer clinical questions, spearhead SKU rationalization projects, collaborate with HSVP's, DNA’s, R/S, and customer service to manage allocations, backorders, cross references, RECODE, quality issues and discontinuations & additions.

• Lead and execute all new Medication Delivery in-service and education. partner with HSVP's, DNA's, RBM's and R/S to effectively manage both in person and virtual implementations within all accounts

• Effectively track and measure progress/gains/losses through timely reports, spreadsheets, dashboards, etc. Flawless Funnel Management. Report out (findings/changes) to leadership.

• Effectively manage the Medication Delivery Solution assigned portfolio of product to ensure MDS meets and exceeds FY budget.

• Provide training for new hires (HSVP's, DNAs, NAM’s, ATM’s, R/S, etc.) and ongoing support for Medication Delivery products, processes, and tools & resources.

• Conduct Medication Prep and Delivery Assessment across top NAM accounts to address: Needlestick injury reduction; standardized product portfolio; reduced costs; compliance to best practices.

• Assist in future product lines backorder processes and procedures if needed.

Proven Proficiencies and Capabilities

• - Critical thinking and analysis of business opportunities

• Project management, coordination, and execution

• Ability to drive solution-oriented selling with both clinical and economic partners

• Navigating complexity and spanning boundaries (enterprise thinking)

• Relationship development across varied partners, from senior business leaders to clinical authorities

• Excellent written and verbal communication with executive-level presence

• Encouraging Trust & Credibility (matrix leadership)

• Influencing others (influence without authority)

• Partnership and Collaboration

• Ability to drive processes and deliver results

Qualifications

• - BA/BS in business or related subject area required.

• Minimum 5-10 years detailed sales success in broad range of healthcare products preferred.

• 3-5 years prior experience in IDN account management, including contract negotiation and execution preferred.

• Sales/people leadership highly preferred, not required

• Sophisticated knowledge of healthcare buying and contracting processes for both clinical and economic products

• Understanding of US healthcare landscape, including role of payers, GPOs, distributors

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