Sr National Accounts Manager

At Zimmer Biomet, we believe in pushing the boundaries of innovation and driving our mission forward. As a global medical technology leader for nearly 100 years, a patient’s mobility is enhanced by a Zimmer Biomet product or technology every 8 seconds.As a Zimmer Biomet team member, you will share in our commitment to providing mobility and renewed life to people around the world. To support our talented team, we focus on development opportunities, robust employee resource groups (ERGs), a flexible working environment, location specific competitive total rewards, wellness incentives and a culture of recognition and performance awards. We are committed to creating an environment where every team member feels inspired, invested, cared for, valued, and have a strong sense of belonging.What You Can ExpectParagon 28, a Zimmer Biomet company, is hiring a Sr Nationals Accounts Manager. The Sr. National Accounts Manager is responsible developing and maintaining relationships to secure contracts with ASCs, IDNs and hospital systems and ensures all national contracts meet legal and Paragon 28 requirements for accurate pricing and compliance. The Sr. National Accounts Manager also has the authority to handle more complex pricing negotiations.This is an individual contributor role.The Sr. National Accounts Manager is responsible for all National Accounts Manager duties, as well as:Design, develop and create specialty agreement termsIdentify and report potential issues and proactively suggest or facilitate resolution, including stepping in on more complex collections/billing/pricing issues for conflict resolutionAssist in organizing and leading industry marketing conferences associated with organizations specific to National accounts, i.e. value analysis, nursing, risk management and supply chain organizationsAssist in conducting periodic maintenance of account/contact records in CRM system as well as enforcing data management/data integrity rules and guidelines with sales teamMentor and assist Key Account ManagersHow You'll Create ImpactNational Accounts Manager Responsibilities:Draft and review contracts, make recommendations, track, report and maintain contract status, and maintain correspondence control with customers (internal and external), exercising discretion and independent judgement as circumstances warrant.Analyze and interpret requested contract modifications and act as point of contact for Sales Representatives regarding system congruency with contracted pricing.Negotiate contract terms and conditionsStrategic price analysis along with sales and value analysis models to optimize contract opportunitiesAnalyze and review accuracy of reports, contract language, communications to protect financial impact to Paragon 28Provide depth and scope in all negotiationsProvide sales force education & understanding of National Accounts process and customer needsDevelop relationships including face-to face with key decisions makers within hospital groups, IDNs, and ASCsBreakdown and analyze benchmarking of corporation data and analyze historical pricing data to compliantly negotiate fair and accurate pricingLiaise with the sales and financial teams on contract language impact to revenue recognition, manage rebate contract information and reporting.Manage procedures for oversight and surveillance of market share or rebate agreements with the hospital systems, ASCs, IDNs and GPOsAlign with sales force to uncover, assist, and make proposals and close capital set sales opportunities.Ongoing update of accounts through CRM Excel spreadsheets.Compile, submit, and discuss in detail capital set sales proposals.Other Duties As Required.Your BackgroundBachelor’s degreeRoleMust have at least on year of experience in National Accounts Manager role with Paragon 28, or equivalent Medical Sales or Medical Device Industry experience including 4 of the following:Medical device industryWorking with surgeonsHospital environmentSurgical environmentOperating room experienceSupply chain professionalOrthopedic industrySurgical implantsFoot and Ankle implantNegotiationsContractingGovernment contracting May consider equivalent combination of education and experienceTrack record of training sales representatives, hospital personnel and customersProven record of accomplishment in building and managing sales, introducing new marketing programs, managing costs, budgeting, developing sales forecasting methods, improving margins, and increasing revenueMust have a valid driver’s license and active vehicle insurance policyStrong analysis, problem-solving and decision-making skillsExcellent written and verbal communication skills as well as a strong sales skills and work ethic requiredExcellent attention to detail and proven organizational skills, able to prioritize and multi-task and see projects/assignments to completionProficiency in MS Excel, MS Word, MS PowerPoint and customer database management systemsTeam player and ability to work independently, make judgment calls and take ownership of outcome from those decisionsPrior knowledge and/or ability to learn and understand orthopedic conceptsProficiency with ERP systems in an order processing function a plusExperience working in an extremely fast-paced high-volume environment and ability to hit deadlinesExperience drafting RFQ/RFP/RFI proposals with detailed product and procedure knowledge a plusKnowledge of reimbursements and CPT codes preferredExperience Managing Capital Set Sale Proposals PreferredTravel ExpectationsUp to 50% overnight travel.Compensation DataEOE