Senior Director, Commercial Strategy – Alignment
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Job Description
Senior commercial strategy leader expanding AirLife’s medical-device portfolio across Western U.S. health systems. Managing C-suite accounts, contracts, partnerships, and sales growth.
Responsibilities:
- Lead C-suite selling and strategic business alignment for the largest strategic IDN accounts and defined business in the Western United States
- Align AirLife channels, distribution, GPO contracts, and supply chain with customers
- Interface directly with key customers and prospect new health system accounts, including IDNs and some national accounts
- Build and maintain executive C-suite relationships and affiliated member leadership teams
- Design tailored solutions using AirLife’s combined product portfolio
- Establish and maintain relationships with assigned corporate and national accounts
- Collaboratively manage accounts after initial sale to ensure continued revenue growth
- Analyze complex sales situations, develop strategic plans, and implement solutions
- Manage implementation of contracts and agreements to increase sales volumes and partnership opportunities
- Achieve growth revenues of at least 10% over the prior year, subject to corporate goals
- Conduct strategic planning with sales and marketing for price protection and parity across focus accounts, distribution partners, and GPOs
- Create individualized value-added solutions for IDNs, health systems, and stakeholders
- Update monthly KPI reports and participate in Quarterly Business Reviews
- Coach, motivate, and enable sales personnel and coordinate efforts with assigned Sales Representatives
- Negotiate C-suite contract conversations
- Manage product and account profitability for responsible contracts
- Coordinate cross-functionally on GPO/IDN RFIs and RFPs
- Collaborate with distribution partners to organize customer logistics
- Perform other duties as assigned
Requirements:
- Excellent communication skills
- Strong operational management skills, including risk analysis, strategic planning, budget management, decision making, and problem-solving
- Strategic mindset and ability to build rapport across multiple stakeholder groups
- Proven track record of managing and growing large account portfolios and sales territories
- Self-motivated, driven leadership and ability to manage multiple priorities with urgency
- Well-developed C-suite relationship management and consultative sales skills
- In-depth knowledge of clinical processes, medical technologies and operations, and healthcare trends
- Compliance with all required training, corporate SOPs, WIs, product training, and corporate credentialing
- Strong understanding of Acute Channels Direct, Distribution, Specialty Distribution, and OEM
- Advanced understanding of contracts and ability to write and negotiate terms
- Ability to manage Private Label projects as needed
- 12+ years of professional experience
- 5+ years of business-to-business sales experience required, preferably medical device
- 2+ years managing large corporate sales accounts at the C-suite level, preferably in healthcare/medical device
- Healthcare/medical device sales experience strongly preferred
- Knowledge of Microsoft Excel, PowerPoint, and Word
- CRM experience required; Salesforce experience preferred
- Bachelor’s degree in business or marketing, or equivalent combination of education and work experience in these areas required
- Ability to travel upwards of 70% of the time
Benefits:
- Medical coverage
- Dental coverage
- Vision coverage
- 401(k)
- Paid time off
- Paid holidays
- Bereavement leave
- Employee Assistance Program resources
- Medical leave benefits
- Bonus, commission, or other incentive compensation may be available for certain positions
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