National Accounts Director

Overview

At Zimmer Biomet, we believe in pushing the boundaries of innovation and driving our mission forward. As a global medical technology leader for nearly 100 years, a patient’s mobility is enhanced by a Zimmer Biomet product or technology every 8 seconds. As a Zimmer Biomet team member, you will share in our commitment to providing mobility and renewed life to people around the world.

To support our talent team, we focus on development opportunities, robust employee resource groups (ERGs), a flexible working environment, location specific competitive total rewards, wellness incentives and a culture of recognition and performance awards. We are committed to creating an environment where every team member feels included, respected, empowered and recognised.

Responsible for identifying and implementing Corporate Sales strategies and tactics to maximize Zimmer Biomet sales growth within assigned territories, accounts and/or product segments.

• Within assigned responsibility, establish and grow relevant relationships with target customers and geographic markets that provide a competitive advantage for Zimmer Biomet. This could include C-Suite, Senior Supply Chain/Sourcing Executive and Orthopedic Clinical Leadership.

• Exercise vision to identify emerging markets and sales opportunities. Take action that will exploit the markets and actualize sales potential in the managed care arena.

• Develop contact and foster regular rapport within the distributor network and the medical community.

• Coordinates the development and application of appropriate measures for monitoring performance against contract sales and profit objectives in assigned accounts, and controls contract actions to accommodate contingencies revealed by controls.

• Utilize comprehensive knowledge base of customer aggregation models, negotiation strategies and practices, emerging intermediaries as well as Zimmer Biomet’s pricing policies and procedures to provide leadership across the Zimmer Biomet’s sales matrix during the contracting and pricing process

• Supports implementation of successful contract positions by coordinating with corporate and customer resources/stakeholders.

• Conducts informal market research to analyze and identify market trends and key customer challenges. Develops and maintains expertise in healthcare economics and orthopedic clinical product line from a Healthcare Provider point of view.

• Track monthly progress against goals; delivering on company targets and hitting variable quota segments. Identify opportunities to improve and gain a competitive advantage.

This is not an exhaustive list of duties or functions and might not necessarily comprise all of the essential functions for purposes of the Americans with Disabilities Act.

• Executive level oral and written communication skills
• Demonstrated ability to leverage strong analytical, business acumen and problem-solving skills.
• Knowledge of medical device business and market dynamics
• Knowledge of healthcare provider economics, healthcare reform, and market trends
• Detail-oriented with strong project management, process rigor and ability to understand inefficiencies in a workflow
• Highly proficient and self-sufficient with Microsoft Office Suite, including making business presentations.
• Demonstrated ability to develop detailed, action-oriented, multi-level sale strategies aimed at growing share over an extended period.
• Ability to identify customer interests and develop innovative solutions that deliver joint value creation
• Demonstrated ability to develop and foster highly effective relationships internally and externally.

• B.S. degree in business, marketing, or equivalent and 10+ years experience in sales, marketing, sales management, and national accounts where specific actions resulted in substantive performance enhancement for the organization. A combination of education and experience will be considered.

• Experience in sales/marketing of healthcare required.

• Multifunctional experience in sales, marketing, solutions selling, finance highly preferred.

Up to 50%

Expected Compensation Range: $180,000 - $200,000 base salary plus variable target bonus.

EOE/M/F/Vet/Disability