Director Health System Alliances (West) - Nihon Kohden

The Director Health System Alliances provides leadership in the identification, prioritization, evaluation, negotiation and relationship management of complex, strategic relationships with the company’s IDN/IDHN/IHS customers.

Essential Functions and Main Duties

• Generate new business and develop a solid strategy to create and maintain effective relationships with key executives within Integrated Delivery Networks, including “C” suite Administrators, and Physicians including, Neurologist that will result in increased market share across all of Nihon Kohden Neurology product portfolios.
• Develop sales strategies to produce growth and make sales presentations to IDN and/or their members. This includes RFP responses and contract negotiations.
• Work with the Sales and Marketing departments and Regional Vice Presidents (RVPs) to identify targets and create forecasting models.
• Monitor sales performance across all Nihon Kohden product portfolios that have been set for IDNs, handle key account relationship management, develop partner relationships with sales channels, perform product demonstrations and foster collaborative relationships with luminary hospital sites.
• Work with Finance, Customer Care, Operations, Marketing, Sales and other internal departments to understand their strategic priorities and creatively identify partnership opportunities to support those priorities.
• Establishing metrics to analyze and track performance of partner initiatives. Develop actions to adjust sales strategy as needed
• Become the corporate lead for the customer with dotted line management of all key responsibilities including but not limited to Sales, Project Management, Installation, Service, and Clinical.
• Adhere to all company policies, procedures, and business ethics codes.
• Duties may be modified or assigned at any time based on business need.

Qualifications

Education / Certification / Experience Required

• Bachelor’s degree in marketing, engineering or business-related discipline; MBA preferred.
• 5+ years of experience in healthcare in a commercial sales, national accounts or business development capacity with an OEM selling diagnostic capital equipment, preferably in the patient monitoring space with companies such as Natus, Cadwell, Nihon Kohden, Philips, GE Healthcare, Siemens Healthcare, Cerner, or similar companies.
• Deep knowledge and experience working with IDN, IDHN, HIS professionals at an executive level in a complex matrix selling environment.
• Current regional or national relationships with IDN’s. such as Tenet, Prime, UHS, Ascension Health, Partners, Sentara, NYU, MedStar, HHS, Geisinger Health (not a complete list).
• Level and compensation depend on location, experience, education and skills

Competencies Required

• Familiarity with the HIS, EMR, Neurology, and medical technology marketplace.
• Successful work history with particular focus on negotiation skills involving multi-modality deals, forecasting, ASP management, and revenue and market share enhancement.
• Must be able to communicate verbally and in writing, and to receive and understand verbal and written instructions in English
• Able to work effectively both independently and in a collaborative team environment.

Compensation

Your Total Target Compensation (TTC) is composed of a $140,000 base salary plus incentives for achieving defined business goals including commission, bonus, business objectives, or combination thereof.

Perks and Benefits

Visit our Career page to learn more about Perks & Benefits and working at Nihon Kohden America

Working Conditions

Schedule: The regular hours for this full-time position are 8:00 a.m. to 5:00 p.m., Monday–Friday, unless otherwise stated by the department manager. Holiday, weekend, and evening work hours may be required. Regular hours may vary due to the needs of the organization or department and are subject to change at any time at the Company’s discretion.

Physical: Generally, may require some reaching, bending, stooping, squatting, crawling, kneeling, pushing, pulling, lifting, carrying up to 20 pounds, finger dexterity, repetitive motions, standing, walking, sitting, hearing, visual acuity, color vision. More specific details may be provided as needed or requested.

Travel: Approximately 50%

Location: Must reside in assigned territory

Access to Customer Sites: It is an essential function of this position to perform duties in healthcare facilities, and to achieve the necessary vendor credentialing. As part of this process, it is typically required to provide proof of vaccinations (including for COVID-19), and related personal medical information, and to comply with other criteria as needed to be able to work at customer sites. Typical vendor credentialing expenses will be paid/reimbursed by the Company.

Nihon Kohden America’s official EEO policy statement follows. In keeping with this policy, Nihon Kohden America will continue to recruit, hire, train, and promote into all job levels the most qualified persons without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, marital status, genetic information, disability, or because he or she is a protected veteran. Similarly, Nihon Kohden America will continue to administer all other personnel matters (such as compensation, benefits, transfers, layoffs, company-sponsored training, education, tuition assistance, and social and recreational programs) in accordance with Company policy. Nihon Kohden America bases employment decisions on objective standards as much as possible in the furtherance of equal employment opportunity.

If you have a disability under the Americans with Disabilities Act or similar law, or you require a religious accommodation, and you wish to discuss potential accommodations related to applying for employment at Nihon Kohden, please contact Human Resources.