Director, National Accounts Resume Sample
Roxane Lueilwitz
1934 Magnus Shoal,
Dallas,
TX
+1 (555) 173 6532
Work Experience
Director, National Accounts
10/2016
-
PRESENT
Boston, MA
- Facilitate the distribution of information from Russell to broker dealers and advisors in general. Work with all other departments within Russell to ensure our messaging, tools and products are valuable to our partners
- Display an in-depth knowledge of the investments industry, mutual funds, marketing, sales strategies and techniques, and account relationship management
- Identify needs and opportunities, and respond effectively in a timely manner; ability to develop relationships that are lasting and mutually beneficial
- Develop an in depth knowledge of all dealers ' trading and operational platforms, dealer programs and product offerings, commission structure and management team dynamics
- Able to provide a comprehensive summary of Russell's research, asset allocation and portfolio construction abilities to all dealers
- Display excellent presentation skills; verbal, written, and interpersonal communication skills
- Through Business Development Managers, provides business analytics and best practice data to the state execution managers. Leverages fact-based data to influence chain direction and enhance Glazer’s position within the account
- National Account management experience
Director National Accounts
08/2011
-
09/2016
Philadelphia, PA
- Deep knowledge of current healthcare industry trends and industry challenges
- Meeting sales quotas or revenue targets as set by management
- Identify and generate new business revenue opportunities
- Ongoing responsibility to build the customer relationship and servicing the customer’s needs throughout the entire sales cycle
- Developing business contacts with lenders, servicers, investors, secondary market and hedge fund companies
- Assigned client accounts are medium to large and somewhat complex
- Scope is national and cross’s multiple product lines
Senior Director, National Accounts
02/2006
-
04/2011
San Francisco, CA
- A proven track record of performance
- Proficient analytical & planning skills
- Work in extremely fast-paced and evolving hyper-growth environment
- Experience working successfully within the constraints of a growing business
- Directly leads one or more key customer relationships representing all Dean DSD business
- Leads the collaborative development of account business plans and ensure alignment with Dean Dairies and customer decision-makers
- Is accountable to deliver annual customer plan for sales and gross margin across entire Dean DSD business
- Leads and provides direction to field sales representatives with responsibility for this customer(s)
- Becomes a leading resource on customer specific trends and insights to improve Dean DSD profitability
Education
Doane University - Crete Campus
2001 - 2006
Bachelor's Degree in Business Administration
Professional Skills
- Strong leadership, people skills, interpersonal skills, analytical skills, and project management and time management skills
- Demonstrate excellent interpersonal skills, including networking, influencing, negotiation, and presentation
- Demonstrated leadership and expertise in building an organization, demonstrated leadership skills
- Excellent communication (verbal, written and presentation) skills and team building
- STRONG STRATEGIC BUSINESS NEGOTIATION SKILLS
- STRONG PROJECT MANAGERIAL SKILLS REQUIRED
- Demonstrated management, coaching and interpersonal skills
How to write Director, National Accounts Resume
Director, National Accounts role is responsible for presentation, customer, interpersonal, leadership, business, coaching, analytical, negotiation, financial, influencing.
To write great resume for director, national accounts job, your resume must include:
- Your contact information
- Work experience
- Education
- Skill listing
Contact Information For Director, National Accounts Resume
The section contact information is important in your director, national accounts resume. The recruiter has to be able to contact you ASAP if they like to offer you the job. This is why you need to provide your:
- First and last name
- Telephone number
Work Experience in Your Director, National Accounts Resume
The section work experience is an essential part of your director, national accounts resume. It’s the one thing the recruiter really cares about and pays the most attention to.
This section, however, is not just a list of your previous director, national accounts responsibilities. It's meant to present you as a wholesome candidate by showcasing your relevant accomplishments and should be tailored specifically to the particular director, national accounts position you're applying to.
The work experience section should be the detailed summary of your latest 3 or 4 positions.
