Corporate Account Director, Business Development (med device)

WHAT DRIVES YOU?

At Arjo, our sales philosophy is built on anticipation-understanding customer needs before they become challenges. We are dedicated to empowering movement, directly enhancing care quality and outcomes for both caregivers and patients.

We are seeking a Corporate Accounts Director, Business Development to drive new business and contracts across regional and national IDNs and their member hospitals. In this high-impact, individual contributor role, you will establish strategic access for all of Arjo's acute portfolio within IDN member hospitals, develop revenue-generating contracts, and align IDN partnerships to facilitate business growth with Arjo.

This is a national role requiring 60-80% overnight travel.

Success in this role demands a deep understanding of Arjo's products, services, and internal capabilities to effectively support large customers and navigate complex negotiations. As a key growth driver, you will focus on capturing new business, expanding Arjo's market share within IDNs, strengthening partnerships and contract positions - working in close collaboration with Arjo's Sales, Service, Clinical and Marketing teams to secure and expand our footprint in the healthcare market.

Key Activities and Responsibilities

Strategic Account Development:

• Identify, prioritize, and engage high-potential IDNs to develop and implement tailored strategies to win contracts and revenue opportunities.
• Conduct detailed market and account analysis to uncover growth opportunities aligned with corporate objectives.

Contract Negotiation and Execution:

• Lead contract negotiations to establish partnerships that deliver value to both the customer and the organization.
• Drive the development and execution of agreements, ensuring alignment with customer needs and organizational goals.

Pipeline Generation and Opportunity Management:

• Maintain a robust pipeline of prospective IDNs and revenue opportunities by leveraging market intelligence, networking, and innovative prospecting techniques.
• Partner with internal stakeholders to create customized solutions that address customer challenges and align with their strategic priorities.

Relationship Building:

• Establish and nurture C-suite and senior-level relationships within IDNs to build trust and position the organization as a strategic partner.
• Collaborate with cross-functional teams (e.g., marketing, clinical, virtual sales) to deliver consistent value and achieve customer satisfaction.

Market Intelligence and Insights:

• Stay abreast of industry trends, regulatory changes, and IDN purchasing behaviors to inform and refine sales strategies.
• Provide feedback to internal teams to enhance product offerings and value propositions.

Performance and Results Focus:

• Meet or exceed sales and revenue targets by driving rapid engagement and conversion of opportunities within assigned territories.
• Track and report on key performance indicators (KPIs), leveraging data to optimize strategies and improve outcomes.

Cross-Functional Collaboration:

• Align with marketing, clinical, and virtual sales teams to amplify efforts and accelerate deal closures.
• Partner with implementation and support teams to ensure seamless execution post-sale.

Compliance and Ethics:

• Ensure all interactions and agreements adhere to organizational policies, industry standards, and regulatory requirements.

QUALIFICATIONS

• Minimum of a bachelor's degree, master's degree preferred.
• Minimum of 8 years sales experience within the medical device or healthcare industry.
• Proven track record of success in a "hunter" sales role, particularly within medical devices or healthcare organizations.
• Demonstrated record of success or over-achievement in past sales positions.
• Deep understanding of IDNs, their structure, and decision-making processes.
• Strong negotiation, relationship management, and presentation skills.
• B2B experience preferred
• Ability to maintain confidentiality and discretion in business relationships and exercise sound business judgment.
• Must have a valid Driver's License.

EEO AA M/F/Vet/Disability:

Arjo Inc. is an equal opportunity and affirmative action employer and gives consideration for employment to qualified applicants without regard to race, color, religion, age, national origin, disability, military service, protected veteran status, genetic information, sex, sexual orientation, gender identity, or any other characteristic protected by federal, state or local law. Please review the U.S. Department of Labor EEO Is the Law Poster, EEO Is the Law Supplement and Pay Transparency Nondiscrimination provision here: https://www.dol.gov/ofccp/regs/compliance/posters/ofccpost.htm Qualified Applicants who require a reasonable accommodation for any part of the application and/or hiring process may contact us through the following email address: application.accommodations@arjo.com

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About Arjo

At Arjo, we believe that empowering movement within healthcare environments is essential to quality care. Our products and solutions are designed to promote a safe and dignified experience through patient handling, medical beds, personal hygiene, disinfection, diagnostics, and the prevention of pressure injuries and venous thromboembolism. With over 6500 people worldwide and 65 years caring for patients and healthcare professionals, we are committed to driving healthier outcomes for people facing mobility challenges.

For more information about Arjo visit www.arjo.com