Director of National Accounts

Hologic is seeking a field-based Director of National Accounts, responsible for cultivating, developing and leading short- and long-term corporate sales strategies and tactics to maximize sustained sales growth of full line product portfolio within assigned IDNs and/or GPOs. This role will expand and optimize customer relationships on behalf of Hologic and is responsible for working in conjunction with Field Sales Management of each Hologic Business Unit.

Duties & Responsibilities:

• Exercise vision to identify emerging markets and sales opportunities that will exploit the markets and actualize sales potential in the GYN Surgical Division.  
• Agility to work across business units, as the responsible point person within assigned accounts representing Hologic at the highest levels of hospital systems, focusing on the Top IDNs in the country.
• Preserve and enhance value with customers on behalf of the corporation.  Lead corporate initiatives to evaluate the financial impact of regional and national contracts and their effect on multiple distributors and designated territories. Minimize the impact on Hologic.
• Develop and propose contracts and plans for assigned accounts, as well as some non-assigned accounts to management for approval. Negotiate contract terms and recommend language that meets both customer and company need with management approval. 
• Work closely with the Enterprise Operations team, responding to RFIs and RFPs from managed IDNs and all GPOs.
• Provide proactive and routine insights into customer trends and projections. 
• Attend conferences and trade shows regularly to better understand market dynamics.
• Provide regional contracting support and direction in the field. 
• Measure and monitor contract compliance for IDN customer and GPOs. Track rebates and other contracts offered as calculated by Finance and Marketing prior to execution.  
• Develop Request for Information (RFI) and Request for Purchase (RFP) for GPO, IDN, and contract sales. 
•  Serve as the point person for both internal and external communications at the regional level with account executives and many levels of management. Create excellent relationships with customers to drive initiatives, secure resources, and develop best practices that create measurable sales results.
• Manage contracts throughout their lifecycles.
• Coordinate quarterly or bi-annual business reviews and monitor contract compliance in an ongoing manner. 
•  Lead corporate initiatives to improve systems that will better evaluate financial impact of regional and national contracts as well as their effect on distributors and designated territories, minimizing the impact on Hologic.

Qualifications:

Must be able to provide an approach to customer issues that are solution oriented. Must be able to understand customer’s needs and create business plans/solutions that satisfy their needs while driving business objectives. Must be able to travel at least 50%+ of the work week.  Travel is heavy on external and internal meetings. This position involves the essential skills of collaborating with sales management at many levels in order to obtain the company objectives.

• Ability to coordinate with finance, sales, marketing, legal, regulatory, and other areas as needed. 
• Ability to record, analyze, and write reports and business correspondence.
• Ability to effectively present information and respond to questions from groups of managers, customers and the public. 
• Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists.  
• Ability to develop and implement action plans.
• Ability to multi-task and prioritize work to effectively drive accountability and business results through others.
• Demonstrated mastery of financial acumen.
• Ability to provide feedback, coaching and development through influencing without authority.

Education:

• Bachelor’s degree in business, marketing, or equivalent is required. 

Experience:

• Seven to ten years’ experience in sales, marketing, sales management & national accounts where specific actions resulted in substantive performance enhancement for the organization. 
• Managing large, key accounts experience is a must. Women’s Health industry experience and financial knowledge is desirable.  
• Experience with Microsoft Office Suite including Excel and PowerPoint is also a plus.  Excellent communication (verbal, written and presentation) skills and team building.