National Account Director Resume Sample
Deron Purdy
54767 Flatley Alley,
Chicago,
IL
+1 (555) 665 5880
Work Experience
National Account Director
12/2017
-
PRESENT
Los Angeles, CA
- Physical demands: Exerting up to 10 pounds of force occasionally and/or a negligible amount of force frequently or constantly to lift, carry, etc. Generally, involves sitting most of the time
- Develop and continuously improve innovative programs and contracts to meet the account and Takeda’s needs
- Ensure Takeda formulary positioning and meet market share objectives
- Negotiate contracts to meet revenue/rebate objectives
- 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
National Account Director, Employer
06/2013
-
08/2017
Phoenix, AZ
- Facilitates and negotiates RFP bids in conjunction with local dairies
- Provides support to local dairies to ensure collection of outstanding balances
- Aligns dairies to support national programs (new items/ promotions) to meet customer expectations
- Is accountable to secure customer support on national programs
- Conducts bi-annual customer business reviews in collaboration with appropriate dairies
- Anticipates customer specific issues and resolve them by effectively involving cross-functional resources
- Builds strong One Dean Team working relationships across sales teams
National Account Director, East, Payer
04/2010
-
12/2012
New York, NY
- Has managerial responsibility involving staffing, conducting performance appraisals, training and developing employees, promotions, salary increases, terminations, disciplinary actions, etc
- Directly managing large, complex customer relationships
- Demonstrated personal leadership that holds self and team accountable for actions and results
- Demonstrates a passion for learning and a willingness to build new skills
- Have an organization-wide perspective and understand how the business operates
- Understand the vision of the organization and translate it into specific plans and actions that achieve desired results
- Adapt to changing organizational and operational needs; ability to lead people through change
- Recruit, hire, develop, coach, and mentor talent for current and future needs
Education
Siena Heights University
2005 - 2009
Bachelor's Degree in Engineering
Professional Skills
- Excellent interpersonal skills and a proven track record of growing business within large accounts
- Strong Microsoft Office experience and analytical skills
- Demonstrated analytical skills – managing monthly objectives/budgets, forecasting, sales reporting, competitive analysis, etc
- Proven results in end to end sales skills – prospecting, presenting, pipeline management, closing, and negotiation
- Strong communication, presentation, organization and planning skills required
- Outstanding presentation skills and ability to influence (internal and external customers)
- Experience working with contracting personnel and / or IDN level contracting discussions experience
How to write National Account Director Resume
National Account Director role is responsible for negotiation, planning, leadership, purchasing, retail, finance, training, integration, mac, procurement.
To write great resume for national account director job, your resume must include:
- Your contact information
- Work experience
- Education
- Skill listing
Contact Information For National Account Director Resume
The section contact information is important in your national account director 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 National Account Director Resume
The section work experience is an essential part of your national account director 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 national account director responsibilities. It's meant to present you as a wholesome candidate by showcasing your relevant accomplishments and should be tailored specifically to the particular national account director position you're applying to.
The work experience section should be the detailed summary of your latest 3 or 4 positions.
Representative National Account Director resume experience can include:
- Proven experience selling/maintaining major customers (Top to Top) is ideal
- Demonstrated experience selling to C-Suite
- Demonstrated ability to lead an effective team
- Key user skills of all Mars platforms/CRM
- Effectively manage monthly, quarterly and annual financial forecast and revenue targets for these businesses for CVS and Rite Aid
- Managed Care/Market Access experience is strongly desired
Education on a National Account Director Resume
Make sure to make education a priority on your national account director resume. If you’ve been working for a few years and have a few solid positions to show, put your education after your national account director 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 National Account Director Resume
When listing skills on your national account director 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 national account director skills:
- Strong communication and solution-selling skills, emerging team leadership skills
- Organized, good communication skills both orally and in writing
- Excellent negotiation and/or major account sales skills
- Proven leadership skills – own your business; make it happen, idea leadership
- Any combination of education and experience that provides equivalent knowledge, skills, and abilities
- Monitoring incoming orders and ensuring these are fulfilled effectively
List of Typical Experience For a National Account Director Resume
1
Experience For National Account Director, Employer Resume
- Understanding of the government market and competition with the ability to identify external threats and opportunities
- Positioning and delivering economic and value-related solutions to financial decision makers within all national customers
- MS Office Suite, Salesforce.com or comparable sales tracking program
