National Accounts Director, West

Verathon is a global medical device company focused on supporting customers by being their trusted partner, delivering high-quality products that endure over time and ensure clinical and economic utility. Two areas where Verathon has significantly impacted patient care, and become the market leader in each, are bladder volume measurement and airway management. The company's BladderScan portable ultrasound and GlideScope video laryngoscopy & bronchoscopy systems effectively address unmet needs for healthcare providers and meaningfully raise the standard of care for patients. Verathon, a subsidiary of Roper Technologies, is headquartered in Bothell, Washington, USA and has international subsidiaries in Canada, Europe and Asia Pacific. For more information, please visit www.verathon.com.

Verathon is looking for a National Account Director to become the newest member of our Sales team located in the Western US, near a major airport. This role will cover the following states and west of: Montana, Idaho, Utah, New Mexico & Texas.

The National Account Director is responsible for managing the strategic relationship between Verathon and Integrated Delivery Networks (IDNs), Health Systems, Corporate Chains, and other key customer accounts. The NAD works in collaboration with the Director, National Accounts on the IDN & Group Purchasing Organization (GPO) strategy for linked or affiliated strategic accounts. The NAD supports field Territory Managers and Regional Managers in sales to facilities affiliated with the assigned strategic targets.

Build and help lead Verathon's national account focus and offering in the United States
• Uncover opportunities for new customer partnerships
• Optimize existing customer agreements
• Manage relationships at all levels of Verathon management & IDN/GPO management
• Build, maintain and update the strategic account business plan
• Prepare and conduct executive business reviews
• Prepare executive-level presentations
• Present recommendations to key internal stakeholders to seek feedback and build alignment
• Ability to forecast contract performance, track against the goal and course correct as necessary
• Conduct problem solving with business leaders
• Work across organizational matrix and employ influencing skills to improve quality of strategic thinking
• Enhance impact of key strategies and initiatives
• Facilitate meetings and working sessions to gather information, ideas, and insights
• Work in a collaborative process with the field sales team to create IDN specific strategy and develop tactical implementation plans to achieve results
• Build and effectively lead the strategic deployment of agreements with field teams
• Conduct regular audits of existing agreements to verify terms are being met
• Disseminate critical customer, competitor, and market information to all company constituents
• Educate and negotiate internally to ensure that deliverables to target accounts are consistent with the customer's needs while balancing the strategic priorities of Verathon
• Act as main point of contact on escalated issue resolution
• Work closely with product marketing to communicate product clinical support and economic messages of importance to targeted accounts

• Typically requires a minimum of 8 years of related industry experience; key account sales, corporate accounts, IDNs and/or GPOs
• Bachelor's degree required; MBA preferred
• Business management skills including forecasting, P&L, and strategic planning
• Skilled in contract negotiations and execution
• Deep knowledge of current healthcare industry trends and industry challenges
• Ability to identify and build relationships with decision influencers and key decision makers
• Skilled in business communications, sales presentations and influencing without formal authority
• Prepared to spend up to 50% of time in the field with customers and sales professionals (including some weekends and some overnight travel, around 6 overnights/month)
• Able to meet vendor credentialing requirements for all healthcare systems (including COVID-19 vaccine)

The Benefits of Working with Us:

• Base Salary. $150,000
• Variable Compensation. $80,000 (This is based on 100% quota and MBO attainment. Actual earnings may be lower or higher depending on quota and MBO attainment. For new hires starting after January 1st, earnings will be pro-rated based on start date and quota. Incentive plan subject to change for 2024.)
• Wellness & Life Balance Programs. Competitive benefits package including medical, dental, vision, basic life insurance, auto allowance and a 401(k) matching plan. For more information, please visit our complete Benefits Summary at https://www.verathon.com/US-Sales-Employee-Benefits-Summary.