The Director, National Accounts role calls on Regional MCO’s, as well as evolving health care models/integrated payer provider models (IHNs, ACOs, PCMHs, Medical Groups, MC Payers, and Government). The goal main goal is to deepen Biotelemetry’s contracts, partnerships and understanding of these models and their impact on access for the BioTelemetry portfolio. This position would be ideally based in a city near a metropolitan airport.
Essential Duties & Responsibilities
The Strategic Account Director role is to deliver on the following for Biotelemetry:
Primary goal ~ MCO’s
Ensure access for the BioTelemetry portfolio
Build relationships with key C suite individuals. Specifically but not limited to: Chief Medical Officers, VP of care management, Contracting, director of plans, Sr. Medical director, Head of Medical Policy, Quality directors etc.
Expand and change policy for pts. (implantable loop)
Execute the presentations and contracting negotiations.
Drive communication at the field level as well as working with the field sales force to pull newly awarded contracts through successfully.
Secondary goal ~ New Business Models
Understand and build relationships with key influencers with new healthcare models (ACO’s, IHN’s, PCMH’s) and or large employer groups.
Drive Government (FSS) contract pull through in specific regions or VA’s as well as securing regional contracts.
Develop and create additional programs to build strategic customer plans and business.
Collaborate with marketing in the development of programs to address new payer needs, population health outcomes and lower re-admission rates.
The Director, National Accounts role primarily works with marketing, channel, and professional organizations to influence the purchasing or policy decision for these large entities focused on cardiac monitoring needs, patients with cryptogenic stroke and or including INR treatment. These usually involve long selling cycles of 6 months to 1 year. Focuses on the entire BioTelemetry portfolio but may manage and focus on a single product(MCOT or INR). May be called on as a technical product expert to develop and present sales proposals and systems solutions, and complex technical sales. Having a wide-range of experience this role can use professional concepts and objectives to resolve complex issues in innovative and effective ways.
Key Roles and Responsibilities include but are not limited to:
Works together with health care entities (IHN, ACOs, PCMHs, Medical Groups, MC payers) and provides cross-functional teams (internal and external) advice and guidance on potential medical value, quality improvement solutions for cardiac monitoring of patients that if implemented by the health care entity, may lead to better patient outcomes and improved healthcare delivery for detection of Afib, lowering of re-admissions rates and better outcomes.
Utilizes strong product/Healthcare Reform market knowledge and sales experience to manage complex sales and resolve customer questions and concerns. Continuously builds knowledge of current industry trends, competitive information, and industry/technical knowledge and shares with other Biotelemetry colleagues and strategic customers.
Consultative and top line complex sales approach that builds strategic partnerships IHN, ACOs, PCMHs, Medical Groups, IPPMs, etc. at the C-Suite and D-Suite (CEO, COO, CFO, CMO, Director of Quality and Director of Case Management, etc.) to determine health care entity needs for improvement in cardiac monitoring programs as well as Cryptogenic stroke patients and/or patient outcomes.
Establishes and builds strong client relationships that allow for access, growth, profitability and predictability for the BioTelemetry current and future portfolios. Communicates with other relevant Biotel’s functions to ensure needed sales support and delivery of programs/products. Facilitates executive customer interchanges.
Collaboration and pull through programs for newly contracted agreements. Specifically focused on member enrollment and product preference or exclusivity.
Utilizes well defined performance metrics to support health care entities in delivering measurable improvement in quality and patient safety outcomes (e.g. STAR, HEDIS, NCQA core measures, readmissions, length of stay, etc.)
Develops and builds strategic business plans with health entities. Works with marketing to secure tactics and resources to support medical value and outcomes goals.
Travel requirements are out of state weekly and amount to 60-75% of the time.
This job description in no way states or implies that these are the only duties to be performed by the employee(s) incumbent in this position. Employee(s) will be required to follow any other job-related instructions and to perform any other job-related duties requested by any person authorized to give instructions or assignments.
- Bachelor’s Degree or equivalent experience
- Focus on life science preferred. MBA, MHA or MPH – preferred
- 5-7 years of successful experience working with integrated payer provider models (IHNs, ACOs, PCMAs, Medical Groups, MC/PBMs, and/or retail)
- Certified Professional in Healthcare Quality (CPHQ) certification preferred
- Experience working with STAR, HEDIS, and NCQA guidelines and requirements
- In depth knowledge and experience cardiovascular therapeutic disease states
- Experience managing contracts and negotiating with large integrated payer provider models
- Excellent oral and written communication skills including making impactful presentations
- Proven leadership abilities
- Negotiation, contracting and problem solving skills
- Ability to work in a regulated environment
- Strategic planning and organizational skills
- Ability to think strategically and utilize consultative and challenger model selling.
- Ability to work independently, identify and build strong relationships at the C-Suite and D-Suite levels of a customer organization
- Experience working with large matrix teams both internal and externally
- Diagnostics equipment sales experience
- Knowledge of technical and market issues/factors
Physical Job Requirements
- Operates various equipment pieces such as computer, copier, fax, printer.
BioTelemetry is an equal opportunity employer who strictly prohibits discrimination against any employee or applicant for employment because of the individual’s race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, disability, veteran’s status, or any other characteristic protected by law. Affirmative action will be taken to ensure that all employment decisions, including but not limited to those involving recruitment, hiring, promotion, training, compensation, benefits, transfer, discipline, and discharge, are free from unlawful discrimination.