The Corporate Account Manager – Health Systems’ main mission is to establish and develop long term business relationships with Integrated Delivery Networks (IDN), Health Systems, and other key accounts within a defined geographical region in order to sustainably achieve high performance in terms of customer satisfaction, revenue and profitability. Primary Responsibilities: + Establish strong relationships with key stakeholders at assigned key accounts. + Assess, clarify, validate and quantify the customer’s existing and unmet needs on an ongoing basis. + Prospect, develop and implement strategies to penetrate IDN customers to grow total business value throughout customer network. Capture plans in a Blue Sheet and execute according to agreed upon plans; update on a regular and consistent basis. + Work cooperatively in a matrix environment with local sales teams, national product specialists, Marketing, Med Affairs, and other colleagues in order to advance and close opportunities system wide. + Develop an Account Plan with a two-to-three year ambition for revenues and profitability in coordination with the local sales teams and key customer stakeholders. + Review and align on key projects and priorities with the customer. Identify and lead the resources and KPIs needed to meet the mutually identified objectives. + Proactively lead the execution of the plan with customer inputs where appropriate. + Negotiate and implement Master Supply Agreements, terms and conditions, pricing, etc. for the assigned customer and key accounts as required. + Ensure that business activities meet the most stringent requirements of legal and ethical standards and current company policies. + Ensure customer knowledge is available and shared by maintaining customer records in CRM, in accordance with company guidelines and tools. + Organize and lead regular internal and customer facing business reviews to monitor performance, uncover new opportunities, and identify and implement corrective actions as needed. + Support and participate in relevant conferences, trade shows and symposia in coordination with sales leadership and marketing. + Perform other duties as assigned by Corporate Accounts or senior Commercial Ops Management. Education: BS/BA in a business or science-related field required. Experience: + Five (5) years of proven success in In vitro Diagnostic (IVD) Capital Equipment sales experience preferred, not required. + Health System, National Accounts and IDN contract sales experience preferred, not required. + Sales management experience is preferred, not required. + Experience in business-to-business and/or corporate account sales experience with strong understanding & integration of the Strategic Selling with Perspective process, and contract managemen + Successful experience in territory sales and full knowledge of the product line(s) and applications. Knowledge, Skills, Abilities: + Excellent integrator & negotiator. Ability to judge competitive response to sales strategy and make appropriate adjustments. + Ability to work out a profitability scheme for the company and the customers. + Excellent verbal and written communication skills. Ability to clearly communicate with key internal and external stakeholders. + Excellent presentation skills. Adept at using multi-media presentation tools. + Skilled in identifying and solving problems. Anticipates problems, establishes priorities, analyzes relevant factors and develops action plans. + Demonstrates a high level of business acumen. Understands the “give and take” in a business environment. Able to achieve “win/win” solutions. + Displays decisive leadership and enthusiasm when appropriate. Ability to bring individuals and groups together to accomplish common goals, without direct management authority. Working Conditions and Physical Requirements: + Ability to remain in stationary position, often standing, for prolonged periods. + Ability to ascend/descend stairs, ladders, ramps, and the like. Domestic travel 60% required. Ability to conduct client visits which entails the safe operation of motor vehicles, physically accessing customer facilities and frequent air travel in performance of assigned duties.