Corporate Partnership Executive at Diagnostica Stago, Inc. in Nashville, Tennessee

Job Description:

Diagnostica Stago, Inc., (DSI) is an industry leader in the science of hemostasis and thrombosis. Stago provides the total commitment of global resources and responsiveness, coupled with cutting edge technology and reliability. DSI is dedicated to continually developing and providing the very best hemostasis products, technical support, and services.

Essential Duties & Responsibilities: 

• Corporate Accounts Relationship Management: Foster and sustain enduring relationships with key decision-makers and influential stakeholders within national accounts, including assigned IDNs and IHNs. Conduct regular business and partnership reviews on a quarterly or bi-annual basis, depending on the specific account. In-person relationship building, and management will necessitate significant travel.


• Customer Partnership Excellence: Direct and facilitate the seamless transition of contracts and relationships to the Integration team post-sale. Serve as a liaison between C-Suite executives and the Integration team throughout the lifespan of the agreement. Develop strong relationships with existing clients and explore opportunities to expand business across the Stago portfolio.


• Strategic Sales: Develop and execute comprehensive sales strategies to not only meet but exceed revenue targets for intricate healthcare solutions.


• Interdepartmental Collaboration: Collaborate with internal teams, including Sales, Marketing, Services, Legal and support teams, ensuring the successful delivery of solutions and services to national accounts.


• Contract Negotiation: Take the lead in negotiations, ensuring that agreements are mutually beneficial and aligned with business objectives and partnership strategy. Oversee contract compliance and follow-up.


• Data-Driven Decision Making: Utilize data-driven insights to identify growth opportunities, assess market penetration, and predict sales performance.


• Reporting: Regularly provide senior management with comprehensive reports and updates on partnership activities and performance.


• Operate within defined budgets and strictly within accordance with corporate policies and procedures.


• Strictly adhere to the policies and procedures within the Stago Code of Conduct and the Sunshine Act.


• Responsible for exploring customer needs for Point of Care testing in coagulation at each sales call, noting in CRM details of current Point of Care testing vendor, and informing the appropriate STAGO Group affiliate of any immediate needs uncovered.


• Quarterly in-person visits to the Stago headquarters in Parsippany, NJ for business reviews, planning sessions, etc.


• Advances Stago’s Value Proposition with customers across assigned territory


• Manages a database of partners, setting up meetings and facilitating relationships through Stago’s Customer Relationship Management (CRM) system.


• Effectively manage special projects as assigned.


• Provide feedback on market trends, competitor activities, and customer needs.


• Collaborate with marketing team to enhance product positioning and sales strategies. 

Education & Requirements: 

• Bachelor’s degree in business, healthcare administration, or a related field with 10 years of sales experience with proven track record of 5+ years in complex sales within the healthcare sector, with an emphasis on IDN accounts.
  
  -OR-
  
  Bachelor’s degree in business, healthcare administration, or a related field and 5+ years of Stago sales experience.
  
  -OR-
  
  High school diploma with proven track record of 20+ years in complex sales within the healthcare sector, with an emphasis on IDN accounts.


• Sales Management and project management experience a plus. Capital sales experience preferred.


• Advanced computer skills, including analytical and database software (Excel, Access, BI) and presentation programs required. Knowledge and utilization of Definitive Healthcare is beneficial.


• Drivers license required; ability to travel internationally.


• Exceptional negotiation and communication skills required. Must have a deep understanding of healthcare delivery systems, payer models and industry regulations. Must be a strategic thinker with a history of achieving and surpassing sales targets. Ability to work independently and collaboratively within cross functional teams.


• Ability to read and interpret documents such as safety rules, operating and maintenance instructions, and procedure manuals. Ability to write routine reports and correspondence. Ability to speak effectively before groups of customers or employees of organization. Ability to calculate figures and amounts such as discounts, interest, proportions, percentages, profit and loss, return on investment, and market share. Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.


• 
  Up to 80% travel including overnight travel. Ability to travel internationally required.

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. 

This job requires the individual to be fully vaccinated against COVID-19, absent a legally required accommodation, as determined by customer requirements.  

 All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, citizenship, disability or protected veteran status.

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c)

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