- Meet and exceed revenue targets across all of National Journal’s product offerings by managing and growing existing clients, and identifying new opportunities
- Serve as National Journal’s brand ambassador and help introduce and navigate senior agency and client organizations to develop relationships with key decision makers
- Interface with Regional Accounts, Brand Payer Marketing and Contract Management and Operations to maximize product access and pull-through
2
Experience For Channel National Account Director Resume
- Create, build and maintain positive business relationships with LifeWorks current and prospective customers
- Developing comprehensive strategic business plans for both near and long-term growth while identifying and developing customized opportunities by customer that include product, promotion and field differentiation
- Understand and assess existing customer business models to further develop commercial strategies
- Partner strategically and actively with the Field Sales organization. Leverage trends and real time market information and develop programs to drive profitable growth
- Employ a consultative sales approach to understand and assess the customer’s financing needs and position Lending Club Patient Solutions as the primary solution versus the competition
- Represent Amgen’s interests at National , Regional and Local Employer Coalitions meetings and conferences
- Educate and enable our employer customers so they are more informed on Amgen’s specialty medicines and therapeutic areas to facilitate more balanced discussions with their vendors (Insurers, PBMs and Specialty Pharmacies)
3
Experience For National Account Director, East, Payer Resume
- Ensure broad, profitable formulary access for GSK products within select national managed care organizations
- Develop and implement strategy to meet or exceed goals of GSK products for targeted accounts with a heavy focus on brand alignment, finance, and pull through in collaboration with Regional Accounts
- Ensure rapid profitable access for launch products
- Create and maintain Strategic Account Plans
- Extend customer network within plan beyond the pharmacy department to areas crucial for the future strategic vision of healthcare delivery
4
Experience For Associate, National Account Director Resume
- Plan and execute joint business reviews with GSK leadership and National Plan Customers and leadership at least once per year
- Implement value-added programs intended to enhance the customer relationship
- Develop an extensive understanding of the customers' organizational goals in order to assess their needs and develop plans/programs to meet both the needs of the customer and those of GSK
- Interface with Contract Management Operations to understand, develop Business Case Review in preparation for Contract Review Board and Governance including contract strategy and financial analysis
- Interface with Contract Management Operations on contract terms & conditions understanding language intent and meaning and working with rebate analyst to determine accurateness of invoice
- Maintain a high level of knowledge of the managed care industry and healthcare trends
5
Experience For Senior National Account Director Resume
- Manage administrative requirements of the job
- Understand and apply Compliance Policies and Procedures (CPP)
- Develop, coordinate and lead area Alcon OTC strategy
- Deliver the annual plan and cover plan numbers vs. quota, opportunities, red flags, gaps, etc. with Advantage Solutions Business Managers on a weekly basis
- Take a leadership role that enables the sales agent Advantage Solutions to optimize area business opportunities through flawless execution of the 4 P’s (Product, Promo-tion, Placement and Pricing)
- Provide accurate monthly forecast estimates for assigned area
6
Experience For National Account Director Mass-johnson & Johnson Resume
- Manage, train, conduct business reviews, coach and motivate sales agent Advantage Solution to foster a productive sales partnership
- Establishing strong relationships with the customers within the assigned area, developing and deploying business plans for strategic accounts and executing with excellence Marketing and Alcon headquarter initiatives
- Collaborate with all cross functional counterparts (Marketing, Finance, Customer Ser-vice, Logistics, Product Development, and HR) and team members as necessary to deliver the business results
- Lead the development of the Drinks NA segment annual business plan through robust knowledge of our industry and assigned channels, maximizing business opportunities, driving profitable growth, growing share and managing to company objectives
- Build and establish strong relationships with senior distributor leaders to drive credibility and connection, and effectively influence key decision makers and customers
- Develop and present annual top-to-top customer/distributor business reviews, providing “fact based” leadership and insights relative to customer and category performance
7
Experience For Associate National Account Director Resume
- Drive access to potential new customers and gain new distribution channels through effective utilization of the team’s knowledge and in-depth understanding of the geography and key relationships
- Manage and enhance our segment sales strategy, sales capabilities, people development and go-to market plans
- Demonstrate leadership of the channel sales team as a “Great” Line Manager for Mars, to recruit, engage, develop and drive performance with excellence, enabling Drinks to become recognized as a talent incubator for Mars, Inc
- Act as key member of the Drinks NA Sales Leadership Team, demonstrating an understanding of the capabilities and needs of distributor partners and ensuring our strategic plans are aligned to their overall business objectives