Representative Director, National Accounts resume experience can include:
- To develop and manage relationships with senior leadership at any and all non-proprietary asset management firms that manages money on behalf of TIAA-CREF clients
- PC environment, mid-level or greater MS Office skills (Word, Excel, PowerPoint); mid-level or greater internet skills; Smartphone; database and CRM competency
- Demonstrated relationship building skills, with a superior ability to make things happen through personal leadership impact and the use of positive influence
- Planning, organizational and territory management skills
- Proficient in Social Selling Skills and Prospecting Methodologies
- Business management skills including planning, negotiations and implementation
Education on a Director, National Accounts Resume
Make sure to make education a priority on your director, national accounts resume. If you’ve been working for a few years and have a few solid positions to show, put your education after your director, national accounts experience. For example, if you have a Ph.D in Neuroscience and a Master's in the same sphere, just list your Ph.D. Besides the doctorate, Master’s degrees go next, followed by Bachelor’s and finally, Associate’s degree.
Additional details to include:
- School you graduated from
- Major/ minor
- Year of graduation
- Location of school
These are the four additional pieces of information you should mention when listing your education on your resume.
Professional Skills in Director, National Accounts Resume
When listing skills on your director, national accounts resume, remember always to be honest about your level of ability. Include the Skills section after experience.
Present the most important skills in your resume, there's a list of typical director, national accounts skills:
- Effective communication skills to convey ideas and execute actions, including ability to independently create and effectively deliver presentations
- Skilled in project management, ability to effectively manage and prioritize time and resources to maximize effectiveness
- Relevant experience in the packaged goods industry and bilingual language skills would be an asset
- Excellent verbal, written communication ability and presentation skills to executive leadership
- Excellent presentation skills and negotiation abilities
- Strong process management skills: develops, oversees and regulates various work procedures
List of Typical Experience For a Director, National Accounts Resume
1
Experience For Director National Accounts Resume
- Experience in sales or other relevant experience
- Proven successful leadership, team management and budget experience
- Builds relationships with GPO teams; ensures strong ongoing relationships with GPO leadership
- Experience in Managing Sales Managers
- Post-secondary education in a business related discipline, MBA and/or CFA is a definite asset / strong preference
- Differentiate service levels by outlet to drive sales optoimizatrion and effectiveness
- Create effective long-term relationships with strategic customers and key stakeholders to drive financial impact
- Determine and prioritize opportunities and risks within strategic accounts
2
Experience For Director, National Accounts & On-premise Resume
- Understand and interpret Corporate sales goals and initiatives so that priorities can be balanced and timelines established
- Develop effective account plans and monitor progress toward those plans
- Strong proficiency with MS Word, Excel, PowerPoint and Outlook
- Commercial and/or Marketing experience
- Negotiating, developing, communicating and renewing profitable contracts with assigned GPOs
3
Experience For Senior Director, National Accounts Resume
- Communicating on GPO contracts, key target shareholder accounts, including periodic updates on status and direction
- Targeting and converting key targeted acute care hospitals, IDN, & shareholder opportunities
- Working knowledge of 340b
- Developing and implementation of comprehensive contract rollout plans to insure compliance
- Promoting availability as a resource on all aspects of GPO contract negotiation and implementation
- Working with assigned GPOs and shareholders to sell and implement value-added programs
- Working with the Field Sales Team in order to facilitate contract implementation
- Training and development of field sales representatives
4
Experience For Associate Director, National Accounts Resume
- Maintaining company profitability and operational efficiency as primary focus
- Creates new sales models from the ground up including hiring, on-boarding training, and revenue results within an accelerated ramp period
- Participate in strategic planning and evaluation sessions with AMAG senior leadership, sales, marketing, contracting, legal, and strategic accounts
- Appropriately manage GPO trade show and meeting staffing/exhibiting needs
- Interact with buying office in all aspects of the ordering and negotiation process to ensure company’s net sales goals are met
- New thinking approach to identifying opportunities
5
Experience For Director, National Accounts, Off Premise Resume
- Input into the shaping of the portfolio strategy of the Country bringing in insights from your Sales teams
