Director, Strategic Accounts
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Job Description
Strategic Accounts Director growing Shockwave Medical’s intravascular lithotripsy business through strategic healthcare account partnerships. Managing contracts, reimbursement, pricing, and regional sales growth across the Great Lakes.
Responsibilities:
- Drive incremental business growth through development and management of relationships with key strategic accounts.
- Develop, manage, and grow partnerships with designated strategic regional accounts.
- Articulate Shockwave Medical’s clinical, reimbursement, health economics, and pricing value proposition.
- Collaborate with sales VPs, Regional Sales Directors, and their teams on designated accounts.
- Develop and implement short- and long-term strategic plans based on key customer initiatives.
- Manage implementation of contracts and agreements to drive sales volume and partnership opportunities.
- Liaise with marketing, sales, and other functions to create market expansion and entry-support programs.
- Maintain pricing discipline in alignment with corporate strategy.
- Roll out contracts within sales teams to maximize pull-through.
- Collaborate with the Senior Director of Strategic Accounts, Regional Sales Directors, sales teams, contracts department, and cross-functional Shockwave partners.
- Conduct quarterly business reviews with external customers and internal Shockwave partners.
Requirements:
- Bachelor’s degree required.
- At least 12 years top performance in medical device sales required.
- Prior sales management experience in medical device is required.
- A minimum of 4 years’ experience in medical device Market Access is preferred.
- Proficiency with a consultative approach to complex contracting mechanisms, program implementation, and reimbursement across various sites of care.
- Excellent presentation skills for executive and department leadership audiences.
- Excellent written and verbal communication skills required.
- Ability to build relationships with internal and external stakeholders.
- Ability to manage negotiations for large, complex, system-wide standardization agreements.
- Strong organizational and time management skills.
- Experience with the RFP process.
- Ability to travel extensively across the United States, estimated up to 50% of the time.
Benefits:
- Sales incentive compensation program
- Car allowance through the Company’s Fleet program
- Medical insurance
- Dental insurance
- Vision insurance
- Life insurance
- Short- and long-term disability insurance
- Business accident insurance
- Group legal insurance
- Pension plan
- 401(k) savings plan
- Vacation – up to 120 hours per calendar year
- Sick time – up to 40 hours per calendar year
- Holiday pay, including Floating Holidays – up to 13 days per calendar year
- Work, Personal and Family Time – up to 40 hours per calendar year
- Parental Leave – 480 hours within one year of the birth/adoption/foster care of a child
- Condolence Leave
- Caregiver Leave – 10 days
- Volunteer Leave – 4 days
- Military Spouse Time-Off – 80 hours
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