As a Director of Strategic Accounts with Tri-anim Health Services, you will lead our efforts in developing and executing complex sales strategies tailored to the Top Integrated Delivery Networks (IDNs) for Tri-anim's Northeast Region. Tri-anim Health Services, a division of Sarnova, is the leading national specialty distributor of products in Acute Respiratory Markets.
This is a 100% remote opportunity that requires residency in the Northeastern part of the U.S. with easy access to a national airport. Travel is expected to be between 50-80%.
The Director of Strategic Accounts focuses on representing the value of Tri-anim through targeted Health Systems programs designed to meet the unique needs of both Clinician and Supply Chain. You will be responsible for cultivating and maintaining executive-level relationships with key decision-makers, including the C-suite, within strategic accounts
Essential Duties and Responsibilities:
Strategic Leadership
• Develop and implement tailored strategies and business plans to achieve sales targets and expand market presence within assigned strategic account
• Work cross-functionally with internal teams, including Region Sales Directors, Territory Account Managers, and Clinical Specialists, to achieve sales objectives
• Lead without Authority: Ability to influence and guide others without direct management responsibility
Business Development
• Expand business with existing customers by introducing new products and services
• Deliver strategic business presentations and quarterly business reviews
• Articulate the Tri-anim Advantage in a compelling manner to drive customer engagement and sales growth
• Analyze market trends, sales data, and customer needs to identify opportunities for growth
• Prepare and deliver presentations and proposals to clients
Customer Relationships
• Establish and nurture executive-level relationships with key cross functional decision-makers in each strategic account
• Develop and maintain strong relationships with key cross-functional stakeholders, including healthcare providers and decision-makers
• Serve as the primary point of contact for negotiations, sales calls, and the presentation of pricing and clinical strategies
Resource Utilization
• Collaborate with internal departments (Finance, Product Marketing, New Product Development, Clinical Specialists, Contract Administration, and Legal) to develop and execute account strategies
• Understand and effectively communicate the features and benefits of Tri-anim’s products and services, including respiratory, anesthesia, and critical care supplies
• Present pricing and clinical strategies to the pricing committee for approval
• Build and develop strategic programs to drive value within assigned accounts
Performance Monitoring
• Conduct quarterly business reviews for each strategic account, identifying and resolving any customer issues
• Maintain comprehensive customer records and track account performance.
Sales Administration
• Manage CRM system records, prepare sales reports, complete necessary paperwork, and contribute to special projects as needed
Skills/Experience Required:
• Bachelor’s degree in Sales, Marketing, Business, or a related field from an accredited institution or equivalent experience. Advanced degree a plus but not required
• 10+ years of B2B sales experience in the medical device industry selling to acute facilities preferred
• Network of established contacts within the healthcare industry/health systems desired
• People leadership experience desired but not required
• Proven experience in selling to executive-level stakeholders with strong communication and negotiation skills
• Executive-Level Selling: Expertise in engaging and selling to executive-level stakeholders
• Strategic Thinking: Ability to develop and implement strategic plans for large accounts
• Collaboration: Effective team player who can work across various departments to achieve common goals
• Customer Focus: Dedication to understanding and meeting customer needs
• Positive attitude, drive, enthusiasm, and eagerness to learn