Director, National Accounts GPO - Verathon®

Verathon® is hiring for a Director of National Accounts GPO. This position will have specific responsibility for Verathon’s GPO business, distribution partnerships as well as some regional commercial Integrated Delivery Network (IDN) responsibility. The Director National Accounts GPO (DNA) will be responsible for managing the strategic relationships and third-party distributorships as well as implementing growth strategies for the GPO customer segments. The DNA will be the subject matter expert for these customers and will be responsible for educating Verathon’s commercial sales organization on our go to market strategy and managing the national pipeline. The DNA supports field Territory Managers and Regional Managers in sales to facilities affiliated with the assigned strategic targets. This position will report to Verathon’s US Director of National Accounts. The ideal candidate will have extensive experience with HealthTrust, Vizient, and Premier and will reside near a major airport.

Principal Responsibilities:

Participate, build and help lead Verathon’s national account focus and offering in the United States.
Develop and maintain relationships at all levels of internal and external stakeholders.
Build, maintain and routinely update the strategic account business plan, prioritize contract and pricing integrity and drive compliance.
Prepare and present executive-level presentations, business reviews and recommendations to key internal stakeholders to gain feedback and build alignment.
Conduct problem solving with business leaders, work across organizational matrix, and employ influencing skills to improve quality of strategic thinking and enhance/accelerate impact of key strategies/initiatives.
Plan and facilitate meetings and working sessions to gather information, ideas, and insights, and then to drive alignment and recommendations.
Work in a collaborative process with the field sales team to develop a strategy focused on growth within Verathon’s
GPO and third-party distributor customer base. Lead the tactical implementation to achieve results.
Disseminate critical customer, competitor and market information to all company constituents.
Educate and negotiate internally to ensure that deliverables to targeted accounts are consistent with the customer’s needs while balancing the organizational priorities. Act as main point of contact on escalated issue resolution.
Lead and integrate ‘back office’ and sales operations support services (contracting, pricing, membership maintenance, payments and legal).
Work closely with product marketing to communicate product clinical support and economic messages of importance to targeted customers.

Knowledge, Skills, and Abilities:

Bachelor’s degree required; MBA preferred.
Healthcare sales experience working with GPOs. The ideal candidate will have extensive experience with HealthTrust, Vizient, and Premier.
Experience negotiating contracts with national impact and managing third party distributor relationships.
Four or more years of healthcare industry experience including two years in institutional and/or specialty sales.
Sales and/or marketing management preferred required.
Four or more years of medical/surgical, device or capital equipment sales management experience preferred.
Key Account management experience or experience with large IDNs and/or GPO's
Business management skills including contract negotiations and implementation.
Deep knowledge of current healthcare industry trends and challenges.
Ability to identify and build relationships with decision influencers and key decision makers.
Skilled in business communications and sales presentations.
Ability to influence without formal authority.

COVID-19 Vaccine Statement: Verathon is a medical device company and the health and safety of our customers and employees is our highest priority. Our mission: “We are Verathon. Proud to deliver innovative and specialized medical solutions that empower health care providers to improve and extend patients’ lives.” In support of our mission and nature of our business, Verathon has adopted a COVID-19 vaccination policy to safeguard the health and well-being of our customers and employees. As a condition of employment, all employees based in the U.S. are required to be fully vaccinated for COVID-19 prior to starting employment at Verathon. Proof of full COVID-19 vaccination will be required upon joining Verathon.

About Verathon:

Verathon is a global medical device company focused on supporting customers by being their trusted partner, delivering high-quality products that endure over time and ensure clinical and economic utility. Two areas where Verathon has significantly impacted patient care, and become the market leader in each, are bladder volume measurement and airway management. The company’s BladderScan portable ultrasound and GlideScope video laryngoscopy systems effectively address unmet needs for healthcare providers and meaningfully raise the standard of care for patients. Verathon, a subsidiary of Roper Technologies, is headquartered in Bothell, Washington, and has international subsidiaries in Canada, Europe and Asia. For more information, please visit www.verathon.com.

Verathon is an equal opportunity employer and strongly supports diversity in the workplace. We believe that diverse ideas, opinions and perspectives will build a strong foundation for success. In order to provide equal employment and advancement opportunities to all individuals, employment decisions at Verathon will be based on merit, qualifications, and abilities. Verathon does not discriminate in employment opportunities or practices on the basis of race, color, religion, sexual orientation, gender identity, national origin, age, disability, or any other characteristic protected by law.

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Director, National Accounts - GPO