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Area Manager-Client Relationship Optimization National Accounts- East
About the position
Arthrex, Inc. is a global medical device company and a leader in new product development and medical education. Arthrex is actively searching for an Area Manager-Client Relationship Optimization National Accounts to manage and lead our initiatives within the Southwest United States. Contracting continues to be a strategic and integral part of our business strategy at Arthrex as we provide physicians and their patients market leading solutions through a broad and diverse portfolio. The successful candidate will drive strategic contracting through relationships with key customers, sales agencies, and internal departments to help drive our strategies and continued market growth. Excellent interpersonal, negotiating, presentation and leadership skills along with three years or more of related experience and a bachelor’s degree are essential for this position. Join our talented team at a global medical device company focused on Helping Surgeons Treat Their Patients Better™.
Responsibilities
- The primary internal contact for select accounts.
- Maintains, strengthens, and/or expands existing relationships with selected accounts.
- Develops, implements, and monitors sales and finance plans (contracts) with these accounts.
- Develops, directs, coordinates, and monitors sales and finance plans (contracts) with appropriate contacts (Finance, Sales, Legal, Business Development, Regional Management, Agencies, and Sales Representatives).
- Has or will obtain a thorough understanding of selected account sales history, surgeon customers, buying group affiliations, objectives, and structure.
- Evaluates strategic opportunities with select accounts and outlines solutions in meetings with Finance, Sales, and Business Development (when appropriate). Works with Legal to review contracts and other matters if necessary.
- Reviews with Client Relationship Optimization National Accounts Director any regional manager and agent requests for account visits. If approved, account strategy will be formulated by the appropriate departments and request carried out by Central Accounts Area Manager and other personnel if necessary.
- Understands orthopedic products, surgical procedures, and programs and can speak knowledgeably with both administrator and surgeon customers on these subjects.
- Coordinates regional management, agency, and sales representative training on standardized programs that will be implemented by Client Relationship Optimization National Accounts.
- Assists Client Relationship Optimization National Accounts Director in formulating creative new approaches to Arthrex’s Client Relationship Optimization National Accounts sales strategy.
- Understands CRMA sales evaluation software and utilizes this program as an important tool in everyday job requirements.
- Attends management and regional training meetings to gain additional knowledge about new and existing products, procedures, and programs. Makes presentations to attendees at the meeting if requested.
- Attends industry meetings, if appropriate.
- Provides market expertise for assigned accounts.
- Writes and posts periodic reports to update Client Relationship Optimization National Accounts Director and Arthrex sales leadership.
- Travel over 50% of the time. (Must be located near a major airport within the covered geography).
Requirements
- Bachelor’s Degree required, preferably in Finance, Business, Economics, Accounting, or Engineering.
- MBA preferred.
- 3 years’ account management experience, to include the operating room and orthopedic devices or implants required.
- Experienced and comfortable making executive (“C” level) presentations required.
Nice-to-haves
- Knowledge of surgical orthopedics and/or arthroscopy.
- Skilled in working with different functions and effectively coordinates activities to achieve desired results.
- Excellent listening skills, including the ability to identify and isolate customers concerns or objections, in addition to excellent written and oral communication skills.
- Ability to communicate in written form concisely and effectively.
- Ability to persuade and stand ground while putting the whole room at ease.
- Strong relationship-building skills required.
- Experience uncovering, analyzing, and developing financial opportunities with mathematical models.
- Strong mathematical skills.
- Excellent public speaking and presentation skills are required.
- Highly organized, dependable, detail oriented.
- Must be able to calculate, evaluate, and explain growth and loss percentages at the account and IDN level.
Benefits
- Medical, Dental and Vision Insurance
- Company-Provided Life Insurance
- Voluntary Life Insurance
- Flexible Spending Account (FSA)
- Supplemental Insurance Plans (Accident, Cancer, Hospital, Critical Illness)
- Matching 401(k) Retirement Plan
- Annual Bonus
- Wellness Incentive Program
- Free Onsite Medical Clinics
- Free Onsite Lunch
- Tuition Reimbursement Program
- Trip of a Lifetime
- Paid Parental Leave
- Paid Time Off
- Volunteer PTO
- Employee Assistance Provider (EAP)
- Eligible for discretionary Long Term Incentive program
