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Director, Account Management - Southern California

Company: Intalere
Location: Saint Louis
Posted on: February 16, 2020

Job Description:



Territory: Southern California (including the counties of Santa Barbara, Ventura, Los Angeles, San Bernadino, Orange, Riverside, San Diego, and Imperial

Job Summary: Role responsible for ongoing management of relationships and revenue retention across an assigned base of accounts/territory; carries an annual revenue retention quota. A consultative role responsible for maintaining relationships on multiple levels of organizations, for coordination of internal resource deployment to address key customer initiatives and for identifying opportunities for additional sales of Intalere Solutions and Programs in collaboration with Strategic and Solution Sales Executives. This role requires a proactive and consultative relationship management approach, including but not limited to executive meetings, MBRs/QBRs, best practices, benchmarking, etc.

Essential Job Duties:

Manage Core Account Management territory

  • Develop yearly business plan for growing and maintaining core accounts
  • Sell within assigned accounts and/or geographic territory
  • Demonstrated ability to execute account management strategies
  • Develop working relationships with distribution partners to support territory growth
  • Implement tactical initiatives and strategy to increase membership, sales and contract utilization within new and existing members
  • Retain, grow and manage existing customer base through collaborative activities with National Accounts, supplier and distribution partners to ensure sales goals are achieved
  • Provide superior customer service to ensure customer satisfaction and retention

    Develop selling skills to effectively and productively service members

    • Participate in all weekly sales calls, educational Web casts and monthly team conference calls to keep current with products, contracts and services
    • Skill in preparing & delivering presentations to meet purpose & audience
    • Develop relationships with designated Clinical Specialists to understand and promote contracts and selling solutions within their respective areas
    • Develop a thorough knowledge of various Intalere databases, including CRM and Member Resources to effectively service members
    • Determine which issues require escalation to next level

      Organize administrative duties to increase productivity

      • Utilize CRM daily as a time management tool
      • Prepare designated reports, such as the monthly territory progress report, within specified time frame for review by Sales Leadership
      • Prepare paperwork necessary for new or existing members to assure accuracy and compliance with Intalere's processes and procedures

        Monitor the sales revenue goal within a defined Core Account Management territory to achieve budgeted growth

        • Achieve the annual sales/revenue goal in a defined territory by analyzing and reviewing members purchasing through Intalere
        • Monitor purchasing data and conducts quarterly business reviews identifying opportunities and verifying sales reporting to increase sales and customer satisfaction
        • Monitor all non-reporting issues with appropriate follow-up to ensure accuracy of sales reported

          Manage Sales Funnel to ensure that all single sales objectives, by facility, have been qualified as an opportunity worth pursuing and are being worked aggressively and routinely towards a successful close

          • Confirm funnel data is accurate and entries are compliant with sales funnel business rules
          • Monitor funnel forecasted yield to reflect 110% of quota
          • Review funnel activity bi-weekly with Regional Director
          • Check the Leads View and Opportunities View for funnel changes and accuracy each week


            • Bachelor's Degree in business, healthcare related field, supply chain management desirable or combination of education & experience providing equivalent knowledge AND
            • Minimum 5 years proven outside sales success within a healthcare environment (ex. Distribution, Manufacturing, Pharmaceuticals) AND/OR (Internal) Minimum of 2 years of demonstrated success as an Intalere Inside Sales Rep
            • Knowledge of healthcare organizations, supply chain & distribution
            • Ability to navigate complex customer & internal (matrix) environment in a collaborative environment
            • Knowledge of healthcare GPO market, products & services
            • Demonstrated ability to execute account management strategies
            • Skills in interpreting and delivering complex internal & external data & systems including the ability to explain complex information in a way that is easily understood
            • Ability to sell solutions to meet customers' needs and goals
            • Ability to ask probing questions to uncover complex customer needs
            • Knowledge of and demonstrated proficiency in using personal computers & related software (Microsoft office, CRM & proprietary databases)
            • Demonstrated ability to be proactive & operate independently
            • Skill in preparing & delivering presentations to meet purpose & audience
            • Ability to access and influence executive level decision makers
            • Skill in time & territory management
            • Skill in analyzing territory results & develop accurate forecasts
            • Skill in assessing, measuring & reporting monthly performance against key metrics
            • Ability to provide superior customer service with timely follow-up to ensure member satisfaction & retention
            • Demonstrated ability to meet revenue budget
            • Ability to execute defined processes
            • Skill in verbal & written communication skills

Keywords: Intalere, St. Louis , Director, Account Management - Southern California, Executive , Saint Louis, Missouri

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