- Provide accurate demand forecasting to Supply Chain teams or to Hub Sales Planning & Performance team
- Develop training and collateral material and coordinate customer promotions and/or advertising for assigned accounts
- Assists in developing sales strategies and marketing plans. Leads
- Drive service contract revenue in targeted healthcare systems by creating service solutions to meet our existing and prospective customer needs
- Input into the shaping of the portfolio strategy of the US by bringing in insights from your Sales team
- Manage promotional and marketing planning
- Increase Gross Profit by maximizing PRxO & ASD opportunities and identifying areas of opportunity to further engage customers in additional solutions
- Pharmaceutical Account Management with direct involvement in establishing and managing corporate accounts
6
Experience For Account Director, National Accounts Resume
- Advanced knowledge of healthcare / hospital buying and contracting processes for both clinical and economic products
- Up to date on current sales and marketing trends, including social media, whitepapers, blogs, etc
- To focus on the enterprise and customer needs while developing relationships with outside money management firms to support all business lines at TIAA-CREF
- Deliver impact from channel and shopper marketing programs agreed in the Country IAP
- Complete cycle of PMP Mid-Year and Full year reviews for all direct reports, as well as monthly 1-on-1’s, weekly sales meetings and in-field coaching
- Regularly observe and coach (both verbally and in writing) direct reports around their execution of key strategies and of leadership and sales competencies
- Regularly bring forward key customer and market insights and proactively develops ideas for pilots and sales force evolution initiatives
- Direct National Account program for assigned GPOs towards achieving annual sales goals
7
Experience For Area Director, National Accounts Resume
- Communicate with commercial leadership the strategies and tactics being implemented at assigned GPOs
- Maintain competitive market intelligence to guide pricing strategies
- Assist in the development and implementation of an annual operating
- Provide standard and customized reporting to accounts and present monthly, quarterly, and/or annual business reviews
- Provides support; skip level meetings, mentoring, and leadership to sales team members
- Coordinate pull-through of National Account initiatives by working closely with regional
- Strategic Account Managers, Medical Science Liaisons, and other internal partners in support of achieving financial and strategic objectives
8
Experience For Director, National Accounts PBM / MCO Resume
- Attend and participate in designated sales meetings, training programs, conventions, and trade show
- Significant travel required to the customer's HQ location as well as manufacturing facilities across the country
- Proactively drives National Account and GPO profitability through maximizing PRxO opportunities
- Conducts customer meetings and QBRs while bringing strategic value to customers
- Provide leadership and support to the Operations Team during implementation of new key clients
- Ensures communications are coordinated within the key group of owners while maintaining high levels of confidentiality
9
Experience For Northeast Director, National Accounts Resume
- Strategic thinking & analysis of business opportunities
- Drive solution oriented selling with both clinical and economic stakeholders
- Align all employees behind the targets and create a passion for winning in the organization
- Budget planning and investment
- Knowledge of Brand, Generic and Speciatly pharmaceutical markets and pricing
- Basic understanding of pCPA
- Corporate based ( Irving, TX) position which reports directly to The Vice President of National Accounts
- Position requires significant travel, including overnight stays
10
Experience For Associate Director, National Accounts & GPO Resume
- Advanced knowledge of MS Office, Process management tools– and reporting tools like Cognos etc
- To continually keep abreast of industry trends
- Powerful communicator who engages colleagues, business partners, stakeholders and employees and who is a strong advocate and leader in delivering a positive customer experience
- Frequent travel as required, and willingness to work variable hours driven by needs of the business
- Understand the relationship between sell in and sell out strategies
- Understand stock and sales plans
- Responds and manages requests for surgical contracts
- Communicate consistently with field operations as they are impacted by potential changes with customer accounts. This includes auction personnel, RVP’s, and the BOC
- 5+ Management of directreports
List of Typical Skills For a Director, National Accounts Resume
1
Skills For Director National Accounts Resume
- Coordinating activities to effectively set up and execute national agreements (GPO, IDN, Strategic Accounts) with Operations
- Exceptional strategic, critical and analytical thinking skills
- Experience selling into Department and Specialty stores. Additionally, at least 2 years of national or key account management experience
