Division Account Executive

Overview

Division Account Executive - MedSurg will develop, maintain and promote growth in assigned accounts, in alignment with Division mission, vision and purpose, specialty/program priorities and overall company priorities.

This position will cover Northern California (Greater Bay Area and Sacramento area), Nevada, and Utah.

Responsibilities

• Strengthens Division programs and specialties position inside assigned accounts by creating, sustaining and supporting customer relationships through contracting and supply-chain solutions
• Meet regularly with customers to understand needs, create solutions, provide support and facilitate business and clinical relationships
• Understand customer needs, current business and processes and make proactive decisions on contracting and pricing terms and alignment of internal resources to address those needs, in alignment with Division specialty/program strategy and overall company strategy
• Collaborate regularly with Division customer facing teams to address customer needs, obtain feedback, and establish, measure, and meet business plan goals
• Collaborate with global pricing, supply chain, business solutions and clinical teams to allow for global alignment across markets and programs, while accommodating local and regional customs and needs
• Responsible for relationships and satisfaction (including applicable Division KPI’s) within assigned accounts, as well as profitability, with emphasis on sales, expenses, margin and direct contribution income
• Maintain strong knowledge of the business in the assigned geography, supply chain initiatives, customers, products and competition.
• Develop and maintain senior-level relationships with corporate accounts in the assigned area
• Coordinate with Integrated Business Solutions (IBS) stakeholders as necessary to represent Division priorities within assigned accounts
• Create proposals and presentations that encourage new business relationships and increased sales revenue from targeted accounts
• Collaborate with Division, Function and Operational Unit teams to monitor strategic pricing/contracting plans within assigned accounts to ensure proper implementation and maximize business results
• Understand all contracts and distribution agreements within assigned accounts
• Continuously evaluate and improve the strategy for assigned accounts through monitoring metrics and listening to feedback from customers and employees. Take action and resolve issues and gaps quickly and effectively
• Meet deadlines and complete administrative tasks such as expenses, training, reporting, policy acknowledgements, etc. in a timely manner
• Within scope of responsibility, ensure all quality, regulatory, compliance and product-specific requirements are met
• Understand and be accountable for conducting Cook business with integrity and in compliance with applicable standards including Cook policy
  
  

Qualifications

• Extensive experience in sales, marketing, product management, pricing and/or corporate/national accounts in the medical device industry
• Strong computer and analytic skills with proficiencies in Business Objects, Excel, and other Microsoft utilities
• Demonstrated experience with the applicable Division product lines
• College degree in related field and/or equivalent relevant experience
• Two or more years of sales experience
• Knowledge of hospital and supply chain purchasing
• Experience with understanding aspects of business, e.g. profit/loss, contribution margins and pricing
• Prior sales and negotiation expertise
• Experience in effective application of organizational skills
• Knowledge of Microsoft Office software, e.g. Word, Excel, PowerPoint
• Demonstrate strong business and problem-solving skills
• Model the company standards that others are expected to follow
• Demonstrate ability to make sound business decisions taking into account all factors
• Excellent sales and negotiating skills.
  
  

Physical Requirements

• Ability to travel up to 75%
• Work under general office environmental conditions
  
  

Cook currently projects the base salary for this position could range from $110,000 to $130,000 and the actual pay will depend on a variety of factors including the candidate’s qualifications, education, experience and the required location for this role. In addition, this role will be eligible for an additional variable bonus opportunity based on company and/or individual performance. Full-time employees will also be eligible for a comprehensive benefits package to include a company-sponsored 401(k) and profit-sharing plan, paid time-off benefits, medical, prescription drug, dental and vision insurance, flexible spending accounts including both healthcare and dependent care, short and long-term disability as well as life insurance. In addition, there are well-being resources to support physical, emotional and financial wellness as well as a comprehensive EAP program. Cook also provides voluntary benefits funded 100% by employees in the areas of critical illness, accident insurance, hospital indemnity and long-term care. The compensation range described above is always subject to change and could be higher or lower depending on the particular candidate. Finally, in its sole discretion, Cook reserves the right to amend modify or terminate any compensation or benefit program at any time and Cook’s compensation practices and guidelines will apply regarding the terms of promotion or transfer of existing Cook employees.