Director, Corporate Accounts

The Director of Corporate Accounts is responsible for developing all “Direct to Provider” strategies and pricing activities in the continental US. S/He supports and collaborates with the Sr. Director, Corporate Accounts, Vice President of Sales Development, Vice President of Sales, the Sales Management Team, Contracts Group, and all other internal department to develop and implement company-wide sales and pricing strategies which meet business objectives, achieve maximum results and profitability.

Essential Duties and Responsibilities

• Directs and executes pricing, sales and marketing strategies that increase market share for Alphatec Spine
• Addresses all pricing and access requirements for prospective customers, prioritizing and concentrating efforts on the most attractive targeted accounts
• Develops new methods and models to approach, find, attract, and maintain new business relationships
• Engages targeted providers to secure new business as well as enhancing penetration and retention and profitability of existing direct business
• Manages the Company’s Provider Contracts and Pricing functions nationally; collaborates with sales management, finance and legal to insure adherence to all corporate pricing and compliance policies
• Works within all defined Pricing, Spend and Commitment Policies
• Oversees the preparation of RFPs, RFIs, and Price Files and sales proposals for Direct Provider opportunities
• Negotiates profitable and detailed business terms for assigned corporate accounts
• Coordinates communication, training, and contract compliance requirements with all internal business partners to meet business and client needs
• Collaborates with marketing on the quarter/annual published Price List, development of promotional and advertising strategies and programs to meet sales and marketing goals
• Establishes and maintains effective working relationships with all support departments within the Company (i.e., Sales Administration, Legal, Finance, Planning, etc.)
• Works within the Departmental Operational Budget. Initiates corrective actions as necessary
• Prepare revenue impact analysis
• Attends and participates in designated sales meetings, training programs, conventions, and trade shows
• Performs other duties as assigned

The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• A full and complete knowledge of the medical marketplace, healthcare systems and the ability to continuously evaluate trends and adjust strategy to compensate and take advantage of shifts in the Marketplace.
• Specific knowledge of orthopedic medical devices, particularly spinal implants
• Technical skills in strategic planning and business and market development
• Strong customer orientation
• Team Oriented and a desire to build consensus
• Strong verbal and written and presentation communication skills.
• Excellent planning and organizational, project management and time management skills.
• Ability to work on extremely complex problems where analysis of situations or data requires an evaluation of tangible and intangible factors.
• A track record of success that demonstrates analytical skills and innovation is required.
• Strong negotiation skills, with ability to influence and persuade others point of view.
• Demonstrated ability to lead people and get results through others.
• Proficient in Microsoft Office suite of products.

Education and Experience

Bachelor’s degree in Business Administration, Marketing, or related field or equivalent combination of education and experience is required. A minimum of 10 years of successful medical device sales management experience with direct involvement in establishing and managing corporate accounts.

For roles based in the United States that require access to hospital facilities, must be eligible for and maintain credentials at all required hospitals, including meeting any applicable physical requirements or vaccination requirements (including the COVID-19 vaccine, as applicable).

ATEC is committed to providing equal employment opportunities to its employees and applicants without regard to race, color, religion, national origin, age, sex, sexual orientation, gender identity, gender expression, or any other protected status in accordance with all applicable federal, state or local laws. Further, ATEC will make reasonable accommodations that are necessary to comply with disability discrimination laws.