Many structural heart patients suffer from heart failure with limited options. Our Implantable Heart Failure Management (IHFM) team is at the forefront of addressing these unmet patient needs through pioneering technology that enables early, targeted therapeutic intervention. Our innovative solutions are not just transforming patient care but also creating a unique and exciting environment for our team members. It’s our driving force to help patients live longer and healthier lives. Join us and be part of our inspiring journey.
The Senior Director, Strategic Accounts will develop sustainable strategic relationships with healthcare executives at targeted IDNs, GPOs and Key Accounts to maximize effectiveness with clinicians and other critical decision makers, driving account growth, market share and share of mind for Edwards Lifesciences IHFM division. This position will take a strategic view across the Edwards IHFM business, develop & coordinate an aligned plan, tactics, and solutions with key stakeholders. This person will be focused on value-driven growth objectives through establishing trusted partnerships with non-clinical and clinical decision makers. Uncovering unmet needs, this position will work closely with Cardiac Service Line Administration and other executive decision makers to execute programs that align the goals of the customer and Edwards Lifesciences that ultimately facilitate opportunities to enhance growth for the Edwards IHFM product portfolio and share of mind.
How you will make an impact:
Align internal commercial and customer resources to address customer needs and ensure successful integration and adoption of selected solutions to targeted customers
Proactively foster relationships with key executive, economic and clinical decision makers
Lead the execution of IDN contracting and leadership engagement strategy within selected targets through close collaboration and partnership with Sales leadership
Prepare, analyze and implement contract strategy terms and conditions, compliance, and metrics in partnership with the SVP of Sales and Commercial
Conduct business planning activities and reviews with key IDN customer base, field sales and support organizations
Deliver key customer messages to differentiate Edwards IHFM from competitors and provide access for growth platforms
Drive awareness & understanding of the value Edwards has to offer across key decision makers
What you'll need (Required):
Bachelor's Degree in a related field
14 years of previous related experience in medical device sales, sales management, marketing, or general management required or Master's Degree or equivalent in a related field and 12 years of previous related experience in medical device sales, sales management, marketing, or general management
Proven experience fostering relationships with key executive, economic and clinical decision makers, as well as internal stakeholders
What else we look for (Preferred):
Experience with Healthcare provider data management platforms and IT organizations
Ability to build strong business acumen to represent the entire business value proposition required
Ability to think strategically and demonstrating high degree of initiative and emotional intelligence
Ability to be effective in selling value proposition of Edwards and its products and solutions
Ability to manage the sales process for service oriented programs
Customer engagement skills to conduct business planning activities and reviews with customer base, field sales and support organizations and Edwards counterparts is required
Ability to understand customer needs and apply appropriate solutions
Proven successful project management skills
Proficient in Microsoft Office Suite and related tools and systems
Excellent documentation and communication skills and interpersonal relationship skills including negotiating and relationship management skills with ability to drive achievement of objectives
Demonstrated ability to influence management with key provider decision makers
Recognized as an expert within Healthcare Solutions and broader organization with broad-based expertise across area and related functions
Expert understanding of clinical areas including structural heart disease management, and hemodynamic optimization; cardiovascular service line business requirements
Expert knowledge in business planning, and financial models with ability to utilize financial tools and total spend analysis
Expert knowledge and understanding of: business concepts and issues, complex market issues, organization dynamics, competitive threats and intra-company differences
Aligning our overall business objectives with performance, we offer competitive salaries, performance-based incentives, and a wide variety of benefits programs to address the diverse individual needs of our employees and their families.
The base pay range for this position is $159,000 to $214,000 (highly experienced). The pay for the successful candidate will depend on various factors (e.g., qualifications, education, prior experience). Applications will be accepted while this position is posted on our Careers website.
Edwards is an Equal Opportunity/Affirmative Action employer including protected Veterans and individuals with disabilities.
COVID Vaccination Requirement
Edwards is committed to protecting our vulnerable patients and the healthcare providers who are treating them. As such, all patient-facing and in-hospital positions require COVID-19 vaccination. If hired into a covered role, as a condition of employment, you will be required to submit proof that you have been vaccinated for COVID-19, unless you request and are granted a medical or religious accommodation for exemption from the vaccination requirement. This vaccination requirement does not apply in locations where it is prohibited by law to impose vaccination.