- Prior experience in Sales Management and/or IDN account management, including contract negotiation and execution
- Focus and develop continued elevation of the National Accounts Team’s skills
- ADVANCED SKILLS IN POWERPOINT, MICROSOFT OFFICE, OUTLOOK AND EXCEL
- Can collaborate effectively with people in a matrix-organization environment, understand their perspective, and influence people to achieve common objectives
2
Skills For Director, National Accounts & On-premise Resume
- Proven experience and success in working cross functionally in customer teams is required
- Proven self-motivated, proactive, and creative self-starter with a strong work ethic and ownership of responsibility
- Highly developed collaborative sales and leadership skills
- Training and/or experience with strategic selling process & tools
- Demonstrated track recording of meeting/ exceeding sales and financial objectives both within individual and team settings
3
Skills For Senior Director, National Accounts Resume
- Proven track record of successfully leading a dedicated team through a strategic planning and execution process resulting in positive change
- Solid understanding of the current environment and trends in community oncology practices, including alternative payment models
- Ten (10) years or more experience directing and managing multi-national or global sales organizations for a national telecom service provider
- Previous experience and extensive knowledge of working with and calling on medium and large dealer groups
- Establish strong working relationship with buying groups
4
Skills For Associate Director, National Accounts Resume
- Previous experience with Payer Organizations, including understanding the local coverage determination process (LCD)
- Experience inspiring and leading cross-functional business initiatives
- Prioritize according to customer need, strategic direction of GVR, and financial objectives of National Account team
- Experience or knowledge of multiple intermediary platforms (i.e. DC recordkeeping, Broker/Dealer, Education Savings, etc.)
- Proven track record of working with large complex customer organizations and decision processes
- Progressive experience strategic account management in one or more of the following channels: office beverage service, grocery, food service, and hospitality
- Skilled in business communications (both written & verbal), presentations and influencing without formal authority
- Hands-on experience strategically selling large, complex distribution deals
- Experience with software sales, database licensing and/or related technology sales
5
Skills For Director, National Accounts, Off Premise Resume
- Strong understanding of digital business
- Experience in selling service or professional service products business 2 business
- Experience selling construction services and project management capabilities
- Experience working across business units / segments / functions to drive results
- District Sales, Marketing or other Management experience
- Reimbursement / Segment Economics experience; Knowledge of P&T, PA, PDL and pharmaceutical contracting systems
- Proven track record of consistently meeting goals
- Experience in Sales or Marketing related area
- Travel 80+% of time spent in field, willingness to travel and valid driving license required
6
Skills For Account Director, National Accounts Resume
- Strong coaching and talent development
- Build and execute market sales strategy. Program sales experience. Proficiency using Microsoft Office Software
- Empathy for customer needs and strong sense of urgency are required
- Valid Passport and ability to travel internationally
- Prior CRM knowledge – such as Microsoft Dynamics, Salesforce, etc
- Demonstrated track record of success and advancement
- Measure and monitor contract compliance for customer and GPO rebates and other contracts offered as calculated by Finance and Marketing prior to execution
7
Skills For Area Director, National Accounts Resume
- Drive executional excellence through a strong, functioning and orientated Sales team
- Strong knowledge of Healthcare Systems industries, trends, and challenges facing customers
- Excellent working knowledge of suite of ABC programs and solutions that can offer increased customer value and enhance stickiness
- Demonstrated ability to develop and implement strategy; strategic thinker with the ability to execute in a highly competitive fast paced environment
- Women’s Health industry experience and financial knowledge is desirable
8
Skills For Director, National Accounts PBM / MCO Resume
- Excellent written and verbal communication with executive-level presence
- Market access/corporate accounts management experience
- Institutional (IDN, hospital) and oncology clinic experience
- Experience leveraging appropriate resources in assigned accounts is required
- Business analysis experience and the ability to identify and implement process improvements
9
Skills For Northeast Director, National Accounts Resume
- Experience in leading Strategic, National, or Key Accounts
- Experience with leading pilot programs and large-scale implementations
- Experience using financial, customer and operational metrics to drive strategy
- Excellent knowledge of the pharmaceutical industry and complex sales processes is required
