Sr. Sales Director, National Accounts

at  Endologix

Overview:
Endologix LLC is a California-based, global medical device company dedicated to improving patients’ lives by providing innovative therapies for the interventional treatment of vascular disease.
We have a therapeutic portfolio designed to treat diseases which currently have clinically relevant unmet needs. Our existing products can treat a wide spectrum of vascular disease through abdominal aortic aneurysms to lower limb peripheral vascular disease. We obtain excellent clinical outcomes through meticulous attention to product design, manufacturing, and training, all backed by industry-leading clinical evidence.
With a robust pipeline of disruptive technology, our vision is to provide physicians with the best device for each patient; because when it comes to ensuring patient well-being, we are never satisfied with the status quo.
Job Scope
The Senior Director of National Accounts will oversee and lead the development and management of strategic relationships with key national accounts in the medical device industry. This individual will focus on maximizing revenue, fostering partnerships, negotiating contracts, and ensuring customer satisfaction across multiple healthcare systems, GPOs (Group Purchasing Organizations), and Integrated Delivery Networks (IDNs). The role will require strategic thinking, excellent leadership skills, and a deep understanding of the medical device market and its complex landscape.
Responsibilities:
To perform this job successfully, an individual must be able to perform each essential job task satisfactorily. The tasks listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

National Account Management

• Develop and execute national account strategies aimed at achieving revenue growth and long-term partnerships with key accounts including hospitals, healthcare systems, GPOs, and IDNs
• Build and maintain relationships with senior-level decision-makers, identifying their needs and aligning company offerings accordingly
• Manage and optimize existing accounts while driving new business development opportunities.
• Lead contract negotiations, ensuring favorable terms while meeting the needs of both the client and the company

Sales Leadership and Strategy

• Collaborate with cross-functional teams (Sales, Marketing, Operations, and R&D) to create and implement strategies that address the needs of national accounts
• Forecast sales targets, track performance metrics, and analyze key data to identify areas for improvement and future growth
• Provide leadership and direction to a national accounts team, including hiring, training, and performance management
• Monitor market trends, competitive activity, and changes in healthcare regulations that impact national accounts

Contract and Pricing Strategy

• Drive the development and execution of pricing strategies that are competitive and profitable
• Partner with internal teams to ensure contract compliance and timely resolution of any contract-related issues
• Analyze financial data related to account performance and make recommendations for contract renewals, renegotiations, and pricing adjustments

Customer Relations and Satisfaction

• Serve as the primary point of contact for national accounts, ensuring the highest level of customer satisfaction
• Facilitate regular business reviews with clients to evaluate performance, address concerns, and discuss opportunities for additional product or service offerings
• Resolve escalated issues in a timely and professional manner, maintaining positive relationships with key stakeholders

Market Expansion and Innovation

• Identify and evaluate new market opportunities for the expansion of products and services within existing accounts
• Work closely with Product Development teams to ensure customer feedback is incorporated into the development of new medical devices
• Leverage market insights to recommend innovative approaches to account management and business development

Qualifications:

• Strong understanding of the medical device industry, including healthcare regulations, reimbursement models, and competitive landscape
• Excellent leadership, negotiation, and interpersonal skills
• Ability to develop strategic partnerships with high-level stakeholders
• Strong financial acumen and experience with contract management
• Exceptional communication skills, both written and verbal
• Ability to work collaboratively across multiple functions within the company
• Position requires significant travel (up to 50%) to meet with key accounts across the country

Minimum Education

• Bachelor’s degree in Business, Marketing, Healthcare Administration, or related field required.
• Master’s degree (MBA, MHA) preferred

Minimum Experience

• 10+ years of sales or national accounts management experience in the medical device or healthcare industry
• Proven track record of managing large, complex accounts and negotiating high-value contracts
• Extensive experience working with GPOs, IDNs, and major healthcare systems
• Prior leadership experience managing a national sales team or accounts team

As a global business, our ability to understand, embrace and operate in a multicultural world – in the marketplace and workplace – is critical to our success. Many employees across the company work diligently to help us advance in our diversity journey. Employee feedback gathered both formally and informally further strengthens our culture of inclusion and collaboration as well as initiatives focused on gender and U.S. ethnicities.

Please refer the Job description for details