Now Hiring - Mizuho OSI - National Accounts Manager in Washington, DC

Full description of the position

** Must reside in Washington, DC or surrounding area**

TOP REASONS TO JOIN THE MIZUHO OSI TEAM

• Fast-paced, innovative and empowering culture
• Work with a dynamic team to shape the future of our business
• Help develop the value of the Team
• Contribute as a business leader, driving large scale opportunities to grow our business.
• Enjoy work/life balance and know that you’ve contributed to an amazing mission
• We have fun!

POSITION OVERVIEW

The National Accounts Manager is responsible for selling and marketing selected Mizuho OSI products to targeted Integrated Delivery Networks (IDN) and multi-hospital systems as well as managing the contractual relationships with specified Group Purchasing Organizations (GPO). Under the direction of the Director, Enterprise Business, the position is responsible for utilizing innovative contracting strategies and tactics for the development of new business in targeted accounts, for protecting current base business and for increasing market share to IDNs across all business lines. The National Accounts Manager advises sales management on department-related issues, including those with company-wide or external impact.

• Ability to drive high-level, C-Suite engagements, fostering relationships with organizational leadership.
• Experienced business acumen with the ability to think outside the box for mutually beneficial agreements.
• Ability to lead and manage field sales activities without direct report responsibility.
• High energy and positive attitude along with a focused competitive drive for success.

Here is what you will do day-to-day

• Develop strong relationships with key executives, clinical staff and entire supply chain within targeted IDNs and multi-hospital systems.
• Execute the Enterprise Business Strategy focusing on long and short-term goals that increase sales and build Mizuho OSI brand equity and loyalty.
• Negotiate contract terms for sales to IDNs and multi-hospital systems including pricing, warranty, and special conditions.
• Develop new business in targeted IDNs by developing and employing innovative contracting strategies and tactics focused on creating a competitive advantage. These strategies and tactics should also identify opportunities to increase market share within those identified IDNs across all business lines.
• Interact with Region Sales Managers to target IDN enterprise business sales opportunities within their respective region and/or assigned accounts.
• Submit to Director, Enterprise Business a monthly dashboard on activities and achievements of goals and objectives. A quarterly dashboard is also required outlining the spend history, the sales funnel and projected quarterly business for targeted IDNs and GPOs.
• Work with Regional Sales Managers to develop forecasts for opportunities with a contracted or projected IDN partner.
• Coach the Account Managers to understand the different IDN strategies from internal and external viewpoints. Share knowledge to continually train Account Managers in regards to any group buys and/or target buys and promotions for the respective assigned GPOs and IDNs.
• Work in collaboration with the Enterprise Business’ Contract Administrator and Contracts Coordinator to achieve goals and deadlines.
• Represent Mizuho OSI products and tradeshows and events when requested to do so.
• Maintain and monitor expenses in accordance with Mizuho OSI policy.
• Travel throughout the United States as necessary to facilitate the business needs, quarterly reviews, national meetings, and trade shows.
• Become an independent employee able to analyze problems and formulate plans to overcome challenges and to get work done quickly with a high degree of quality. To make sound and logical decisions and choose the appropriate courses of action based on the parameters of the situation at hand and to use continual improvement problem solving skills.
• Assist in creating on ongoing effort to improve the Company and Enterprise Business Department through personal action and engagement; contributing ideas to support both the Department and Company’s ongoing improvement efforts.
• Understand Mizuho OSI’s business objectives and the relationship between the Department and those objectives; to support and follow the Corporate Vision, Mission Values and Statements, to maintain the services and quality levels set by Mizuho OSI, and to continually enable Mizuho OSI to be a great place to work.
• Understand, follow and support Mizuho OSI’s internal Quality System policies, procedures and work instructions including but not limited to applicable external regulations (21 Code of Federal Regulations Part 820 Quality System Regulations and applicable International Standards).

Requirements
What you will need to be successful in this role:

• Experience and education – Bachelor’s degree in Business, Marketing or related field; five years of progressively responsible sales experience, including two years of IDN/GPO level experience.
• Strong understanding of the medical device business, specifically capital equipment, to include sales channels, purchasing cycles, Corporate Client purchasing process, competitive and market conditions.
• Knowledge of contractual negotiations and the contract development process.
• Ability to initiate, develop and maintain positive and productive relationships with potential customers.
• Demonstrated ability to gain access to hospital and corporate key executives.
• Demonstrated C-level negotiation skills.
• Ability to work independently in the field and travel extensively, about 50-75%, throughout the United States. Cover the business travel expenses and submit reimbursements in accordance with company travel policy.
• Ability to clearly express oneself verbally, and in writing, in the English language (additional languages also preferred) using good grammar, vocabulary, eye contact and friendly voice inflection with all employees.
• Ability to communicate effectively with employees and other business contacts in a courteous and professional manner. Persuasive and expositive skills are also required.
• Excellent business presentation and listening skills. Ability to create and present to different audiences, including executives. Strong facilitation, project management and organizational skills. Ability to use Microsoft products such as Outlook, Word, Excel, and PowerPoint proficiently.
• Excellent customer focus with a high sense of urgency and excellent interpersonal and communication skills
• Ability to perform basic arithmetic functions, create and reconcile reports, demonstrate strong analytical skills and attention to detail.
• Working knowledge of Salesforce.com or similar CRM is preferred.
• Ability to function calmly in a fast-paced environment managing multiple priorities simultaneously. To be able to positively manage situations of a dynamic nature; to be able to modify plans, actions, and decisions in light of changing situations and circumstances while still meeting or proposing modified deadlines.
• To respond sensitively to the needs and feelings of others regardless of position; to accept interpersonal differences, to maintain rapport and to interact effectively with all levels of employees within the organization.
• To be able to demonstrate an understanding, and the regular use of a time management process, which systematically structures one’s own work to provide for effective task performance, territory management and to plan and prioritize items to meet future demands.
• Ability to establish and accomplish goals independently and to function as a positive and productive team member.
• Ability to function in an operating room environment and attend surgical procedures as necessary.
• Knowledge of the Trust Triangle and Challenger Sales methodologies preferred.

Salary Range: $123,200 - $143,000 + Bonuses. Total potential comp is $188k- $208k

Job Type: Full-time

Pay: From $123,000.00 per year

Benefits:

• 401(k)
• 401(k) matching
• Dental insurance
• Disability insurance
• Employee assistance program
• Employee discount
• Flexible spending account
• Health insurance
• Health savings account
• Life insurance
• Mileage reimbursement
• Paid time off
• Paid training
• Travel reimbursement
• Tuition reimbursement
• Vision insurance
• Work from home

Experience level:

• 5 years

Schedule:

• Monday to Friday

Supplemental pay types:

• Quarterly bonus

Travel requirement:

• Up to 75% travel

Application Question(s):

• Do you have medical device, specifically capital equipment, outside sales experience?
• Do you have at least two years of IDN/GPO level experience?
• Do you have C-level negotiation skills?

Work Location: On the road