Director, Strategic Accounts and Contracting

Oticon's Director, Strategic Accounts will be a member of Oticon's Sales Leadership team and will report to the VP/GM Oticon. He/she will drive overall business strategy and be responsible for the company's strategic and financial goals. He/she will lead a team of 4 direct reports. This role is responsible for developing and implementing strategic plans with Oticon's largest customers including the buying group (Fuel, CQ, Audigy and Entheos), as well as hospital systems such as Kaiser Permanente. This role is responsible for delivering revenue and profit goals associated with each account in his/her roster of customers. This role will manage the C-suite relationship with the leaders of Oticon's accounts and with key stakeholders in the marketing, sales, procurement, logistics, and contracting departments. This role will be responsible for delivering an accurate monthly, quarterly, and yearly forecast for each of his/her strategic accounts. This role will work closely with the other sales leaders, including the Senior Director of Sales Operations, National Sales Director and the Senior Director of Business Development to identify growth opportunities and capitalize on market trends while maintaining an enterprise mindset for Demant.

• Lead, Coach and Develop the Oticon Contracting and Strategic Partners team
  • This role will be 30% field based, focused on dedicated time with partners, customers, and the Oticon Independent team.
  • Lead a team of 3 direct reports providing guidance, mentorship, and support to drive performance and growth.
  • Coach, develop and performance management of the Oticon strategic account team to ensure retention of top performers, development of consistent performers and driving accountability to the expectations for under performers.
  • Proficiency in recruiting, training, and managing a high-performing team.
  • Foster a collaborative and positive work environment to enhance team morale and productivity
• Strategy an Execution
  • Development of a Bi-annual review of Contract offerings and capabilities as compared to the market to create a Strategic Plan that focuses on innovation and investment to drive accelerated growth and share gain, this plan is to be completed by Dec 1 and May 1 of each year to ensure timing for budgeting and investment.
  • Point person for INDY contracts on the Pricing and Contracts Committee and Liaison to Legal, Finance and Pricing and Contracts Committee for the INDY team, responsible for Strategic accounts and Independent submission to the panel
  • Full ownership of all equity relationships with customers, strong collaboration with retail, finance, VP Business Development and Denmark to ensure performance of this group of customers and execution of the plan for integration into Demant Retail. Responsible for oversight and accountability to customers profitability which this role will own monthly review with customers of key metrics which will be reported out to internal Demant partners
  • Influence and lead strategic conversations with the Independent team to ensure contract creation prior to customer engagement are built for growth and profitability through templates and analysis
  • Ownership of Compliance strategy, reporting and management for the Independent team to Include BDG and Strategic accounts for all contracts
  • Deliver or exceed sales performance goals for the Oticon Strategic Partnership's team.
  • Ensure alignment, execution of strategy and results with Oticon's Buying Group Partners.
  • Ensure alignment, execution of strategy and results with Oticon's Key customers.
  • Partner to development of sales forecasts, budgets, and long-term planning based on data and insights.
  • Partner to implement and manage sales analytics tools, systems, and processes to support data-driven decision-making.
  • Partner with INDY Leadership team and operations to ensure accurate and timely forecasting for production and supply
  • Responsible for HIPPA/BAA engagement and collaboration with Legal and the Independent team
  • Accountability to future bid and RFP internal process management
• Collaboration, Alignment and Partnership
  • Successfully partner with cross-functional teams, including Marketing, Learning and Development, IT and finance, to ensure alignment and synergy in business initiatives both in the US and Global organizations.
  • Collaboration with Denmark, US Retail and VP Business Development, managing the funnel for retail acquisitions for Hearing Life by targeting equity deals and practices ideal for purchasing
  • Partner with Business Development Group for key customers alignment while developing and executing growth strategies.
  • Partner with Sales Operations team for optimization of team resources, ensuring collaboration and accountability with Inside Sales, Regional Audiology, and other support roles to drive growth and meet customer's needs within the strategic account group.
  • Partner with Business Development Group to drive loyalty and commitment contracts with our customers.
  • Partner with Marketing and Sales Leadership by acting as an integral link with customers determining market needs, new product / service ideas and competitive information.
• Customer Engagement
  • Build and maintain relationships with the top customers.
  • Create a deep understanding of customer needs and communicate internally to ensure we have innovated the ideal solutions.
  • Flexibility to adapt to changing market conditions and implement adjustments to sales strategies and customer needs to maximize growth.

The ideal candidate will have 10+ years of hearing industry experience, a deep understanding of the US hearing care market and a strong business acumen. MBA or 10+ years of comparable working experience in Sales or marketing leadership preferred. Strong strategic commercial enterprise mindset combined with:

• Proven experience in sales, marketing or commercial excellence roles
• Strong financial and analytical skills, ability to condense a large amount of information into concise recommendations and strategic narratives
• Professional skills in PowerPoint, Excel, PowerBI and Salesforce.com
• Creative, strategic thinker with a 'can-do' attitude, having the ability to work individually and adapt to new topics quickly
• Curious mindset to stay abreast of industry events and trends
• A team player, strong communication and presentation skills and experience with key stakeholders' interaction
• Strong organizational skills and ability to meet occasional tight deadlines. Ability to routinely work on multiple tasks with multiple people while effectively prioritizing.

What we have to offer:

Medical, dental, prescription, and vision benefits

24/7 virtual medical care

Employee Assistance Program for you and your family

401(k) with company match

Company-paid life insurance

Supplemental insurance for yourself, your spouse/partner, and your children

Short-term and long-term disability insurance

Pre-tax Health Savings Account and Flexible Spending Accounts for Health Care or Dependent Care

Pet Insurance

Commuter accounts

The Company is an Equal Opportunity / Affirmative Action employer, all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, or protected veteran status.

The pay range for this position is expected to be between $136,500 to $195,000 per year; however, while the salary range is effective as of the date of this posting, fluctuations in the job market may necessitate adjustments to pay ranges. Further, final pay determinations will depend on various factors, including but not limited to experience level, knowledge, skills, and abilities. The total compensation package for this position may also include other elements, such as bonus, commissions, or discretionary awards in addition to a full range of medical, financial, and/or other benefits (including 401(k) eligibility and various paid time off benefits, such as vacation, sick time, and parental leave), dependent on the position offered. Details of participation in these benefit plans will be provided if an employee receives an offer of employment.

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