- Proven, extensive knowledge of the automotive and dealership industries and landscape
- Commission and/or variable based compensation experience
- Attend related conventions, trade shows and seminars to represent Teleflex Medical and to maintain and enhance required skill proficiencies
10
Skills For Associate Director, National Accounts & GPO Resume
- Navigating complexity and spanning boundaries (enterprise thinking)
- Understanding of US healthcare landscape, including role of payers, GPOs, distributors
- Leading and building sales teams from scratch
- Ordering platform training – 100%
- Driving organic growth in assigned accounts while maintaining company profitability and operational efficiency
- Inspiring Trust & Credibility (matrix leadership)
- Influencing others (influence without authority)
List of Typical Responsibilities For a Director, National Accounts Resume
1
Responsibilities For Director National Accounts Resume
- Experience managing relationships with GPO’s required
- Progressive sales experience which includes 3-4 years as a Key Account Manager within a National account
- Strong customer relationships developed, maintained and expanded
- Engage and interact with the Executive Pricing Committee (EPC) regarding pricing and RFP proposals as well as process and policy changes
- Define clear strategic plans for national accounts, defining and setting of objectives for the sales team in conjunction with territory leadership
- Active participation of execution of agreements (Communication, Driving growth, Positioning)
- Negotiate contracts with key Extended Care (EC) customers to support the overall success of the channel and contracting strategies
- Perform regular analysis of customer and sales trends as well as SF execution as to identify leading opportunities and gaps to address
- Adhere to and ensure the compliance of Teleflex Medical’s code of conduct, all Company policies, rules, procedures and housekeeping standards
2
Responsibilities For Director, National Accounts & On-premise Resume
- Provides feedback & intelligence to internal partners on existing & targeted customers
- Lead role in negotiation of agreements with support and guidance from Legal (to include product, pricing and legal)
- Develop relationships with existing and new account decision makers to protect and grow market share
- Responsibility for compliance obligations of Heraeus Medical and adherence to code of conduct for all activities taking place in the country of responsibility
- Introduce and promote Black Book products, services and capabilities to a variety of segments and stakeholders within defined dealer groups including
- Proficient understanding of the budget process and financial statements
- Coordinate with finance, sales, marketing, legal, regulatory, and other areas as needed
3
Responsibilities For Senior Director, National Accounts Resume
- Travel is required – 50%
- Absorb and present technical medical information
- Conscientious, versatile and pragmatic team player
- Conduct analyses between Berry Plastics’ and competition products
- Cultivates and maintains high level of trust through rapport building, long-term business partnership and respect with key customer influencers showing genuine interest in the mutual success of their business and Mead Johnson’s
- Deliver on key financial targets (NSV, Gross Margin, Overheads, Profitability, ROI, Value Share)
- Deliver on Pictures of Success targets
- Influence price strategyand guardrails through 3 tier system)
- Understand customer strategy and how to leverage the Bacardi value proposition to grow mutual business
4
Responsibilities For Associate Director, National Accounts Resume
- Input into the country IAP process to ensure local channel and customer needs are captured
- Input into key decisions to ensure Bacardi’s Route-to-Market approach is optimized
- Knowledge of relevant markets, molecular biology topics and products
- Extensive overnight travel required (up to 50%)
- Setting Sales Unit Strategy – Establishing a plan to achieve the unit’s sales objectives, taking into consideration overall business and sales goals, market opportunities, past sales results, and available resources; reviewing progress and adjusting the plan as needed
- Sales Negotiation – Effectively exploring alternatives and positions to reach mutually beneficial sales agreements that gain customers’ acceptance and commitment
- Becoming a Business Advisor - Adding customer equity by creating valued business partnerships with customers; proactively identifying business opportunities for the customer; conveying a firm understanding of the customer’s business and political drivers
- Marshalling Resources – Mobilizing available internal and external resources to achieve sales and organizational goals; proactively negotiating for and accessing resources outside one’s immediate domain when necessary; preparing internal and external partners to promote sales objectives
- Communication – Clearly and succinctly conveying information and ideas to individuals and groups in a variety of situations; communicating in a focused and compelling way that drives others’ thoughts and actions
5
