Sr Manager, Corporate Accounts

Job Summary
The Senior Manager, Corporate Accounts is responsible managing customer engagement with identified specialty GPOs (Group Purchasing Organizations), key strategic accounts, and select IDNs. This role serves as primary point of coordination for managing the entire customer lifecycle and success of the relationship with the US Region's most important health systems (IDNs), strategic accounts and GPOs in order to achieve the strategic business goals and objectives identified by the customer and Fresenius to derive mutual value. Interacts with Sales, Contract Marketing, Marketing, Customer Service, and other internal cross functional teams.
Responsibilities

• Responsible for Corporate Accounts representation to assigned national corporate account customers in US including different size and kinds of Group Purchasing Organizations (GPO), home healthcare groups, managed care organizations, physician groups, and distributors.
• Drive the development and management of a robust/accurate opportunity pipeline sufficient to achieve annual top line growth targets. Ensure consistency of sales and reporting expectations, including but not limited to pre-call plans, detailed contract management, quotations, communication/tracking, and project stage management.
• Accountable for developing and executing strategic account business plans, and for tracking progress against key metrics which include business growth, customer satisfaction/loyalty & team leadership.
• Responsible for influencing and cultivating relationships with key opinion leaders at the C suite level, in order to create partnerships that result in win-win solutions.
• Responsible for setting system-level strategy and coordinating system level execution of the strategy while leading the joint business planning process.
• Requires excellent communication skills, written & oral, motivation, a professional presence and credibility, flexibility, and the ability to listen and learn the business and needs of the customer.
• Provides solutions which solve customer business issues in conjunction with account team resources.
• Negotiates effectively with customer on contracting, priorities, timelines, and measures progress.
• Actively engages in industry associations and meetings to acquire knowledge and identify relevant business opportunities.
• Acts as the key communication link between Corporate Account customers and all departments of Fresenius Kabi.
• All employees are responsible for ensuring adherence to company documents, programs and activities related to Health, Safety, Environment, Energy and Quality Management System as per Fresenius Kabi's Standard Operating Procedures and Compliance Guidelines.
• Participates in any, and all reasonable work activities as assigned by management.

Requirements

• Bachelor's degree required (Masters or advanced degree preferred).
• 8+ years related Corporate Accounts and/or medical device experience (or relevant experience in the healthcare industry).
• A thorough understanding of the healthcare acute market, formularies, and drug distribution is necessary.
• Ability to communicate and form strong relationships with multiple levels and responsibilities within the organization and GPOs.
• Proven ability to negotiate large contracts effectively at the GPO level, health systems, and/or distributors.
• Proven ability to drive sales growth and deliver results through process-oriented data-driven continuous improvement tools and methods (sales funnel process, gap analysis, value selling, etc.)
• Must have the ability and willingness to travel frequently of approximately 75% - Air/Auto travel along with a valid driver's license.
• Ability to work flexible hours and weekends to meet business/customer needs.
• Ability to work effectively with all employees and external business contacts while conveying a positive, service-oriented attitude.
• Ability to maintain complete confidentiality and discretion in business relationships and exercise sound business judgment.

Additional Information
We offer an excellent salary and benefits package including medical, dental and vision coverage, as well as life insurance, disability, 401K with company match, and wellness program.
Fresenius Kabi is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, citizenship, immigration status, disabilities, or protected veteran status.