Hospital National Accounts Director

100% Remote Position

PURPOSE AND SCOPE:

In coordination with division and regional operations, is responsible for customer support and strengthening of relationships with regional and national hospital chains. Utilizes extensive hospital system knowledge, expertise and customer relation skills to focus on supporting the development of existing relationships with large hospital systems and chains through Inpatient Services agreements and integrated care relationships. Provides leadership oversight in formulating, representing and implementing partnership strategies to strengthen and expand relationships and secure new agreements.

PRINCIPAL DUTIES AND RESPONSIBILITIES:

• Supports the execution and achievement of Inpatient Services goals and objectives through national account oversight.
• Collaborates with the Market Development team to plan, select, and implement negotiation strategies/techniques and conduct sales presentations to hospital system executives as directed.
• Takes initiative and action to respond, resolve and follow up regarding customer service issues with all customers in a timely manner.
• Coordinates clinical, technical, financial, and educational support to existing accounts and communicates the necessary and accurate account information to all relative parties to resolve and meet the needs of the clients.
• Ensures the value of service and speaks of the “value proposition” of FKC Inpatient Services contracts.  
• Supports local teams to analyze market opportunities and strategic value in national vs. local relationships with hospital chains.
• Provides input and assists with divisional Inpatient Services strategic planning and other related initiatives.
• Develops and or refine growth initiatives as needed, sets support goals and review current performance vs. growth plans and objectives. Assists in developing supporting new business opportunities that contribute to the overall FMCNA integrated strategic plan.
• Formulates a customer relationship management strategy for each hospital chain and partner with division, group and region operations to ensure consistent delivery and top down, bottom-up communication including quarterly business reviews and spend reports.
• Participates in sales preparations and presentations to corporate hospital systems that are consistent and coincide with operations and business development sales presentations.
• Develops, manages and maintains relationships with FKC affiliated and non-FKC affiliated hospital chains to recognize and strengthen current and potential growth opportunities.
• Supports negotiation efforts on national and local agreements and contracts: 
  • Including terms & conditions agreements and pricing agreements to achieve desired Inpatient Services revenue and profitability objectives.
  • Establishes credibility with C-Level decision makers
  • Includes Novatus workflows and model process oversight, contract management and coordination with the legal team.
• Participates in local and national renal meetings, (e.g., ASN, NRAA and subchapters) and hospital association meetings (ACHE, AHA, etc.) as appropriate to strengthen current partnerships.
• Performs other related duties as assigned.

PHYSICAL DEMANDS AND WORKING CONDITIONS:

• The physical demands and work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
  • Day to day work includes desk and personal computer work and interaction with patients, hospital staff and physicians

• This position requires significant travel, up to 75% nationwide.

SUPERVISION:

• None

EDUCATION AND REQUIRED CREDENTIALS:

• Bachelor’s Degree; Advanced Degree preferred or an equivalent combination of education and experience

EXPERIENCE AND SKILLS:           

• Minimum 10-12 years’ experience in sales and sales management or senior management to hospitals and hospital systems.
• Demonstrated ability to write proposals and negotiate contracts, create marketing plans and manage geographically diverse business interests.
• Business development knowledge from evaluation through integration and implementation.
• Ability to work with and include all levels of the organization in the decision-making process.
• Strong written and oral presentation skills.
• Excellent communication, selling skills. Capable of gaining client confidence responding to all issues appropriately, accurately and timely.
• Ability to work independently and strategically to assess market conditions.
  
  

Fresenius Medical Care maintains a drug-free workplace in accordance with applicable federal and state laws.

Fresenius Medical Care is an equal opportunity employer and does not discriminate on the basis of race, color, religion, sexual orientation, gender identity, parental status, national origin, age, disability, military service, or other non-merit-based factors