Hospital National Accounts Director

Purpose and Scope

In coordination with division and regional operations, responsible for customer support and strengthening relationships with regional and national hospital chains. Utilizes extensive hospital system knowledge, expertise and customer relation skills to support development of existing relationships with large hospital systems and chains through Inpatient Services agreements and integrated care relationships. Provides leadership oversight in formulating, representing and implementing partnership strategies to strengthen and expand relationships and secure new agreements.

Principal Duties and Responsibilities

• Supports execution and achievement of Inpatient Services goals and objectives through national account oversight.
• Collaborates with the Market Development team to plan, select, and implement negotiation strategies/techniques and conduct sales presentations to hospital system executives.
• Responds, resolves and follows up regarding customer service issues with all customers in a timely manner.
• Coordinates clinical, technical, financial, and educational support to existing accounts and communicates accurate account information to all relative parties.
• Ensures the value of service and communicates the value proposition of FKC Inpatient Services contracts.
• Supports local teams to analyze market opportunities and strategic value in national vs. local relationships with hospital chains.
• Provides input and assists with divisional Inpatient Services strategic planning and other related initiatives.
• Develops and refines growth initiatives, sets support goals, reviews performance vs. growth plans, and assists in developing new business opportunities.
• Formulates a customer relationship management strategy for each hospital chain and partners with division, group and region operations to ensure consistent delivery and communication including quarterly business reviews and spend reports.
• Participates in sales preparations and presentations to corporate hospital systems.
• Develops, manages and maintains relationships with FKC affiliated and non-FKC affiliated hospital chains to recognize and strengthen growth opportunities.
• Supports negotiation efforts on national and local agreements and contracts, including terms & conditions and pricing agreements to achieve revenue and profitability objectives.
• Establishes credibility with C-Level decision makers.
• Includes Novatus workflows and model process oversight, contract management and coordination with the legal team.
• Participates in local and national renal meetings (e.g., ASN, NRAA and subchapters) and hospital association meetings (ACHE, AHA, etc.).
• Performs other related duties as assigned.

Physical Demands and Working Conditions

Day to day work includes desk and personal computer work and interaction with patients, hospital staff and physicians. This position requires significant travel, up to 75% nationwide.

Supervision

None.

Education and Required Credentials

Bachelor's Degree; Advanced Degree preferred or an equivalent combination of education and experience.

Experience and Skills

• Minimum 10-12 years' experience in sales and sales management or senior management to hospitals and hospital systems.
• Demonstrated ability to write proposals and negotiate contracts, create marketing plans and manage geographically diverse business interests.
• Business development knowledge from evaluation through integration and implementation.
• Ability to work with and include all levels of the organization in the decision-making process.
• Strong written and oral presentation skills.
• Excellent communication and selling skills; capable of gaining client confidence and responding to issues appropriately, accurately and timely.
• Ability to work independently and strategically to assess market conditions.