• Senior Director, Strategic Accounts

    Job Locations US
    Posted Date 4 weeks ago(12/27/2018 7:05 PM)
    Requisition ID
    Company (Portal Searching)
    FUJIFILM SonoSite
  • Overview

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    Senior Director, Strategic Accounts


    FUJIFILM, SonoSite, Inc . We are an innovative and high performance culture with tremendous opportunities.  People who work here are given the unique opportunity to contribute to the advancement of healthcare throughout the world.  Headquartered in Bothell, WA USA, FUJIFILM SonoSite is represented by a global distribution network in over 100 countries.  Since its inception, FUJIFILM SonoSite’s lightweight, robust products have created and led the point-of-care ultrasound market. From sophisticated urban hospital emergency rooms to clinics in austere, remote villages, FUJIFILM SonoSite systems are used by over 21 medical specialties and provide clinicians around the world with a cost-effective tool for improving patient safety and workflow efficiency. FUJIFILM SonoSite holds a number of prestigious design awards and has in excess of 145 patents.


    External US

    Job Summary:


    The  Senior Director of Corporate Strategic Accounts leads the Strategic Account team. This individual will work cross functionally with front-line sales management, DSA’s (Director of Strategic Accounts),and DCA’s (Director of Corporate Accounts) to develop and implement strategies focused on executive decision makers, in both National IDN’s, Regional IDN’s and Hospital Networks, in order to secure and protect committed agreements. This individual is fluent in the current healthcare environment as well as hospital procurement requirements and will effectively communicate the value proposition of point of care ultrasound. In addition, this individual will ensure the Strategic Account team effectively leverages corporate pillars that are included in procurement specifications in advance of RFPs / RFQs / RFIs.


    Essential Job Functions:

    Strategic Selling Leadership

    • Working with the Vice President, Sales, develop and implement strategies in which DSA’s and DCA’s create market demand for FUJIFILM SonoSite products by networking throughout the account and developing relationships from the clinical and to the executive decision maker level.
    • Support and Lead DSA and DCA teams in educating key decision makers on the value proposition of quality care, patient safety and cost savings of point of care ultrasound.
    • Drive strategies that maximize multiple system sales opportunities within the given account resulting in attainment of establish revenue goals.


    Pricing Strategy and Contract Management

    • Support the Lead DSA and HCA team in negotiating contract agreements with large buying groups, Integrated Healthcare Networks (IHN), health systems, hospital corporations, commercial accounts, etc. whenever appropriate and advantageous, providing measurable results.
    • Interface with the Director of GPO Management to ensure contract pricing is enforced and where applicable gain further commitment through the use of contract compliance incentives.


    Office Based

    • Provide Leadership and confidence, practical intelligence and an accountability for growing new buyers and delivering revenue targets to DCA and DSA Directors.
    • Assist field sales in the management and support of key clinical relationships within the institutions.
    • Support the National Director of GPO Management in the development and execution of strategies and action plans for identified Key Opinion Leaders.
    • Support the National Director of GPO Management in the relationship management of third party analysis companies in order to protect FFSS price integrity and gross margins.
    • Responsible and accountable for carrying out the requirements of the company's quality system.


    Knowledge and Experience:


    • Bachelor’s Degree with an emphasis on Business, Marketing, Communications, and Economics
    • Minimum 5 years of strategic account or sales management experience.
    • Minimum 7 years’ experience in medical capital equipment sales or a total of 10 years with a combination of both Strategic and Medical capital equipment sales.
    • Highly detailed and process oriented
    • Strong analytical skills
    • Strong written and verbal communication skills.
    • Medical device experience (Ultrasound experience Required) preferably in a medium to large size medical device manufacturer
    • Experience with training and leading sales teams
    • Able to travel 60% of the time
    • Extensive experience negotiating contracts
    • Medical device industry experience required.


    Skills and Abilities:


    • Ability to work independently.
    • Ability to interface effectively with all levels of the organization.
    • Ability to travel extensively.
    • Ability to lift 25lbs with or without accommodations.


    FUJIFILM SonoSite, Incoffers a fantastic compensation package, including benefits, and a 401k program.  Visit us today to learn more about our exciting technologies and how you can make a difference.  To apply and obtain further details regarding key responsibilities and experience requirements, check out our careers page at   www.SonoSite.com/careers.

    FUJIFILM SonoSite, Inc.   is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, sex, sexual orientation, gender identity, religion, national origin, age, protected veteran status, disability status, or any other characteristic protected by law. 

    In compliance with the ADA Amendments Act, should you have a disability that requires assistance and / or reasonable accommodation with the job application process, please contact the Human Resources department via phone at 425-951-1200, or via e-mail at ffss-hr@fujifilm.com .   Additionally, the affirmative program/plan is available for review upon formal request by employees and applicants for employment in the Human Resources office during regular office hours.


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