- Direct the sales team to execute a robust demand plan, through analyzing trends, promotional activity and product assortment to develop selling stories to deliver maximum sales and profits
- Experience managing Federal Contracts
8
Experience For National Account Director Resume
- Lead the sales team to deliver improvement on customer engagement / customer satisfaction ensuring customer retention and long term growth
- As a member of the Sales Leadership Team lead the development of Trade and A & CP investment, driving stronger ROI and delivering profitable growth to our segment
- Strong leadership record, and have demonstrated experience in leading a $25M+ per year operation
- Customer management and solution selling skills
- Build long term strategic partnerships with C-Level executives in these customers by growing our businesses mutually
- Meet or exceed performance objectives, including the successful execution of all product access goals
- Develops and executes strategic account plans to develop and expand corporate partnerships encompassing the full range of the Company’s RE solutions
9
Experience For National Account Director, Employer Resume
- Supports a strategic sales planning process that develops mutual performance objectives, financial targets, and critical milestones for a 1-3 year period
- Develop strategic and operational joint business plans that align with the Alcon OTC strategies with CVSHealth and Rite Aid
- Meet regularly with key stakeholder’s at each customer to review the business and provide recommendations
- Track and evaluate sales performance working with key stakeholders. Demand side (Volume, Share, Merchandising Share of Space) and Supply Side (Weeks of Supply, On Time Fill Rates, In Stock, Service Levels, and STA compliance) for CVS and Rite Aid
- Lead and drive collaboration with extended cross-functional team (Customer Service, Supply Chain, Shopper / Customer Marketing, Marketing, Finance and Demand Planning) to assist in delivering business results for Alcon OTC
- Ensure broad, profitable formulary access for GSK products within select national group purchasing organizations
- Interface with Regional Accounts, Vaccines, Payer Marketing and Contract Management and Operations to maximize product access and pull-through
10
Experience For Channel National Account Director Resume
- Participates in professional and civic activities. Makes public appearances
- Develops client group forecasts and communicates deviations to Regional & Divisional Management
- Develop and implement strategy to meet or exceed goals of GSK products for targeted accounts
- Ensure rapid access for launch products
- Develop an extensive understanding of the customers' organizational goals to assess their needs and develop plans/programs to meet both the needs of the customer and those of GSK
List of Typical Skills For a National Account Director Resume
1
Skills For National Account Director, Employer Resume
- Consumer Packaged Goods experience calling on National Accounts
- Pharmaceutical experience with broad experience across the commercial business
- Demonstrated matrix management experience
- Members of the team (e.g. integration, customer care, finance etc.), to ensure customer requests are handled effectively and promptly
- Collaborate with members of the team (e.g. integration, customer care, finance etc.), to ensure customer requests are handled effectively and promptly
- Contracting and National Account success experience required
- Proven track record of working to KPI’s and achieving targets
2
Skills For Channel National Account Director Resume
- Penetrate accounts to uncover business opportunities by developing solid professional relationships with key business and clinical decision makers
- Two to four years Biotech and or Pharmaceutical Product Management or Segment Marketing experience
- Payer marketing and/or contract management experience
- Elling experience in CPG industry
- Experience in marketing, analytics and/or research
- Account management, sales management, group purchasing, or product management experience
- Experience in managing multi-site operations
- Previous experience dealing with the dialysis organizations is required
3
Skills For National Account Director, East, Payer Resume
- Experience in marketing, analytics and/or research
- Previous experience managing national accounts for a similar company
- Review submitted rebate claims and validate eligibility for payment
- Personally dynamic with a strong work ethic
- Two to four years Biotech and or Pharmaceutical Sales Management experience
- Account management, sales management or product management experience
- Successful payer account management experience
4
Skills For Associate, National Account Director Resume
- Demonstrated ability to establish and maintain relationships with key customers and internal stakeholders
- Distributor experience in broker management
- US account management, contract analyst or product management experience
- Account management, sales management or product management experience or equivalent
- Successful first line leader experience
5
Skills For Senior National Account Director Resume
- Strategic analysis and strong business judgment and financial acumen required
- Relevant national and regional payer account management experience 5+ years
- Specialty disease state and Buy and Bill experience is preferable
- MAC knowledge and coverage experience is preferable
- Sales, sales leadership, field reimbursement and regional account management experience
- Renal / Nephrology experience required
6
Skills For National Account Director Mass-johnson & Johnson Resume
- Monitor trend analysis activity combined with proven ability to create worksheets to reflect current market insight
- Oversee the execution of onboarding, including effective communication of Lending Club Patient Solutions and orientation trainings for staff
- Experience creating Omni-channel digital media plans and proposals
