Senior Director, Commercial Strategy – Alignment

This is a fully remote position, open to applicants in United States.

📋 Description

• Drive strategic business alignment and lead C-suite selling for the largest strategic IDN accounts and designated business in the Western United States.

• Align AirLife channels, distribution, GPO contracts, and supply chain with customer needs.

• Directly engage with key customers and pursue new health system accounts, including IDNs and select national accounts.

• Develop and sustain executive C-suite relationships along with affiliated member leadership teams.

• Create customized solutions utilizing AirLife’s comprehensive product portfolio.

• Forge and maintain connections with assigned corporate and national accounts.

• Collaboratively oversee accounts post-initial sale to guarantee continuous revenue expansion.

• Assess complex sales scenarios, formulate strategic plans, and execute solutions.

• Manage the execution of contracts and agreements to boost sales volumes and partnership opportunities.

• Target a growth revenue of no less than 10% over the previous year, in line with corporate objectives.

• Engage in strategic planning with sales and marketing for price protection and parity across focus accounts, distribution partners, and GPOs.

• Develop personalized value-added solutions for IDNs, health systems, and stakeholders.

• Provide updates on monthly KPI reports and take part in Quarterly Business Reviews.

• Mentor, inspire, and empower sales personnel while coordinating efforts with designated Sales Representatives.

• Negotiate contracts at the C-suite level.

• Oversee product and account profitability for assigned contracts.

• Collaborate cross-functionally on GPO/IDN RFIs and RFPs.

• Work with distribution partners to manage customer logistics.

• Execute additional duties as required.

⛳️ Requirements

• Exceptional communication skills.

• Strong operational management capabilities, including risk analysis, strategic planning, budget oversight, decision making, and problem-solving.

• Strategic thinking with the ability to foster relationships across various stakeholder groups.

• Proven success in managing and expanding large account portfolios and sales territories.

• Self-driven leader with the ability to handle multiple priorities with urgency.

• Well-honed C-suite relationship management and consultative sales abilities.

• Comprehensive knowledge of clinical processes, medical technologies and operations, and healthcare trends.

• Adherence to all mandatory training, corporate SOPs, work instructions, product training, and corporate credentialing.

• Strong understanding of Acute Channels Direct, Distribution, Specialty Distribution, and OEM.

• Advanced contract understanding with the ability to draft and negotiate terms.

• Capability to manage Private Label projects as required.

• A minimum of 12 years of professional experience.

• At least 5 years of business-to-business sales experience is mandatory, preferably in the medical device sector.

• A minimum of 2 years managing large corporate sales accounts at the C-suite level, ideally in healthcare/medical device.

• Strong preference for healthcare/medical device sales experience.

• Proficient in Microsoft Excel, PowerPoint, and Word.

• CRM experience is essential; familiarity with Salesforce is preferred.

• Bachelor's degree in business or marketing, or a comparable combination of education and work experience in these fields is required.

• Willingness to travel up to 70% of the time.

🏝️ Benefits

• Medical coverage.

• Dental coverage.

• Vision coverage.

• 401(k).

• Paid time off.

• Paid holidays.

• Bereavement leave.

• Resources from the Employee Assistance Program.

• Medical leave benefits.

• Bonus, commission, or other forms of incentive compensation may be available for certain roles.