Senior Director, Global Accounts

Analog Devices, Inc. (NASDAQ: ADI) is a global semiconductor leader that bridges the physical and digital worlds to enable breakthroughs at the Intelligent Edge. ADI combines analog, digital, and software technologies into solutions that help drive advancements in digitized factories, mobility, and digital healthcare, combat climate change, and reliably connect humans and the world. With revenue of more than $12 billion in FY23 and approximately 26,000 people globally working alongside 125,000 global customers, ADI ensures today’s innovators stay Ahead of What’s Possible. Learn more at www.analog.com and on LinkedIn.

Analog Devices, Inc (ADI) is a global technology leader providing a portfolio of innovative solutions across multiple industries. Increasingly, ADI is looking to leverage its expertise in developing game-changing solutions in healthcare with a specific focus on its emerging position as a leader in Digital Heath. As a key part of this effort, ADI has invested significant resources and effort in developing a portfolio of disruptive solutions under the Medical Products Business Unit that will address the fundamental issues of a US healthcare system that is increasingly burdened by a growing population of patients with chronic disease and other related conditions.
The Medical Products Business Unit is working with the ADI Sales Organization to identify and hire
sales professionals for Sensinel, ADI’s Heart Failure Management Solution. This role will report directly to the National Sales Director for Medical Products and be a critical member of the ADI Sales Organization.
Position Summary
Sales position that carries a sales quota and performance-based compensation. The Senior Account Director is responsible for driving health systems, Accountable Care Organizations (ACOs), and health plans to adopt and then expand their use of Sensinel. Upon implementation of Sensinel, the Senior Account Executive is responsible for driving high client satisfaction.
Responsibilities
• Exceed sales revenue and other business objectives
• Develop and implement market development strategies while creating and pursuing leads to establish customer base
• Develop and execute pipeline, plans and sales activities establishing the use of Sensinel, initially for heart failure, across health systems, ACOs, and health plans throughout territory
• Cultivate excellent rapport, collaborate with, and conduct executive presentations amongst customers’ clinical, financial, population health, and other strategic leaders
• Leverage marketing materials, clinical evidence, and customer testimonials to identify and execute Sensinel expansion across customers’ heart failure and other chronic populations
• Confirm high-level of customer satisfaction through expansion of Sensinel, Business Reviews and contract renewals
• Leverage Microsoft Dynamics to prepare sales forecast, manage pipeline of sales opportunities and activities, and report on progress
• Collaborate with Medical Products’ customer-facing team members throughout Sensinel pilots, implementation, and expansion
• Serve as an advisory resource for Medical Products’ marketing, product development, legal, regulatory, and other team members
• Support the evaluation, hiring, and development of Senior Account candidates through fields rides and interviews
Qualifications and Skills Needed:
• 4-year degree or equivalent experience
• 8-10 years sales experience with disruptive / breakthrough solutions in Medical Device
• Track record of consistently exceeding sales revenue and other business objectives; recognized, consistently, as a national awards winner (preferred)
• Have effectively communicated with cardiologists, relate to their clinical and workflow issues / gaps, present solutions in a collaborative fashion
• Medical device experience; targeting, engaging and building support with customers’ clinical, economic, and strategic decision makers
• Value-Based Care / population health experience, highly preferred
• Establishing value for disruptive / breakthrough products and services
• Evidence of building a strong base of reference accounts
• Able to obtain vendor clearance through providers, ie RepTrax, Vendormate, etc
• High working knowledge of PC-based applications (Excel, PowerPoint, Salesforce.com / MS Dynamics)
• Extensive travel (80%) throughout territory is required
• Accessing hospitals, clinics, and medical office buildings

For positions requiring access to technical data, Analog Devices, Inc. may have to obtain export  licensing approval from the U.S. Department of Commerce - Bureau of Industry and Security and/or the U.S. Department of State - Directorate of Defense Trade Controls.  As such, applicants for this position – except US Citizens, US Permanent Residents, and protected individuals as defined by 8 U.S.C. 1324b(a)(3) – may have to go through an export licensing review process.

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