Integra LifeSciences

  • Enterprise Sales Executive Director - Midwest

    Vacancy ID
    2018-28454
    Location
    US-TN-Nashville
    Position Type
    Regular Full-Time
    Category
    Sales
  • Overview

    Integra LifeSciences, a world leader in medical technology, is dedicated to limiting uncertainty for surgeons, so they can concentrate on providing the best patient care. Integra offers innovative solutions in orthopedic extremity surgery, neurosurgery, reconstructive and general surgery, and regenerative wound care.

     

    Integra's orthopedic products include devices and implants for foot and ankle, hand and wrist, shoulder and elbow, tendon and peripheral nerve protection and repair. Integra is a leader in neurosurgery, offering a broad portfolio of implants, devices, instruments and systems used in neurosurgery, neuromonitoring, neurotrauma, and related critical care. Integra’s Tissue Technologies is an in-patient and outpatient Regenerative product portfolio, which includes products for wound care, burns, abdominal reconstruction, and plastic & reconstructive surgery.  In the United States, Integra is a leading provider of surgical instruments to hospitals, surgery centers and alternate care sites, including physician and dental offices.


    Founded in 1989 Integra is headquartered in Plainsboro, New Jersey and has over 4,500 employees worldwide. Integra's common stock is listed on The NASDAQ Stock Market under the symbol "IART."

    Responsibilities

    The Enterprise Executive Director- (EED) will drive contracting growth and volume holistically for Integra Life Sciences- (ILS) within GPO’s- (Group Purchasing Organizations), and targeted Academic/IDN’s- (Integrated Delivery Networks), in the US Region. Results achieved will be accomplished by providing leadership to the field management, sales professionals and specialists to improve visibility and communication for GPO opportunities while driving growth through key account sales strategies, awareness, and partnerships.
    Directs execution of strategic account plans together with the zone and regional sales team to ensure achievement of assigned business goals; represents the company as a recognized expert and partner at the C level and directs business development activities within major key accounts and/or markets across the entire ILS portfolio of products and services. Collaborates with field Management teams, marketing, legal and other internal ILS Commercial channels and P/L’s to position ILS holistically with the Enterprise clients to increase visibility and share. Ultimately responsible for attaining the overall sales orders objectives.

     

    To perform this job successfully, an individual must be able to perform each essential duty satisfactorily

    • The ILS Enterprise Executive Director will lead and manage all aspects of the commercial/sales process at designated Academic/IDN’s and a specified GPO. In order to achieve the targeted revenue and contract growth for this role he/she will create the commercial strategy and ultimately execute the plan with support from the field leadership and internal teams to drive organic growth in the marketplace.
    • In addition, the EED will serve as the single point of contact at specified accounts to cultivate and leverage customer relationships at the CXO and Director Level that satisfy customer needs as well as enable long-term growth for additional solutions.
    • Experience interfacing with both internal team members and external customers as a part of a provocative-based sales process and approach
    • Proven strong communication skills to synthesize complex issues and communicate into simple messages; excellent verbal, written, and presentation communication skills
    • Achieve annual gross revenue and margin targets as planned.
    • Achieve GPO, MPPA and Enterprise target agreements as planned
    • Present quarterly business reviews (at minimum) with corporate GPO and specific IDN’s contract management
    • Take the lead in negotiating contract extensions, renewal and addendums.
    • Direct current GPO/IDN contract portfolio down to the shareholder and affiliate level to maximize contract exposure throughout membership.
    • Supervise the maintenance for product/price files, fee reports, Letters of Commitment (LOC), rebates, etc.
    • Manage GPO/IDN member purchasing commitments and adjust when necessary.
    • Ability to travel a minimum of 30%, up to 75% domestically
    • Demonstrated leadership ability to navigate and manage leadership across multi-disciplinary businesses as well as Managers through CXO levels of a business
    • Provide input and instruction to all functions within those Integra Divisions (companies) that support ongoing contract and enterprise sales development.
    • Routinely interface with existing and potential key customers of Integra LifeSciences Corporation.
    • Keep the Sales and Marketing teams promptly and accurately informed of competitive activities, industry trends, products acceptance, etc.
    • Coordinate corporate and enterprise contract proposals with Integra legal counsel and sales departments.
    • Communicate strategies and tactical business plans, as required, to various Integra departments for proper preparation and adequate lead-time to support established objectives.
    • Demonstrated problem solving abilities with a rapid grasp of new concepts
    • Assess market trends and seek short and long term opportunities with multi-hospital health systems, GPO’s, Ambulatory Surgery Center (ASC) companies, government agencies (FSS/GSA) and IDN’s.
    • Demonstrated consulting, influencing and facilitation skills
    • Proven examples of professional presence with well-developed interpersonal and listening skills
    • Demonstrated organizational, planning and “multi-tasking” skills
    • Motivated, results-oriented attitude, high integrity, and strong work ethic

    Qualifications

    The requirements listed below are representative of the knowledge, skill and/or ability required for his position.

     

    • Bachelor’s Degree in Business Administration, Finance, Sales/Marketing, Economics or other related field
    • 10+ years of sales experience including strategic selling and negotiation
    • 5+ years of GPO/contracting sales experience, preferably within Healthcare
    • Demonstrated repeated ability to meet sales targets and operating plans set forth
    • Previous experience managing sales professionals in both a direct and distribution model
    • National and regional contracting experience
    • Prior experience working in matrix environment; proven track record of establishing credibility, influencing, and achieving results
    • Previous experience within any of the following areas: Orthobiologics, Neurosurgery & Orthopedics
    • Location- Candidate will be required to live in proximity of major target accounts
    • Must be willing to submit to a background investigation, including for example, verification of your past employment, criminal history, and educational background
    • Must be willing to submit to a background investigation, including for example, verification of your past employment, criminal history, and educational background

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