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SalaryVeranex is the only truly comprehensive, global, tech-enabled service provider dedicated to the medical technology industry. Offering expert guidance from concept-through-commercialization, including product design and engineering, preclinical and clinical development, data management, market access, regulatory affairs and quality assurance, Veranex enables accelerated speed to market, controlled development costs, development risk mitigation, and accelerated market viability assessment. At every stage, Veranex clients realize efficiencies in cost and time, while our comprehensive solutions unify the entire development process. Veranex partners with the world's most influential life science and medical device companies to research, design, develop and commercialize new healthcare technologies and treatments to advance patient care.
Sr. Corporate Strategic Accounts Director (Medical Device) Remote from USA
- Must have experience selling into the Top 100 Medical Device companies.
As a lead corporate liaison and executive sales professional for Veranex, it is your responsibility to represent and successfully position the Company’s entire portfolio of services to executive and functional stakeholders / decision makers at a group of named “Strategic Accounts” that are among Top 100 MedTech and Diagnostic firms globally. In addition to growing contracted sales at your named accounts, it is also your responsibility to lead Strategic Accounts teamwork and shoulder corporate liaison responsibility for advisory boards, panels, professional societies, etc.
What You Will Do:
- As the primary liaison for Veranex, professionally represent and successfully position the entire portfolio of Veranex’s services to executive and functional stakeholders / decision makers at Top 100 MedTech and Diagnostic firms (biotech and pharma included)
- Profile and segment companies; identify targeting strategies for each: prioritize, focus, qualify, advance or not, measure, re-evaluate
- Oversee the execution of the MSA for both Veranex and Client; orchestrate internal input to drive to completion
- Leverage existing Veranex relationships to sell additional Veranex offerings/service lines across client portfolio to drive expansion
- Develop successful sales and account management strategies to identify and create large scale opportunities for Veranex
- Orchestrate Veranex’s internal resources to successfully develop and execute contract opportunities, driving efficiency and eliminating redundancies
- Responsible for supporting the expansion in current accounts to include scope and close, advancing the sales process to close.
- Oversee corporate wide deal structures, incentives, to secure “preferred partner status” on behalf of Veranex.
- Deliver significant growth, booking large-scale contracts that represent Veranex’s entire portfolio
- Adhere to CRM processes (Salesforce) to document leads, inclusive of customer’s key stakeholders
- Advance opportunities beyond prospecting to a well-vetted SOW and proposal
- Work at the most senior executive level with corporate, business unit, and functional stakeholders of med tech firms between $1B and 5B in revenue.
- Understand the organization’s mid- and long-range strategy, investment decisions, and M&A activity to execute their strategy, and proactively position and contract Veranex’s services to enable it.
- Bachelor’s degree and 10 or more years of experience selling into large Medical Device companies ($1 B+ in annual sales).
- Must have successfully sold large SERVICES projects into the leading Medical Device companies (MedTech companies with more than $1 B in annual sales).
- Must have a strong understanding of the Early-Stage R&D New Product Development Lifecycle of Medical Devices. Must understand the pre-commercial Innovation process of creating a new Medical Device from the "Concept" stage. This includes selling services like 'initial design' consultation, new product development services, R&D services, Protype design consulting services, NRE, etc. (Selling POST-commercialization services like manufacturing of an already designed medical device, is not a fit.)
- Must have existing relationships with the key decision-making executives within the top Medical Device companies. This includes C-suite, SVPs, EVPs, Business Unit GMs, and especially the Heads of Innovation, New Product Development, and R&D.
- Should be perceived as a Strategic Partner in the Medical Device R&D space and curated, moderated, or served as a Speaker on Industry Panel Discussions and Advisory Boards.
- Must be strong in Cross-functional selling (e.g. various functional call points within an organization, including legal, finance, strategy, corp. Dev / M&A, R&D, Marketing, and Clinical/Regulatory/Quality).
- Must be strong in Value-based services selling (CRO, consulting, software implementation, etc.). Long-cycle strategic selling at the highest levels of an organization. Demonstrated proficiency learning and selling a broad, diverse portfolio of services.
- Must have strong Track record of consistently exceeding aggressive sales quotas and regularly have more than $10 M in annual sales. Strong preference for over $100 M in annual sales.
- Experienced at team selling, identifying, and coordinating diverse internal resources to develop and deliver compelling communication, proposals, and project execution for customers.
- Agile, resourceful, ability to think on your feet, and adapt plans to achieve goals. Demonstrated quick learner, speed to impact in challenging environments.
- Acumen in creating, leveraging CRM and sales analytics tools.
- Strong business acumen, familiar with target companies’ budgets, strategic planning, investment, and relevant resourcing and project based KPIs.
