National Biotherapies Account Director

Scottsdale, AZ, United States

Description

Vitalant is seeking a National Biotherapies Account Director to drive the growth and expansion of our Biotherapies Division. This pivotal role is focused on developing new business relationships to achieve our ambitious growth targets. You will be responsible for the performance and direction of all sales activities and for strategically developing and nurturing customer relationships.

As a leader in this role, you will spearhead the achievement of the Division's growth objectives, aligning with Vitalant's core values, policies, goals, and the directives established by Executive Management and the Board of Trustees. You will identify target accounts and devise strategies to expand our customer base within the biotherapies market, leveraging both existing capabilities and accounts while generating demand for new opportunities.

Your responsibilities will include negotiating agreements and ensuring the delivery of top-line revenue to Vitalant. Additionally, you will lead the customer-facing team, working closely with internal technical and clinical experts, Program Management, and Quality Assurance to ensure a consistent and cohesive approach to customer engagement, in line with the account plan and Vitalant's objectives.

Join us in our mission to save lives through biotherapy innovations and make a significant impact in the healthcare industry.

DUTIES AND RESPONSIBILITIES:

Develop customer targets and generate customer engagement to develop a large book of business with companies looking to do work within the United States, with special attention to Vitalant’s current geography and anticipated growth areas.

Leads and or participates in yearly strategic planning sessions with operations and sales across the relevant functional group and growth targets.

Work closely with the hospital sales team to help develop messaging for hospital customers relevant to Biotherapies service lines and ensure that contract renewals account for contract considerations relevant to the Biotherapies business.

Guides strategic customer management efforts for assigned customers. Organizes account teams around account objectives.

Meets routinely with local operating units to plan specific account activities and share account information. Reviews progress as compared to other accounts.

Develops account plans for large revenue accounts with the input from functional stakeholders.

Establishes, maintains, and expands strategic relationships with senior management and departmental leaders at assigned hospitals and health systems, working toward building a team that supports these functions.

Conducts routine meetings with target customers with the purpose of converting and closing accounts to Vitalant’s services and growth objectives, as well as monitoring and improving service and utilization.

Identifies areas of unmet needs and directs Vitalant resources that develop and implement solutions. Facilitates connecting the right internal resources with the customer.

Develops and actively participates in the ongoing Sales & Operations coordination process, ensuring communication with the operating team, other sales team members, and with the Executive Team.

Manages the implementation of new products or services with assigned customers.

Analyzes customer product utilization trends, service levels, and inventory management. Summarizes data on a periodic basis for management and customers.

Monitor all customer inquiries and complaints and assist in effective resolution of same.

Prepares, communicates, and negotiates contracts for multiple service lines, including Therapeutic Apheresis, Cell Therapy collections, Donor and Product Characterization testing, and cell processing. Oversees the implementation of contracting terms for these service lines and with development of cellular research products. Has a thorough understanding of contracting processes and systems.

Maintains strict pricing and budget process discipline. Acts on Vitalant’s behalf to drive revenue and build business relationships.

Responsible for maintaining management systems such as CRM, and Contract Management Library.

Explores opportunities to maintain and enhance service offering to assign accounts as well as opportunities to develop new accounts.

Tracks and reports competitive activities to Biotherapies industry players and the hospital facing teams and functional leaders.

Remains abreast of changes and development in the industry. Establishes and maintains a network of professional relations both inside and outside the enterprise.

Leads RFP process for execution of new or existing business, working closely with SMEs, Quality Assurance, Finance, and Legal to complete the RFP and deliver a high-quality response / proposal.

Conducts and participates in regular national/geographic team meetings to discuss performance, supply, metrics, and accountability.

Requirements

Knowledge/ Education

Bachelor’s degree or equivalent combination of education and experience required.

Thorough knowledge of all aspects of sales and marketing required including business management, financial management forecasting, and sales training. Special interest in track record of proven ability to build business with both new customers and expanded service lines.

Strong knowledge of the healthcare industry required, with a special emphasis on knowledge of and contacts in the cell and gene biotherapies market.

Knowledge of hospital and health system operations and purchasing preferred.

Experience

Five years sales and marketing experience in the Advanced Therapies, cell, and gene market or in biological, pharmaceutical, blood service, tissue, medical device, or plasma industry required.

Large account or large territory experience required.

Experience in price and contract negotiation required.

Experience in building lines of business required and building sales operations processes preferred.

Two years sales management preferred.

Knowledge of blood industry preferred.

Skills/Abilities

Must possess the skills and abilities to successfully perform all assigned duties and responsibilities.

Must be able to maintain confidentiality.

Able to organize, prioritize, and execute a variable workload and multiple priorities.

Effective oral and written communication skills.

Ability to think strategically, synthesize complex business and financial data and develop innovative solutions for a client.

Ability to participate in development of strategic planning for the Biotherapies business and translate that strategy into a relevant book of business with clients.

Ability to establish priorities and follow through on projects, paying close attention to detail with minimal supervision.

Ability to work in a team environment.

Ability to analyze and prepare data to a variety of external and internal stakeholders.

Must have proficient computer skills.

Ability to travel (50%+).

About Us

Vitalant is one of the nation’s largest nonprofit blood and biotherapies healthcare organizations, providing hospitals and patients across the U.S. a safe blood supply, specialized laboratory services, transfusion medicine expertise and world-renowned research. We have a network of 115 donation centers across the U.S. and host approximately 60,000 bl ood drives annually. Vitalant provides blood and special services to patients in more than 900 hospitals across the U.S. where millions of people depend on blood donations from our generous donors.

Vitalant is committed to fostering a diverse and inclusive workplace built on a foundation of respect, integrity, teamwork, and excellence. Through our DEI strategic plan, we create opportunities for employees of all backgrounds to feel valued, seen and heard. We believe this mission drives creativity and innovation, as employees experience an environment conducive to personal growth and career development.

EEO/Minorities/Females/Disabled/Veterans

Our organization is an equal employment/affirmative action employer. If you need accommodation for any part of the employment process because of a medical condition or disability, please send an e-mail to [email protected] to let us know the nature of your request.

For more EEO information about applicant rights click here

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