Sarnova HC, LLC

National Account Manager - Tri-anim Health Services

US-MD-Baltimore
ID
2017-2145
# of Openings
1
Category
Sales

Company Overview

Sarnova is the leading national specialty distributor of health care products in the emergency medical services (EMS) and respiratory markets. The company operates through several market-leading distributors including Tri-anim Health Services, the largest specialty distributor of respiratory products, Bound Tree Medical, the largest supplier of EMS products, EMP and Cardio Partners, a full Sudden Cardiac Arrest Solution provider that specializes in CPR Training, Program Management, AEDs, Defibrillators, Accessories and Service. 

 

We offer more 100,000 health care products to 20,000 hospitals and emergency care providers across the country. Sarnova is the only national distributor that can offer expertise and support across multiple specialty health care markets.

 

Responsibilities and Qualifications

 

Summary:

The Tri-anim Health Services National Account Manager position is responsible for growing the IDN/GPO and Acute Care business with emphasis on the “Top 100” IDN’s for Sarnova’s Tri-anim brand.  This will be accomplished in close collaboration with the Health Systems Manager associated local Region Managers and Account Managers, as well as the VP of Health Systems who manages our GPO relationships. The SAM will be responsible for developing a strategic and qualified opportunity profile (i.e. pipeline) that via successful closure, will deliver substantial, profitable incremental growth for Tri-anim while protecting & sustaining core business.  The ideal candidate will be a savvy sales professional that has deep experience and understanding of GPO/IDN business practices as well as a demonstrated track record of securing new contracts that deliver a tangible economic value and improved patient outcomes for the customer.    

 

Extensive Travel will be required. (focused within Eastern US)

Candidates ideally will reside in the Midwest or Eastern US.

 

Essential Duties and Responsibilities:

  • Develop a Strategic GPO/IDN Plan in collaboration with the Health Systems Manager that supports the successful execution of the Tri-anim Strategic Imperatives and accelerates sales growth across our Prime Supplier portfolio.  
  • Conduct quarterly business reviews with GPO/IDN partners to help ensure compliance with key metrics and delivery of the value proposition.
  •  Cultivate and leverage strategic customer relationships with IDN “C-Suite” partners.
  • Develop collaborative and strategic relationships with our Prime Supplier partners, in conjunction with Health Systems Manager, to support accelerated sales execution across the IDN hospital affiliates.
  • Development of long-term customer relationships through the ability to identify and capitalize on opportunities that immediately satisfy customer needs.
  • Become a subject matter expert on Rewards and Committed Use agreements that address customer capital budget limitations while protecting and incrementally growing our business.
  • Enhance Tri-anim’s capabilities for executing complex deals and be personally engaged in leading the largest, most strategic deals that will materially accelerate our growth.
  • Develop a fluent understanding of pricing strategies, hospital distribution partner dynamics (Cardinal, Owens & Minor) and contractual policy and procedures.
  • Develop necessary Prime Supplier product knowledge and clinical acumen.
  • Complete all other duties as identified and assigned.

 

 

 

Education & Qualifications:

  • Bachelor’s Degree in Business or related field, advanced degree a plus.
  • Minimum of 5 years of consultative sales experience working in the GPO/IDN market.
  • Established, high-level relationships within many of the Top 100 IDN’s highly desired.
  • Experience interfacing with both internal team members and external customers as a part of a solution-based sales process.
  • Proven negotiation skills and foundational understanding of IDN and GPO business and contractual practices.
  • Strong verbal and written communication skills and the ability to break down complex issues into simple messages.
  • Ability to make effective and persuasive presentations on complex or controversial topics to a diverse internal or external population.
  • Ability to independently analyze complex problems and deal with a variety of business, mathematical, and legal variables while developing appropriate decisions.
  • Cognitive capacity to demonstrate critical thinking in their ability to define complex problems, collect data, establish facts, and draw valid conclusions.
  • Physical ability to engage in the customary activities associated with office work.
  • Exhibit professional behavior in all company interactions that demonstrates Sarnova policies, practices and embrace our company culture.

 

Sarnova is an Equal Opportunity Employer. We offer a competitive salary, commensurate with experience, along with a comprehensive benefits package, including 401(k) Plan. EEO/M/F/Veterans/Disabled

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