Job Title: Area Director, Corporate Accounts

Reports To: Vice President, Corporate Accounts

Job Classification: Exempt

Position Summary: Responsible for managing and developing a team of Corporate Account Directors (CADs) to plan and implement sales plans for accounts (IDNs) which are highly strategic and integral to the long-term success and viability of Ambu Inc.

Along with Responsibilities and criteria listed below, Senior Director, Corporate Accounts will;

• Effectively manage, coach, and develop Corporate Account Directors assigned as direct reports to successfully meet the criteria of Corporate Account Director.
• Assist and support Vice President of Corporate Accounts in development and execution of key initiatives to successfully meet sales objectives within Ambu, Inc.
• Achieve annual sales objectives across the Senior Corporate Account Director’s team
• Assess growth and development of direct reports and provide recommendations on opportunity for growth
• Coach and develop Corporate Account Directors on
  • GPO process
  • IDN process
  • Development and execution of sales plans
  • Assessment of field sales team

Responsibilities: 

• Achieve annual sales objectives in teams’ assigned Distribution, GPO, Government and Key/Integrated Delivery Network (IDN) accounts (together, “Corporate Accounts”) and drive the successful       implementation of account specific strategies, based on alignment with and direction from the Chief Sales Officer, Vice President of Sales (all sales teams) and Vice President of Corporate Accounts. 
• Assist and support the Vice President of Corporate Accounts, Chief Sales Officer, Vice President of Sales – all sales teams, and the Vice President of Marketing, in meeting short and mid-term goals for Corporate Accounts by focusing on revenue generation and process improvement for the Ambu, Inc., product portfolio, while adhering to Good Promotional Practices (GPP). 
• Provide timely, effective, and efficient means to resolve customer issues and drive incremental business opportunities within the Ambu, Inc., product portfolio. 
• Work closely with Area Sales Director, Regional Sales Directors, Field Sales Representatives, and Key Account Managers to improve relationships throughout the assigned IDN accounts. 
• Spend time in the field with Sales Representatives while providing constructive feedback and follow up to both the manager and representative in a dotted line reporting type capacity. 
• Prepare accurate business plans, forecasts, and sales reports to achieve assigned sales and project objectives within allocated expense budget operations. 
• Partner with legal and finance to address overall business needs within contract negotiations and language with large IDNs and GPOs

80% - Strategic Portfolio Management 

• Develop strategic initiatives with CADs on opportunities within assigned IDNs.  Effectively managing CADs on execution of strategic direction for IDNs
• Review contract terms and analytics on opportunities with IDNs to ensure terms and pricing meet Ambu objectives while creating value for customer.  Drive CADs to develop strategic relationships with IDNs at all levels to build walls around overall Ambu business.
• May assist in developing and implementing national sales campaigns and sales strategies for large accounts. 
• Create processes of communication on contracts to field – ensure CADs are driving strategic sessions on IDNs with key internal Ambu stakeholders

20% - Contract and Performance Management 

• Ensure pricing and contract integrity across Ambu portfolio and customers
• Ensure collaboration across Ambu for success of organization and CADs
• Review contract performance and recommend appropriate course of action to Ambu leadership and CADs
• Perform and complete in a timely manner all administrative requirements of managing team of CADs

Essential Functions: 

• Manage and lead the development of Corporate Account Directors and implementation of sales strategies to attain assigned sales objectives for highly strategic accounts, assigned territory, and Ambu. 
• Provide professional leadership to Corporate Account Directors in planning, organizing, and controlling balanced sales growth, continued account penetration, and customer satisfaction 
• Utilize strong product / market knowledge and sales experience to lead CADs in managing complex sales and resolving customer questions and concerns. 
• Continuously build knowledge of current industry trends, competitive information and industry/technical knowledge to drive strategy, inform Ambu leadership, and share with other Ambu Inc., colleagues.  
• Establish and build strong client relationships with highly strategic accounts that allow for growth, profitability and predictability. Communicate with other relevant Ambu functions to ensure needed support and delivery of programs/ products. 

Performance Criteria 

• Achieve annual sales objectives in assigned Accounts and markets 
• Understand key issues, critical elements and stakeholders of assigned Accounts 
• Understand Ambu Inc., and Accounts’ senior level drivers and how to translate to business wins 
• Ensure that winning IDN/GPO member contracts are executed properly through the Pricing & Contracting Dept. 
• Monitor effectiveness of strategy implementation to ensure account covered GPO & IDN revenue growth 
• Understand Ambu Inc.’s products, pricing, strategy and compensation 
• Understand GPOs and IDNs financial, operational and individual objectives to help implement sales initiatives 

Travel: 

• 60 – 70 % overnight travel 

Physical Demands: 

• Ability to lift or move up to 10 pounds 
• Required to stand; walk and reach with hands and arms 

Qualifications /Experience: 

• Minimum of seven (7) years of previous medical device sales experience, preferably in the critical care areas. 
• Demonstrated and proven leadership abilities. 
• Bachelor’s Degree from an Accredited Institution, MBA preferred. 
• Proven ability to meet or exceed sales goals. 
• Negotiation, contracting and problem-solving skills 
• Excellent verbal and written communication skills. 
• Valid driver’s license, in good standing.

AAP/EEO Statement

Ambu provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.