FUJIFILM SONOSITE, INC. Senior Director, Strategic Accounts in BOTHELL, Washington
Senior Director, Strategic Accounts FUJIFILM, SonoSite, Inc . We are an innovative and high performance culture with tremendous opportunities. People who work here are given the unique opportunity to contribute to the advancement of healthcare throughout the world. Headquartered in Bothell, WA USA, FUJIFILM SonoSite is represented by a global distribution network in over 100 countries. Since its inception, FUJIFILM SonoSite’s lightweight, robust products have created and led the point-of-care ultrasound market. From sophisticated urban hospital emergency rooms to clinics in austere, remote villages, FUJIFILM SonoSite systems are used by over 21 medical specialties and provide clinicians around the world with a cost-effective tool for improving patient safety and workflow efficiency. FUJIFILM SonoSite holds a number of prestigious design awards and has in excess of 145 patents. Job Summary: The Senior Director of Corporate Strategic Accounts leads the Strategic Account team. This individual will work cross functionally with front-line sales management, DSA’s (Director of Strategic Accounts),and DCA’s (Director of Corporate Accounts) to develop and implement strategies focused on executive decision makers, in both National IDN’s, Regional IDN’s and Hospital Networks, in order to secure and protect committed agreements. This individual is fluent in the current healthcare environment as well as hospital procurement requirements and will effectively communicate the value proposition of point of care ultrasound. In addition, this individual will ensure the Strategic Account team effectively leverages corporate pillars that are included in procurement specifications in advance of RFPs / RFQs / RFIs. Essential Job Functions: Strategic Selling Leadership Working with the Vice President, Sales, develop and implement strategies in which DSA’s and DCA’s create market demand for FUJIFILM SonoSite products by networking throughout the account and developing relationships from the clinical and to the executive decision maker level. Support and Lead DSA and DCA teams in educating key decision makers on the value proposition of quality care, patient safety and cost savings of point of care ultrasound. Drive strategies that maximize multiple system sales opportunities within the given account resulting in attainment of establish revenue goals. Pricing Strategy and Contract Management Support the Lead DSA and HCA team in negotiating contract agreements with large buying groups, Integrated Healthcare Networks (IHN), health systems, hospital corporations, commercial accounts, etc. whenever appropriate and advantageous, providing measurable results. Interface with the Director of GPO Management to ensure contract pricing is enforced and where applicable gain further commitment through the use of contract compliance incentives.