The position provides commercial leadership for business strategies, processes and major customer relationships for transitions of care and establishes favorable commercial access to drive new revenue and expand Smith & Nephew’s influence through the care continuum for all US S&N products. Specifically, you will support major IDN conversions to ensure care continuum opportunities are optimized and will be accountable for securing favorable formulary and contract positions in major national and large regional post-acute national accounts and commercial health plans.
You will report directly to the Vice President, Care Continuum and will support S&N’s United States business plans across all franchises. The Care Continuum Director (CCD) is responsible for driving business growth, market development initiatives and securing commercial access via favorable formulary and contract positions, that align with key IDNs and major national and large regional accounts across the care continuum (e.g. Home Health, Managed Wound Care Centers, Long Term Care, Travelling Physician Groups, commercial health plans, and IT Vendors).
What you’ll be doing:
Develop and implement a systematic approach to enhance business relationships with national and large regional post-acute customers and large IDNs to drive continuum of care revenues and ensure optimum transitions of care processes. Examples of post-acute providers include, but are not limited to, long-term care chains, managed wound care clinics, home health agencies, med-surg and DME distributors, case management and home health societies, and commercial health plans. This includes, but is not limited to, developing favorable formulary positions, clinical protocols, education, and incorporation into electronic point of care and ordering tools. This will require customer profiling (e.g., products, services, organizational structure), proactively negotiating beneficial business agreements and developing account penetration strategies for key targets. This function will include reviewing sales and targeting reports to assess strengths, weaknesses and develop action plans to address needs in a particular market. Track, forecast and communicate agreed upon metrics on a quarterly basis. Leverage cross-franchise (primarily Wound, Recon) resources and alternative payment model initiatives whenever possible.
Function as the leader of cross-functional sales and marketing teams that drive key post-acute/care continuum account management for national and major regional customers plus major IDNs. Responsible for all related functions for the entire S&N portfolio of brands to include key AWC, NPWT, biologic brands, and Reconstruction/Trauma. Examples include, but are not limited to,: (1) post-acute product and protocol adoption for IDNs; (2) building and driving the execution plans for all formulary positions and contracts, 3) building the continuum of care program for eCAP contracts to ensure program flows across the care continuum, through to completion of therapy in the post-acute setting.
Build efficient, customer-centric sales and support execution plans for transitions of care across the care continuum and tools to ensure a simple, reliable, consistent experience for customers and patients using Smith & Nephew products and services. This includes a diverse array of options, all with a focus on clinical confidence and ease of doing business. Examples include, but are not limited to, directional customer leave-behinds, e-prescribing, embedding products and protocols into electronic health records/workflows, and simple, streamlined processes with distributors.
Collaborate with Sales, Marketing, Clinical Resource Coordinators, Healthcare Systems, Training, Distribution, Payer Teams, Government Affairs, and other internal teams to ensure S&N has the most impactful care continuum/post-acute value messaging, training materials, marketing content, and reimbursement guidance to ensure optimal pull-through and sustain results
Conduct both internal and external Smith & Nephew-wide customer business reviews that include representatives from Sales, Marketing and Contracts. The CCD will review account buying trends and opportunities utilizing various financial models to recommend, execute and manage appropriate pricing models and programs. Develop and/or manage value-add programs, and pioneer innovative contracting and partnership models to secure deeper customer relationships and drive long-term profitable growth e.g. PICO Assurance Program.
What we look for:
Bachelor’s degree, Master’s preferred
5+ years of medical sales experience
2+ years of sales management experience within the medical industry
2+ years working in IDNs and/or LTC and/or Home Health and/or Health Pans with an understanding of distribution
10+ years of successful sales calling on corporate healthcare customers preferred
Travel up to 75%
What we offer
The ability to work with innovative and industry leading products
A commitment to professional development
A best in class culture
A fast-paced winning team environment
Comprehensive compensation and benefits
Are you excited to learn more? Please apply to the link and if you meet our qualifications, we will contact you to discuss the role and your background more thoroughly.
We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.
The above position description is intended to describe the general content, identify the essential functions of, and requirement for the performance of this position. It is not to be construed as an exhaustive statement of duties, responsibilities or requirements. Complies with all health, safety and environmental policies, procedures and job hazard analyses applicable to specified job activities; including medical evaluations as required by job function. Completes all required HSE training.