Director of Corporate Accounts

The Director of Corporate Accounts will have primary responsibility for Globus Spine / Trauma / Total Joint Replacement revenue growth through the contracting process and report directly to the Vice President, Corporate Accounts. This individual will work in a fast paced, deadline driven team environment and will be responsible for most aspects of the Spine / Trauma / Total Joints RFI, RFP, pricing and amendment process as per assigned accounts. The DCA will support and work closely with Spine Zone Vice Presidents of Sales and Area Sales Directors as well as Trauma Area Directors while coordinating with Globus Senior Management, the Contracts and Pricing Group, Legal, Finance and other internal departments to implement Globus strategic pricing and contracting objectives. The candidate should be intelligent, personable, articulate, professional and analytical in their approach to contracting activity and have a documented record of successfully negotiating agreements consistent with positive business outcomes. The DCA candidate should have experience in presenting a compelling value based proposition to strategic customers, conducting regular and effective business reviews, developing revenue growth opportunities through contracting initiatives and maintaining a positive and productive relationship with GPO, IDN and IHN organizations. Overnight travel is estimated at 50% - 60%.

Essential Functions:

• Implement Globus pricing and contracting strategies at the Corporate Account level in Spine / Trauma / Total Joints to insure revenue growth for Globus.

• Develop detailed knowledge and understanding of the Globus product lines with the ability to articulate features and benefits to customers.

• Coordinate and manage the RFI, RFP and Amendment process as per assigned accounts.

•  Focus and achieve price realization targets within the assigned accounts.

• Support Zone Vice Presidents of Sales and Area Sales Directors in contracting and pricing initiatives necessary to grow Globus revenue.

• Develop and advance the Globus relationship with assigned accounts.

• Schedule and complete regular business reviews with Corporate Accounts in order to identify growth opportunities for Globus.

• Provide analytics and strategic insight on contracting initiatives to Globus Sales Management on assigned accounts.

• Completion of special pricing and contract projects as per assignment.

• Completes special projects and departmental initiatives as assigned

• Adheres to the letter and spirit of the company Code of Conduct, the AdvaMed Code, MedTech Code, and all other company policies.

• Ensures Compliance with applicable governmental laws, rules, and regulations, both in the United States and internationally, by completing introductory and annual training and maintaining knowledge of compliance as it applies to your role

• Represents the company in a professional manner and uphold the highest standards of ethical business practices and socially responsible conduct in all interactions with other employees, customers, suppliers, and other third parties

Reasonable accommodations may be made to enable individuals with disabilities to perform these essential functions.

Qualifications:

• Bachelor Degree in business or related discipline.

• 3-5 years Orthopedic experience in a sales or sales management capacity.

• 3-5 years of sales management experience in the medical device industry.

•  3-5 years of experience with direct responsibility for calling on GPOs and /or IDNs.

•  Effective negotiation skills.

• Documented experience in presenting detailed and complex pricing proposals.

• RFI and RFP management experience.

• Working knowledge of Microsoft Office.

• Minimum of Intermediate skill level in Microsoft Excel.

• Positive attitude, strong work ethic and excellent verbal and written communication skills.

• Demonstrated ability to analyze sales and pricing data.

• Excellent relationship management skills.

• Proven ability for problem solving and conflict resolution.

• Demonstrated ability to function in a team and intra- departmental environment.

• Demonstrates a high level of professionalism and integrity.

• Strong leadership qualities

Physical Demands:

The physical demands listed here are representative of those that must be met by and employee to successfully perform the essential functions of this job.

• Required to sit; climb or balance; and stoop, kneel, crouch or crawl

• Required to regularly lift and/or move up to 10 pounds, and occasionally lift and/or move up to 25 pounds

• Required to possess specific visons abilities, including: close vision, distance vision, color vision, peripheral vision, depth perception and capacity to adjust focus.