- Detailed execution of data validation and contract reviews
- Understanding of the data licensing market and competition with the ability to identify external threats and opportunities
- Understanding of the account planning process
7
Skills For Associate National Account Director Resume
- Understanding of the laws and regulations covering providers and payers
- Managing large company accounts for the company and building relationships with key personnel
- Investigating and resolving queries and issues raised by national accounts
- Working knowledge of the GPO/Acute Care/Alternate Site marketplace
- Understanding of competitors’ strategies, technologies, and capabilities
- Networking within national accounts to secure all business opportunities
- Ensuring internal company functions give the highest level of customer service to national accounts
8
Skills For National Account Director Resume
- Holding regular monthly meetings with internal stakeholders about key accounts
- Taking a proactive approach to account management
- Arranging meetings with all relevant decision makers within the customer
- Holding business reviews to assess opportunities for sales
- Producing documentation, reports, and presentations to reflect current market insight
- Unwavering personal integrity and ability to build relationships based on trust and respect
- Confident when communicating and presenting, always gets point across and anticipates questions from supervisors and clients
- A thorough knowledge of strategic marketing and selling
9
Skills For National Account Director, Employer Resume
- Proficient in managing and analyze data to identify insights, opportunities for improvement and aid in problem solving
- A high level of knowledge of current reimbursement modalities, including AWP, WAC, ASP, and MAC pricing
- A thorough understanding of all corporate policies and procedures including Code of Conduct
- Manage the marketing and promotional trade funds for both customers, while ensuring above average return on financial investment
- Leads solution-development efforts by coordinating the involvement of marketing, product, technology, compliance and other teams
- Maintain a comprehensive aptitude for detailed Business Justification preparation for all new business and/or contracting opportunities
- Able to structures and use data to tell a compelling story
- Develop relationships within assigned accounts with breadth and depth well beyond the contracting function and roles at key accounts
- Develops business contacts within core market segments including: Financial Services, Insurance, Data Resellers/Aggregators
10
Skills For Channel National Account Director Resume
- Process and solution oriented, keeps the long term in the forefront while solving for the short term
- Eagerness to learn new media/technology in an constant changing environment
- In-depth knowledge of AZ product prescribing information
- A high level of awareness and understanding of the implications and opportunities of contract strategy
- An in-depth knowledge of key account selling for targeted DOs
- Thorough understanding of Access support and services
- High levels of understanding of the entire DO account segment/channels
List of Typical Responsibilities For a National Account Director Resume
1
Responsibilities For National Account Director, Employer Resume
- Cultivates and maintains strong relationships with key stakeholders and decision-makers within assigned clients, prospects and partners
- Two years’ experience for every year of formal education required
- Visits field on a regular schedule to evaluate and improve the sales effectiveness of the FSCs
- Real Estate experience
- Lead multiple external and internal client groups, working closely with sales, legal, training, onboarding and integration
- Responsible for growing account revenue, profit, margin, share to achieve budgeted goals
2
Responsibilities For Channel National Account Director Resume
- Expert knowledge in forecasting, category management, and sales management
- Facilitate/negotiate contract language between GSK (Legal, Contract Development) and the customer
- Maintain a high level of knowledge of the healthcare industry, specifically trends which affect IDNs and hospital systems
- Continues and improves profit-based growth of large national account business
- Leverage clinical, demand, and financial levers to achieve and maintain profitable access for assigned Biosimilar products
- Develops national account business plan roadmaps designed to outline the executional plan aligned to company and functional strategic objectives
- Collaborate, as appropriate, with customers to share meaningful information about the Biosimilar market, trends, and other meaningful contemporary market issues
- Collaborate, as appropriate, with multiple internal stakeholders (Biosimilar Pricing, PCA Contracting, Customer Analytics, Value Marketing, Sales) to develop and implement successful business growth strategies
3
Responsibilities For National Account Director, East, Payer Resume
- Build trust and collaborate with customers by developing and maintaining mutually-beneficial relationships with all assigned customers within a designated geography
- Be responsible for sharing insights learned from customers that inform strategies and pricing considerations for Biosimilar portfolio
- Negotiate, implement, maintain, ensure compliance, and optimize all Pfizer payer agreements
- Achieves assigned sales quota within specified accounts, and meets assigned expectations for profitability
- Works closely with Client Success and other teams to meet account performance objectives and client expectations
- Maintain up to date and accurate CRM activity within Salesforce.com
- Willing to travel up to 30% of the time to support industry conferences and trade shows, develop new business opportunities and maintain existing relationships.
