• Director, Strategic Accounts - MidAtlantic Region

    Job Locations US | US-MD-Baltimore | US-DC-Washington | US-PA-Pittsburgh | US-OH-Cleveland | US-OH-Columbus
    Posted Date 3 weeks ago(12/27/2018 7:05 PM)
    Requisition ID
    Company (Portal Searching)
    FUJIFILM SonoSite
  • Overview

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    Director, Strategic Accounts - MidAtlantic Region


    FUJIFILM, SonoSite, Inc . We are an innovative and high performance culture with tremendous opportunities.  People who work here are given the unique opportunity to contribute to the advancement of healthcare throughout the world.  Headquartered in Bothell, WA USA, FUJIFILM SonoSite is represented by a global distribution network in over 100 countries.  Since its inception, FUJIFILM SonoSite’s lightweight, robust products have created and led the point-of-care ultrasound market. From sophisticated urban hospital emergency rooms to clinics in austere, remote villages, FUJIFILM SonoSite systems are used by over 21 medical specialties and provide clinicians around the world with a cost-effective tool for improving patient safety and workflow efficiency. FUJIFILM SonoSite holds a number of prestigious design awards and has in excess of 145 patents.


    External US

    Job Summary:


    The Director, Strategic Accounts is responsible for positioning SonoSite as the preferred vendor of hand carried ultrasound within corporate entities that influence the buying process of their membership.  These entities include but are not limited to GPO’s, IHN’s, Hospital corporations and HMO’s.  The Director implements programs and strategies that improve sales productivity and enhance long-term relationships.  This position is responsible for leading and executing cross-functional teams with new and innovative growth ideas to leverage SonoSites value proposition within a dynamic marketplace and executing them with measurable results within targeted accounts.


    Ideal candidates for this position will reside in the MidAtlantic Region (Baltimore, DC, Pittsburgh, Cleveland or Columbus)


    Essential Job Functions:

    Essential Duties and Responsibilities:

    • Negotiate and finalize contract agreements with large buying groups, Integrated Healthcare Networks (IHN), health systems, hospital corporations, commercial accounts, etc. whenever appropriate and advantageous, providing measurable results.
    • Demonstrate and execute the selling approach by identifying key decision makers throughout targeted hospitals and health systems, while successfully positioning and communicating SonoSites value proposition.
    • Developing and implementing a consistent approach for the field sales organization to shift the buyer’s focus away from price and capturing the value we provide.
    • Demonstrate confidence, practical intelligence and accountability for growing new buyers and delivering revenue targets.

    Strategic Selling

    • Researching, planning and implementing new market programs and assisting the field sales organization in overcoming market barriers within key target accounts by adopting new and innovative approaches toward market leadership through collaboration, innovation and relationship building.
    • Plan and implement strategies to drive adoption and endorsement of the SonoSite products by large buying groups, Integrated Healthcare Networks (IHN), health systems, hospital corporations, commercial accounts, etc.
    • Work with field sales management on strategies and programs to maximize revenue to by large buying groups, Integrated Healthcare Networks (IHN), health systems, hospital corporations, commercial accounts, etc.
    • Drive strategies that maximize multiple system and bulk buy opportunities. These strategies include holding all parties accountable to the purchase terms agreed to prior to executing the buy.
    • Work cross functionally with the Region Sales Manager and National Director of GPO Management in the development and execution of strategies and action plans for identified Key Opinion Leaders. 
    • Responsible and accountable for carrying out the requirements of the company's quality system.

    Knowledge and Experience:


    • Business or related degree or equivalent work experience.  
    • Minimum 3 years of strategic account experience or a combination of 8 years of strategic and Medical Sales experience.
    • Minimum 5 years’ experience in medical capital equipment sales.
    • Strong written and verbal communication skills.
    • Extensive experience negotiating contracts.
    • Medical device industry experience required.  Ultrasound experience preferred.


    Skills and Abilities:


    • Ability to work independently.
    • Ability to interface effectively with all levels of the organization.
    • Ability to travel extensively.
    • Ability to lift 25lbs with or without accommodations.


    FUJIFILM SonoSite, Incoffers a fantastic compensation package, including benefits, and a 401k program.  Visit us today to learn more about our exciting technologies and how you can make a difference.  To apply and obtain further details regarding key responsibilities and experience requirements, check out our careers page at   www.SonoSite.com/careers.

    FUJIFILM SonoSite, Inc.   is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, sex, sexual orientation, gender identity, religion, national origin, age, protected veteran status, disability status, or any other characteristic protected by law. 

    In compliance with the ADA Amendments Act, should you have a disability that requires assistance and / or reasonable accommodation with the job application process, please contact the Human Resources department via phone at 425-951-1200, or via e-mail at ffss-hr@fujifilm.com .   Additionally, the affirmative program/plan is available for review upon formal request by employees and applicants for employment in the Human Resources office during regular office hours.


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