Strategic Account Director - Kaiser

The Strategic Account Director serves as the primary point of contact on all business development activities for an assigned national / regional hospital system, IDN or Group Purchasing Organization.

He / she is primarily responsible for managing the corporate or system-level customer relationship as well as coordinating with the regional teams all sales activities within the hospital system to ensure a consistent and reliable customer experience.

This includes developing a multi-year strategic growth plan for the assigned national / regional account and ensuring that established annual growth targets are achieved.

The Strategic Account Director is responsible for coordinating with the regional teams on the execution of all local-level new sales and renewal activities.

This may include negotiating agreements directly with the local-level customer or coordinating the successful execution of a customer agreement by leveraging the Account Director or Business Development Director in the respective territory.

Specific duties include, but are not limited to :

Manages a portfolio of 1 to 2 National or Regional Hospitals, IDNs, Group Purchasing Organizations, or Government Entities.

Responsible for creating strategic approaches to growing the business in the portfolio by executing national agreements, creating new sales opportunities and expanding current opportunities in each portfolio account.

Acts as the primary point of contact with corporate, system-level, and regional executives in each account; uncovers short and long-term customer goals and develops multi-year growth plan to expand relationship into new markets or introduce new service(s) at existing locations;

ensures annual growth targets are achieved in all service lines including Mobile Radiology, Urology, Oncology, and Fixed Radiology.

Manages system-level customer agreements; monitors system-level performance relative to revenue, profitability, scan volume and customer satisfaction (et al) to ensure services are meeting customer expectations;

coordinates and conducts regular business reviews with corporate, system-level, and regional executives; addresses directly or coordinates the responses for any customer concerns.

Working in conjunction with Director of Operations, the Account Director and the Business Development Director,, develops a local-level new business and customer retention strategy that aligns with the system-level customer growth plan;

prioritizing and allocating resources as appropriate.

Manages and / or coordinates several complex business development opportunities at various phases of the sales cycle. Follows-through to ensure customer needs are met at each phase, solicits regional team support as needed and ensures each sales opportunity is continually progressing towards closure.

Responds to growth opportunities identified in your portfolio. Provides guidance and support to the Account Director and the Business Facilitates access to higher levels of the organization to better facilitate growth strategies throughout the organization.

Leverages all four business service lines to successfully negotiate new business or renewals, or alternatively works directly at the local customer level to secure the agreement.

Ensures local-level agreements comply with the goals / standards set forth in the system-level agreements (pricing, service levels, etc.).

Coordinates the implementation of customer solutions with the business service lines; monitors implementation and customer satisfaction issues and transitions local client relationships to the Local Area Team as appropriate.

In coordination with the service line leaders will serve as a point of contact for all customer operational issues at both the system and local-level depending on the size and scope of the national / regional account.

Other duties as assigned by management.

Consistently displays ability to understand each stakeholder's key business drivers and translate into sales opportunity.

Displays and applies knowledge of healthcare trends, reimbursement models, population health and its impact on customer profitability.

Regularly and consistently displays the following traits and behaviors : Builds relationships, demonstrates accountability, is results-oriented, is innovative in approach, displays passion, seeks new challenges, is ethical in approach, is an educator, positive influencer, aspires to grow personally and career-wise, enables and encourages relationship building, and has excellent sales and business acumen.

Position Requirements :

Bachelor's Degree or Equivalent Experience.

7-10 years of successful experience in developing long-term relationship-based, complex, consultative solutions

Consistently and successfully develops multi-level relationships with national / regional Hospital Systems, including success selling to C-level executives, as well as existing C-level relationships at the hospital system-level.

Has a demonstrated track record of developing and closing large, complex and strategic deals with national / regional Hospital Systems.

Constantly builds on existing track record of developing and executing a national / regional strategic business development plan in a highly-matrixed environment with multiple service lines.

Displays ability to influence cross-functional teams and various stakeholders in the development and delivery of integrated customer solutions.

Demonstrates exceptional presentation skills; able to present ideas to customers in a way that produces understanding and impact.

Leverages excellent negotiation & closing skills to provide solutions to customers and foster growth.

70% travel may be required.

Preferred : Master's Degree.

Master's Degree.

3 - 5 years working within the company preferred.

Physical Requirements :

Standard office environment and the employee may be exposed to environmental hazards such as exposure to noise, and travel.

More than 50% of the time :

Sit, stand, walk.

Repetitive movement of hands, arms and legs.

See, speak and hear to be able to communicate with patients.

Less than 50% of the time :

Stoop, kneel or crawl.

Climb and balance.

Carry and lift 10-20 lbs.