The Manager of Strategic Accounts will manage business relationships with field-based Strategic Accounts Managers (SAMs) & Associate Strategic Account Managers (ASAMs) to support Group Purchasing Organizations (GPOs) and Integrated Delivery Networks (IDNs) while supporting U.S. strategic initiatives. This role will manage a team to provide analytical support, inclusive of working cross-functionally with Sales, Marketing, Finance, Legal, and other operating groups. The team will work closely with Customer Service to ensure seamless implementation of the broader commercial strategy. The role will also be responsible for maintaining planning software systems and streamlining data cross-functionally. As the team grows, the assumption is that this role will be geographically focused, and it is possible the assigned states within the region could change slightly over time.
We are specifically looking for candidates residing in California, Washington, or Oregon.
What You'll Work On
• Work with SAMs/ASAMs to maintain disciplined pricing structure for existing products through strategic pricing solutions.
• Collaborate with the field representatives and managers on pricing programs and incentive offers.
• Collaborate with SAMs/ASAMs on presentations and business reviews for large GPO and IDNs.
• Research correct responses to Requests for Information (RFI) and Requests for Proposals (RFP) from GPOs, IDNs and other hospital groups.
• Review market analyses across the country to determine customer needs and focused pricing approaches that align with the goals of the company.
• Help to define negotiation parameters through analytics for tough economically constrained customer situations.
• Explore and collaborate on creating several value-add programs that align to the company's pricing philosophies.
• Support growth rebate initiatives through business reviews to motivate customers to meet growth targets.
• Provide ad-hoc analytic support to drive key business opportunities in the field.
• Select, manage, train, and develop staff. Establish objectives and assignments and provide ongoing feedback through performance reviews and development plans.
• Manage the day-to-day pricing team function, working collaboratively with the Supervisor, ensuring consistent support is provided.
• Adhere to the Company’s Quality Management System (QMS) as well as domestic and global quality system regulations, standards, and procedures.
• Understand relevant security, privacy and compliance principles and adhere to the regulations, standards, and procedures that are applicable to the Company.
• Ensure other members of the department follow the QMS, regulations, standards and procedures.
• Perform other work-related duties as assigned.
What You Contribute
• Bachelor’s degree with a minimum of 6 + years of business planning, operations, finance, consulting, analytics or equivalent combination of education and experience.
• Ability to travel up to 50%
• Experience as a Regional Manager or Corporate/Strategic Account Manager in the medical device industry highly preferred.
• Experience within the manufacturing or life sciences industries preferred
• Experience with sales or sales management, as well as commercial strategy and the implementation of commercial strategy strongly preferred
• Excellent oral, written, and interpersonal communication skills required
• Strong analytical skills
• Ability to work on multiple projects concurrently
• Ability to deliver high quality analyses and meet deadlines
• Keen attention to detail is critical
• Requires strong financial analysis skills and an ability to problem solve and make relevant recommendations
• Proficiency with Microsoft Office programs, with advanced skill in Excel required
Annual Base Salary Range: $200,000 to $225,000
We offer a competitive compensation package plus a benefits and equity program, when applicable. Individual total compensation will vary based on factors such as qualifications, skill level, competencies, and work location.
Top Skills
What We Do
Penumbra, Inc., headquartered in Alameda, California, is a global healthcare company focused on innovative therapies. Penumbra designs, develops, manufactures and markets novel products and has a broad portfolio that addresses challenging medical conditions in markets with significant unmet need. Penumbra sells its products to hospitals and healthcare providers primarily through its direct sales organization in the United States, most of Europe, Canada and Australia, and through distributors in select international markets. The Penumbra logo is a trademark of Penumbra, Inc.
Members of the Penumbra team agree that this is where their work has meaning -- we are transforming the treatment of some of the world's most devastating conditions. Penumbra is where everyone's ideas matter, and where learning and growth are constant.
