Category: Commercial, Marketing and Sales
Location: United States

Description

Position Summary

The Director of Sales, National Accounts is responsible for developing and executing the National Accounts strategic sales plan by a leading a specialty sales team in the development, management, and achievement of segment specific objectives/goals. Translates corporate strategic marketing objectives into specific and actionable plans, objectives, and initiatives that deliver market share gains with key strategic accounts including but not limited to National Accounts and Group Purchasing Organizations (GPO's). The Director of Sales National Accounts is expected to be knowledgeable of the aesthetics market and industry trends, competitors, and leading customer strategies.

Essential Duties/Responsibilities

• Attainment of segment Revenue, Margin, and Profit targets
• Overall coordination, functional management, and leadership of national accounts sales channel and related activities
• Develop and execute annual segment specific strategic plan and operating plan in coordination with company's long term strategic plan
• Manage, recruit and retain top talent of national accounts team sales personnel
• Provide input and recommendations for national accounts sales force compensation plans
• Ensure appropriate sales, product, and service training is executed and meets evolving customer and industry trends
• Partner with marketing teams to ensure effective and appropriate product and promotional mix
• Oversight and approval of sales transactions and adherence to related policies and procedures
• Develop and manage relationships with cross functional teams (HR, Customer Service, Compliance, Operations, Finance, Regulatory, Education, Legal, and Marketing) to develop and achieve annual and long term business objectives
• Effective management and efficient use of company resources
• Act as corporate liaison to key customers

Education

Minimum Required:

• BS/BA Degree in Business, Marketing, Finance or related field

Preferred:

Master of Business Administration (MBA)

Experience

Minimum Required:

• At least 5 years of sales management experience
• 8+ years relevant industry experience, preferably in pharmaceutical and/or healthcare industry (Aesthetics experience preferred)
• Experience managing complex buying processes and c-suite selling environments
• Demonstrated track record of leading bid processes, RFP's, contract management and negotiations
• Proven track record of consistently exceeding sales objectives
• Ability to travel up to 60%

Preferred:

• Prior roles in national accounts management and leadership
• Experience in medical aesthetics, working in dermatology and plastic surgery
• Experience in both cash pay medicine and reimbursed environments

Knowledge, Skills and Abilities

Minimum Required:

• Demonstrated leadership experience managing high performance sales teams
• Demonstrated highly advanced leadership qualities (e.g., role modeling, coaching, motivating, building large highly effective teams)
• Possess highly advanced business acumen; proactively stay abreast of industry trends to create, shift, and drive mission and vision for team
• Ability to lead in a launch or fast-paced, highly visible and dynamic environment
• Demonstrated track record of persuading and influencing others
• Strong knowledge of analytics, budgeting and key revenue drivers
• Ability to easily seek out, connect with, build, and maintain customer relationships
• Advanced analytical, consulting, and business planning skills
• Advanced knowledge of the aesthetic category
• Excellent written and verbal communication skills
• Experience working with finances/budgets
• Excellent interpersonal skills and relationship building
• Excellent presentation skills with ability to engage and meet the needs of various audiences

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