The Director Health System Alliances, Government will provide leadership in the identification, prioritization, evaluation, negotiation and relationship management of complex, strategic relationships with the company’s DOD, VA, IHS customers. This position requires experience in large capital sales with deep knowledge and relationships with diverse regional and national VISN hospital systems.

Essential Functions and Main Duties

• Generate new business and develop a solid strategy to create and maintain effective relationships with key executives within the DOD, VA, and IHS Networks that result in increased market share.
• Develop sales programs to produce growth and make sales presentations to DOD, VA and IHS 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 performance standards that have been set for DOD, VA, and IHS, handle key account relationship management, develop partner relationships with sales channels, prepare packet submission, and foster collaborative relationships with contracting offices within the DOD, VA, and IHS 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.
• Adhere to all company policies, procedures, and business ethics codes.
• Duties may be modified or assigned at any time based on business need.

Education / Certification / Experience Required

• Bachelor’s degree in marketing, engineering or business-related discipline; MBA preferred.
• 5+ years 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 Masimo, Welch Allyn, Spacelabs, Nihon Kohden, Lifewatch, Philips Respironics, Hospira, Maquet, MindRay, GE Healthcare, Siemens Healthcare, ResMed, Cerner, Corventis, Mortara, Draeger, or similar companies.
• Deep knowledge and experience working with complex IDN professionals at an executive level in a complex matrix selling environment.
• Current regional or national relationships with DOD, VA, IHS sites.
• Level and compensation depend on location, experience, education and skills.

Competencies Required

• Familiarity with the HIS, EMR, 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 $120,000 to $140,000 base salary range 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, and color vision. More specific details may be provided as needed or requested.

Travel: Approximately 30%

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

Nihon Kohden America is committed to maintaining a professional and respectful workplace free from discrimination, harassment, and retaliation and welcomes all qualified candidates to apply. Employment decisions are based on qualifications, experience, and business needs, without regard to legally protected characteristics. This policy applies to all employment actions, including recruitment, hiring, promotion, compensation, training, and other workplace practices.

Nihon Kohden America complies with all applicable federal, state, and local laws regarding equal employment opportunity. Employees and applicants will not be subject to harassment or retaliation for asserting their legal rights. Questions or concerns regarding this policy may be directed to Human Resources at HREmployeeServices@nihonkohden.com.