Responsibilities For Director, National Accounts, Off Premise Resume
- Work with Contracting Department’s Long Term Forecast team in the account sales and rebate projections within the LTF Process
- Through Business Development Managers, provides business analytics and best practice data to the state execution managers; leverage fact-based data to influence chain direction and enhance The Company’s position within the account
- 4)Demonstrate a broad comprehension of the customer’s needs, market trends, industry challenges, major players, relevant products and technologies
- 7)Secure and coordinate necessary resources to communicate, deliver, and reinforce Baxter’s value to the customer
- MBA or Master’s in Healthcare Administration
6
Responsibilities For Account Director, National Accounts Resume
- Maintain relationships with GPO’s
- Develop and maintain a strategic National Accounts Extended Care (EC) Business Plan with analysis of potential, current share, and remaining winnable opportunity collaboratively with internal stakeholders and partners that reflects current and future trends as well as the current brand, channel, HCP, and contracting strategies for key EC business
- Oversees and directs development of RFP and bid responses in conjunction with Business Operations and pricing committee. Proactively initiates bids for strategic accounts
- Engage and retain relationships with top EC customers
- Proactively advance the long term strategy, skills and deployment of the EC national account team through research, customer insights and cross-functional collaboration. Advance ability and effectiveness of account managers around influencing and partnering with C-Suite
- Set clear objectives, milestones, and timelines for the EC team, monitor and report on progress, initiate corrective action when necessary to meet timelines
- Energize and inspire the team to feel highly supported by leadership and motivated to assertively compete every day for the business
7
Responsibilities For Area Director, National Accounts Resume
- Apply knowledge of National Accounts sales/management techniques and processes to maximize sales and profitability and grow business
- Present and sell Teleflex Medical’s Value Propositions to top tier strategic accounts (management and executive staff)
- Develop and foster business relationships with key contract management and senior leadership at assigned accounts
- Direct Request for Information (RFI) and Request for Proposal (RFP) processes for assigned accounts
- Understand and ensure compliance with policy and all legal aspects of GPO Terms and Conditions documents
- Manage contract renewal process for all assigned accounts
- Lead management meetings and provides input for all projects under discussion
- Prepare monthly sales report to include travel activities, sales projections, competitive product and pricing information, user reaction, market changes and trends, etc
- Implement short and long term programs based on specific product and/or market requirements
8
Responsibilities For Director, National Accounts PBM / MCO Resume
- Primary interface for Amag Pharmaceuticals with assigned GPOs; responsible for the commercial relationship between Amag Pharmaceuticals and GPO at the national level
- Responsible for building strategic relationships at executive levels and coordinate sales/service activities to ensure optimal product access and influence positive decisions within these organizations
- Conduct quarterly business reviews with assigned GPOs and develop targeting strategies based on these reviews
- Analyze and adjust targeting strategies based on GPO member performance
- Accountable for National Account Sales Reporting, the development of sales spend budgets for OPL, Rev1 and Probable
- Assist in the development and execution of strategic customer plans incorporating financial, operational and relationship goals
9
Responsibilities For Northeast Director, National Accounts Resume
- Understand and identify the short and long-term strategic vision and objectives within each assigned key account
- Ensure ability to execute strategic imperative within GPO and position Amag/ GPO relationship for growth
- Foster relationships with key opinion leaders within assigned targeted GPOS
- Coordinate pull-through of National Account initiatives by working closely with regional Strategic Account Managers, Medical Science Liaisons, and other internal partners in support of achieving financial and strategic objectives
- Partner with clinical team to facilitate development of medical education programs for GPO pricing approval boards, key opinion leaders and hospital system P&T decision makers
10
Responsibilities For Associate Director, National Accounts & GPO Resume
- Manages team of National Account Managers to deliver financial objectives
- Provides regular account forecasts and opportunity pipelines to ensure sustainable performance against revenue and margin objectives
- Directs sales and internal resources to maximize sales performance
- Directs in-dept account strategies to ensure adoption of all GVR products and solutions
- Directs SFI initiatives of NA Sales team to drive growth and development of National Account Team
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