4
Responsibilities For Associate, National Account Director Resume
- Experience in B2B Sales and Strategic Account Management
- MS Office, Salesforce, PC Literate
- Strategic mindset, adaptable, energetic, self-motivated, accountable, and results driven.
- Responsible for sales, profit, expense, advertising, marketing and merchandising functions for assigned national account buying offices and retail outlets nationwide, as well as other accounts as appropriate
- Develops a strategic sales and profit plan to build key-decision-maker relationships within the accounts, and orchestrates internal resources to ensure maximum results from marketing programs and account specific training materials used in the training for sales associates
- Initiates and implements approved pricing policies for all marketing programs to maximize profit objectives
- Develops core annual marketing and advertising programs with each account
5
Responsibilities For Senior National Account Director Resume
- Develops short and long range business plans for each customer
- Interfaces with multiple business functions
- Analyzes performance and implements strategy to achieve goals/reinforce brand position
- Ensures RSA's are trained to deliver presentations
- Coaches and mentors FSC's to ensure high quality representation of the brands
6
Responsibilities For National Account Director Mass-johnson & Johnson Resume
- Owns medium to large national accounts
- Interfaces with various internal company business departments
- Ensures communication of all customer-specific programs, corporate guidelines, corporate policies
- Keeps Company executives updated on the strategic plans of customers
- Ales or sales management
- Strong ‘phone’ presentation skills and ability to clearly articulate First American Mortgage Solutions in a professional manner via presentations to existing / potential clients
- Deep knowledge of the managed care industry and healthcare trends
- Apply Compliance Policies and Procedures (CPP) in unstructured and fluid situations
7
Responsibilities For Associate National Account Director Resume
- Sales/Revenue Responsibility - 100%
- Knowledge of the industry, the customers, the product, and the competition is beneficial
- Proficient in Microsoft applications and Salesforce.com
- Extensive and ongoing industry information gathering through various resources such as the internet, trade publications, competitive media, and industry functions
- Deep knowledge of the healthcare supply chain industry and industry trends
- Travel to potential and current BPS clients across the United States
- Flexibility in schedule to accommodate sales and operational needs
- Able to speak clearly so listeners understand and identify and understand the speech of another person
- Consistently follows and supports company policies
8
Responsibilities For National Account Director Resume
- Proficiency with software applications and customer relationship management tools
- An in-depth knowledge of AZ contract offerings and their applications
- An in-depth knowledge of the marketplace and applies that understanding to targeted DO account segment/channel marketing, strategy development and implementation to accomplish business objectives
- Proficiency with lap top computer; word-processing, Microsoft Excel and Power Point
- The ability to influence key decision makers in targeted DO account segment/channel
- Recognized as a resource to cross functional partners responsible for targeted DO account segments/channels
- Think conceptually, analytically, independently and strategically
9
Responsibilities For National Account Director, Employer Resume
- Develop government programs and specifications
- Identify (and quantify) top target accounts
- Develop and execute partnership agreements
- Set and achieve sales goals for each account
- Industry level experience, with 4-6 as a National Accounts, Account Executive. Experience supporting large, complex Hospital and Healthcare customers required. Licensure as required by state
- Proficient in Microsoft applications and Salesforce
- Extensive and ongoing industry information gathering through various resources such as trade publications, competitive media, and industry functions, the Internet
- Distributor experience in broker management
- Industry or customer service experience
10
Responsibilities For Channel National Account Director Resume
- Responsible for providing appropriate levels of client retention and growth by ensuring that existing clients are receiving adequate and appropriate levels of support from their team via On-site and Remote Consulting Events
- Travel with their team members on a frequent bases to ensure that their team of Field Account Managers have the necessary skills and training to be highly effective account management to our dealership customers
- Work experience (with Best Buy and Target) in a fast paced and highly competitive sales environment in a managerial capacity
- Support and assist their Account Managers by personally taking over the client management of any client dealership that is deemed “At-Risk”
- Drive the continued success of the company by representing themselves and their team in a highly professional manner while ensuring the revenue to the company derived from the clients within their region continues to grow
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