National Account Executive

National Accounts Executive

The National Accounts Executive for Integrated Delivery Networks (IDNs) will spearhead strategic initiatives, focusing on the development, negotiation, and management of relationships with key IDNs. This role will focus on driving growth, optimizing partnerships, and creating solutions that meet the evolving needs of IDNs. The Executive will ensure seamless execution of business plans and achieve both short-term and long-term company objectives in the healthcare provider market.

Primary Objectives and Responsibilities

IDN Relationship Management:

• Serve as the primary point of contact for national IDN accounts, ensuring strong and sustainable partnerships.
• Build and foster high-level relationships with C-suite executives and decision-makers within key IDNs.

Business Strategy Development:

• Develop and execute comprehensive account strategies aligned with IDN needs and organizational goals.
• Leverage insights from market and competitive analyses to position products and services effectively within IDNs.

Sales and Growth:

• Drive revenue growth through the development and execution of sales strategies targeted at expanding IDN relationships.
• Identify new business opportunities within existing accounts and potential new IDN clients.

Contract Negotiation:

• Lead contract negotiations, including pricing, terms, rebates, and product positioning.
• Ensure contracts reflect win-win outcomes that support long-term partnerships.

Cross-functional Collaboration:

• Work closely with internal teams (marketing, operations, product management, finance) to ensure alignment and support for IDN-specific initiatives.
• Collaborate with regional sales teams to implement customized solutions for IDN partners.

Market Intelligence and Strategy Adjustment:

• Continuously monitor trends within the healthcare landscape, including regulatory changes and technology advancements impacting IDNs.
• Adjust strategies as needed to maintain a competitive advantage.

Performance Monitoring:

• Track and report on key performance indicators (KPIs) to assess progress, identify challenges, and highlight opportunities for growth.
• Ensure customer satisfaction through regular check-ins, issue resolution, and proactive communication.

Qualifications

• Bachelor's degree in Business, Healthcare Administration, or a related field (MBA or advanced degree preferred).
• 8-10+ years of experience in national or strategic account management, preferably within the healthcare, medical device, or pharmaceutical sectors.
• Proven success managing large IDN or health system accounts, with a history of driving growth and negotiating complex contracts.
• Relevant industry certifications (e.g., Certified Healthcare Financial Professional, Sales Management Certifications) are a plus.
• Must be available to travel up to 50%.

Knowledge, Skills, and Abilities

Industry Knowledge:

• Deep understanding of the IDN landscape, healthcare provider systems, group purchasing organizations (GPOs), and value-based care models.
• Knowledge of reimbursement mechanisms, regulatory frameworks, and healthcare policies that influence decision-making within IDNs.

Sales and Negotiation Expertise:

• Strong sales acumen with a demonstrated ability to develop strategies that increase market penetration and revenue.
• Expert in contract negotiations, including the development of customized pricing and service agreements.

Communication and Relationship-Building:

• Exceptional interpersonal, communication, and presentation skills with the ability to influence senior-level executives.
• Ability to foster trust and maintain long-term professional relationships with key stakeholders within IDNs.

Analytical Skills:

• Strong financial acumen and the ability to interpret complex business and market data to inform strategic decisions.
• Proficient in analyzing performance metrics, generating reports, and making data-driven recommendations.

Leadership and Collaboration:

• Demonstrated ability to lead cross-functional teams and work collaboratively across multiple departments.
• Strong leadership skills with experience mentoring, guiding, and motivating sales teams.

Problem Solving and Adaptability:

• Ability to solve complex challenges with a proactive, solutions-oriented mindset.
• Adaptability to changing market conditions and evolving business needs.

This job description in no way states or implies that these are the only duties to be performed by the employee in this position. It is not intended to give all details or a step-by-step account of the way each procedure or task is performed. The incumbent is expected to perform other duties necessary for the effective operation of the department and the company.