IDN Strategic Account Manager - Pittsburgh, PA

IDN Sales Manager

Pittsburgh PA

Accountability Objective:

Drive new business through assigned and identified IDN’s and Purchasing Coalitions. Target large Patient Monitoring and Anesthesia IDN’s who have GE, Philips, Drager, and Spacelabs as incumbents. Drive Ultrasound business in all assigned IDN’s. Penetrate IDN’s by coordinating selling activities on a field level by working with and through the field sales organization.

Essential Functions:                                                                                                                                                                                                                                                                                                                                                                                                                                                                

1. Competitive Conversions. Identify, Grow, and Close business in competitive IDN’s as assigned. Seek, establish and develop strong preferred relationships with IDN’s.  Accomplish by:

• Working with sales representatives and sales management and of the sources to identify target IDN accounts as geographically appropriately assigned.
• Closely collaborate with field sales and sales management team to win competitive conversion IDN business and to maximize company sales through these channels.
• Frequent field visits to IDN and hospital administrative offices promoting our products/services as a value to their member hospitals/surgery centers
• Develop and implement strategies with Sales Director, Regional Sales Manager, and Sales Representatives for targeted IDN’s.   Specific plans and objectives will be identified for each targeted IDN to collaborate effectively.

      2. Develop IDN Roadmaps including historical spend, current requirements and futures, for each major Mindray product category. Establish scheduled business reviews with each              assigned IDN. Strategize through Bundling opportunities. 

3.Support and educate the Mindray, NA sales force and management team on how to best work with the IDN’s. Accomplish by:

• Personal contact/phone contact with managers and representatives
• Visiting buying group member hospitals with representatives promoting both the Mindray, NA product line and the buying group agreement

Decision-Making Authority:

• Group/IDN contracts
• Pricing structures for groups
• Authorizing special discounts above contracts

Position Specifications:

Knowledge/Educational Requirements/Skills

• Degree in Business Administration/Marketing strongly preferred
• Extensive sales success, sales management success, and high level business to business success in medical equipment products
• Awareness of competitive products and activities, ultrasound, monitoring, and anesthesia products preferred
• Experience with large IDN’s including a large contact base within assigned IDN’s
• Strong interpersonal skills
• MS Excel excellence 
• Strong oral and written communication skills
• Ability to create customer relationships built on trust and to be perceived as a consummate professional that possesses the ability to deliver on promise

*Except limited by applicable law, upon hire, Mindray will require COVID vaccine verification to be in compliance with relevant mandates and customer credential validation to gain access in medical facilities across the country.

Mindray North America offers an attractive compensation and benefits package plus an exciting professional environment. Only those who meet our requirements will be contacted. Mindray North America is an equal opportunity employer M/F/D/V