Key Account Director, AWM (East Coast) - Talent Pipeline
Smith+Nephew
Summary
The Director of Key Accounts (KAD) will be responsible for driving the business planning process crafted to increase customer engagement and build synergy across the AWM businesses while delivering incremental growth. In collaboration with the AWM Field Sales teams and Corporate Account Director (CAD), the KAD will be responsible for (1) developing and executing the AWM strategy, (2) driving AWM-wide cross-sell and contracting, (3) acting as a link between AWM and CAD in covered accounts to drive overall SN growth.
Job description
What will you be doing?
- Develop a clearly defined strategy for assigned accounts, identifying and highlighting opportunities & priorities to pursue them
- Disseminate strategy to AWM Field Sales teams, including conducting acct strategy reviews
- Works with other AWM stakeholders (e.g., AVPs, DMs, CADs) to ensure strategy execution
- Develop relationships with the most influential clinical & economic stakeholders
- Craft and deliver AWM-wide value proposition message to account stakeholders
- Coordinate development and negotiation of cross-AWM contracts
- Own pricing and contract incentives, with appropriate AWM leadership approvals
- Monitor for compliance and coordinate response to non-compliance
- Coordinates with other SN stakeholders to manage AWM positioning on GPO contracts
- Identify and pursue areas where other business units can unlock AWM opportunities
- Ensure account strategies work in harmony with CAD-level strategies at key accounts
- Work with CAD to develop & execute cross-SN contract opportunities involving AWM
- Develop (and Partner) with field team to support C-suite contacts, conduct business reviews
What will you need to be successful?
- BA/BS required
- Minimum 7 years of documented sales success in a broad range of healthcare products
- Prior experience preferred in Sales Management and/or IDN account management, including contract negotiation and execution
- Sales/people leadership preferred, not required
- Knowledge of healthcare/hospital buying and contracting processes for both clinical and economic products
- Understanding of the US healthcare landscape, including the role of payers, GPOs, distributors
- Experience working across business units/segments/functions to drive results
- Knowledge of overall AWM portfolio preferred
- Travel: up to 75%
Requirements
- BA/BS required
- Minimum 7 years of documented sales success in a broad range of healthcare products
- Prior experience preferred in Sales Management and/or IDN account management, including contract negotiation and execution
- Sales/people leadership preferred, not required
- Knowledge of healthcare/hospital buying and contracting processes for both clinical and economic products
- Understanding of the US healthcare landscape, including the role of payers, GPOs, distributors
- Experience working across business units/segments/functions to drive results
- Knowledge of overall AWM portfolio preferred
- Travel up to 75%
Benefits
- 401(k) Matching
- 401(k) Plus Program
- Discounted Stock Options
- Tuition Reimbursement
- Flexible PTO
- Paid Holidays
- Flex Holidays
- Paid Community Service Day
- Medical, Dental & Vision
- Health Savings Account
- Employee Assistance Program
- Parental Leave
- Fertility & Adoption Assistance
- Fitness Club Discounts
- Hybrid Work Model
Company overview
Smith+Nephew is a global portfolio medical technology company with a rich history dating back to 1856, originally founded as a chemist shop in Hull, UK. The company specializes in the repair, regeneration, and replacement of soft and hard tissue through innovative medical devices and technologies. Operating through three core business units—Orthopaedics, Sports Medicine & ENT, and Advanced Wound Management—Smith+Nephew serves healthcare professionals and patients in over 100 countries worldwide. With approximately 18,000 employees, the company generated annual sales of $5.5 billion in 2023 and is listed on both the London Stock Exchange (FTSE100) and New York Stock Exchange. Their product portfolio includes joint replacement systems, robotics-assisted surgical platforms, sports medicine implants, advanced wound care solutions, and ENT technologies. The company is pioneering new frontiers in medical technology, including Spatial Surgery systems that integrate augmented reality and real-time data processing for enhanced surgical precision. Smith+Nephew's mission centers on their "Life Unlimited" purpose, aiming to restore patients' bodies and self-belief through technological innovation that removes limitations on living.