Director National Accounts (IRC7140)
Location: Plainsboro New Jersey
Description: Integra LifeSciences is currently seeking to employ Director National Accounts (IRC7140) right now, this career will be placed in New Jersey. Further informations about this career opportunity please read the description below. Integra LifeSciences, a world leader in medical devices, is dedicated to limiting uncertainty for surgeons, so they can concentrate on providing the best patient care. Integra offers innovative solutions in orthopedics, neurosurgery, spine, reconstructive and general surgery. Integra's orthopedic products include devices and implants for spine, foot and ankle, hand and wrist, tendon and peripheral nerve protection and repair, and wound repair. Integra is a leader in neurosurgery, offering a broad portfolio of implants, devices, instruments and systems used in neurosurgery, neuromonitoring, neurotrauma, and related critical care. Integra is also a leading provider of surgical instruments to hospitals, surgery centers and alternate care sites, including physician and dental offices. Founded in 1989, Integra is headquartered in Plainsboro, New Jersey and has over 3,000 employees worldwide. For the last three years, Integra has been included in NJBIZ's list of "New Jersey's 50 Fastest Growing Companies." In 2010, we were also included in Forbes magazine's "America's 100 Best Small Companies". We value innovative thinkers who are open to new opportunities and derive satisfaction from knowing that their efforts are making a difference in someone’s life. Detailed Description SUMMARY DESCRIPTION Director of National Accounts is responsible for managing and developing GPO and IDN contracts for the Instrument Division of Integra LifeSciences Corporation. The scope of this responsibility includes direct contracting and sales focus as assigned by the Vice President of National Accounts to efficiently achieve sales and marketing goals while producing a profitable contribution to the Division. ESSENTIAL DUTIES AND RESPONSIBILITIES To perform this job successfully, an individual must be able to perform each essential duty satisfactorily.
Primary responsibilities are to:Sales :
Support National Accounts activities and objectives for one (or more) Integra Divisions (companies) simultaneously. Develop realistic and achievable quarterly Group Purchasing Organization (GPO) and Integrated Delivery Network (IDN) sales objectives. Achieve annual gross revenue and margin targets as planned. Analyze contract sales, marketing and financial information to monitor achievement toward contract sales and margin goals. Work with Regional Sales Managers, Direct and Dealer Representatives to plan, target and close regional contract opportunities. Manage and update GPO folders in electronic sales tool (e.g. “SharePoint†Site.) Contract Management : Present quarterly business reviews (at minimum) with corporate GPO and specific IDN’s contract management Take the lead in negotiating contract extensions, renewal and addendums. Direct current GPO/IDN contract portfolio down to the shareholder and affiliate level to maximize contract exposure throughout membership. Attend all national GPO meetings and events. Supervise the maintenance for product/price files, fee reports, Letters of Commitment (LOC), rebates, etc. Manage GPO/IDN member purchasing commitments and adjust when necessary. Business Development Assess market trends and seek short and long term opportunities with multi-hospital health systems, GPO’s, Ambulatory Surgery Center (ASC) companies, government agencies (FSS/GSA) and IDN’s. Identify and develop new corporate contract relationships. Develop and implement strategy to leverage Ambulatory Surgery Center growth. Provide recommendations for formulating pricing strategies, models and policies for both existing and new products and value added services to achieve established objectives. Coordination and Communication Provide input and instruction to all functions within those Integra Divisions (companies) that support ongoing contract sales development. Routinely interface with existing and potential key customers of Integra LifeSciences Corporation. · Keep the Sales and Marketing teams promptly and accurately informed of competitive activities, industry trends, products acceptance, etc. Coordinate corporate contract proposals with Integra legal counsel and sales departments. Communicate strategies and tactical business plans, as required, to various Integra departments for proper preparation and adequate lead-time to support established objectives. Utilize and direct available resources to implement plans & programs throughout targeted IDN facilities, customer ‘Sourcing Collaboratives’ and GPO shareholders/affiliates. Company Presentation Develop rapport and positive business environments with an ever-increasing number of nationally recognized key customers to enhance the image of the company. Participate in routine sales meetings directly related to increasing sales/profits. Represent the company in a manner consistent with its policies and procedures during all conferences and key customer gatherings. ESSENTIAL DUTIES AND RESPONSIBILITIES To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Travel to customer sites, industry meetings, conventions, and co-travel with Integra Field Personnel as required to support, negotiate, and implement various business situations and contracts.
Customer focused analytics to include but not limited to: Pricing analysis Contract performance Marketing initiatives Business & Legal Term negotiations Matrix management as defined by working and collaborating with ILS associates including external resources to successfully negotiate and implement GPO and IDN agreements.
Job Requirements DESIRED MINIMUM QUALIFICATIONS The requirements listed below are representative of the knowledge, skill and/or ability required for his position. Education : Bachelor’s Degree as a minimum, MBA preferred. Certifications: None Experience : 2-4 years Medical Device Sales 2-5 years of Sales Management 2-5 years of Marketing Experience 3-5 years of Proven IDN or GPOContract negotiation How To Apply We are committed to creating an environment where all employees are valued and respected. We offer a competitive benefits package including 401(K) savings plan with match, medical, vision, dental, life insurance, tuition reimbursement, and employee stock purchase plan. To find out more about our company, visit our website at: http://www.integralife.com/Careers/ No Agencies. LOCAL CANDIDATES ONLY PLEASE. EOE, M/F, D/V Integra is not currently accepting unsolicited assistance or resumes from search firms for this employment opportunity. All resumes submitted by search firms or agencies to Integra or its employees, agents, directors or representatives in any form or method without a valid written agreement covering this position will be deemed the sole property of Integra. No fee shall be paid in the event the candidate is hired by Integra as a result of the referral or through other means. Search firms are essential to the recruitment and staffing efforts at Integra and we value the partnerships we have built with our preferred vendors. For this reason, Integra has established and regularly maintains a vendor list. Please note that even preferred vendors are required to have a written search agreement signed by an authorized signatory of Integra in order for a fee to be paid for any candidate referrals.
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If you were eligible to this career, please email us your resume, with salary requirements and a resume to Integra LifeSciences.
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This career starts available on: Sat, 21 Jul 2012 15:44:05 GMT