Executive Director- Comprehensive Client Relations

At New York Blood Center Enterprises (NYBCe), one of the most comprehensive blood centers in the world, our focus is on cultivating excellence by merging cutting-edge innovation with diligent customer service, groundbreaking research, and comprehensive program and service development. Join us as we work towards meeting and exceeding the growing needs of our diverse communities, further our lifesaving strategic goals in a rapidly changing environment, and expand our impact on the local, national, and global communities we serve.Reporting to the B&LO Vice President of Strategy and Business Operations, the Executive Director, Comprehensive Client Relations (ED-CCR) will act as the leading executive responsible for driving the commercial strategy and execution of B&LO products and services. The ED-CCR is responsible for the end-to-end design and management of the interface with commercial customers, with the goal of maximizing sales by providing unparalleled customer service, expanding the offerings of products and services, and acquiring new accounts. The ED-CCR will develop, plan, and execute the overall customer sales strategy for B&LO. The mandate of the ED-CCR includes prospecting, market development, value proposition formulation, pricing/volume/product mix optimization, RFI/RFQ/RFP preparation, negotiations, contracting, customer service, and service recovery. The ED-CCR is responsible for leading, motivating, coaching, developing, and retaining a diverse team of individuals who are technically knowledgeable sales professionals, relationship builders, and outstanding account managers.Client Engagement and Customer ServiceBuild and maintain strong relationships with senior leaders of current and potential customer organizations to ensure ongoing engagement and satisfaction.Interface with customers as the face of the organization, providing relationship management support related to sales and service matters.Prepare presentations for existing and prospective customers, industry conferences, partner events, etc., to communicate NYBCe mission, core values, technical capabilities, the NYBCe value proposition, and delivered outcomes.Coach team members and stakeholders to achieve mutual agreement while navigating challenging positions.Implement effective training and coaching programs to enhance sales team performance and customer engagement.Evaluate Strategic Growth Opportunities and ExecuteOriginate, lead, and negotiate strategic opportunities with new and existing customers to create and sustain a diverse book of business that meets annual revenue goals.Develop and execute strategic plans to grow and expand the customer network through targeted customer segmentation.Identify and cultivate opportunities by establishing a network of materials management professionals through consultative selling practices, and by hosting marketing events.Provide strategic leadership, direction, and management of the regional CCR team to meet and exceed annual sales objectives.Partner closely with the operations team to ensure balanced supply and demand management.Knowledge and Expertise in SalesDevelop a deep understanding of our solutions and value proposition to introduce and create top-of-the-funnel opportunities and support progression and maturation of deals.Lead the recruiting, hiring, training, and professional development of highly motivated CCR team members to build a high performing organization.Drive and manage sales productivity to achieve revenue and margin targets.Champion the adoption and effective use of sales information systems and tools to make data-driven decisions.Oversee the entire sales cycle, including prospecting, proposals, contracting, and renewals to ensure a seamless customer experience.Utilize OKRs, KPIs, and data analytics to monitor performance and drive continuous improvement at all phases of the sales cycle.Pricing and Contract ManagementDevelop and implement pricing strategies and optimized product mix tailored to each customer or prospect.Lead and negotiate contracts with new and existing customers to secure favorable terms and maintain a diverse and profitable business register that meets annual revenue goals.Education:BS/MS in marketing, sales, business, economics, STEM, or applied social sciences.MBA would be an advantage.Experience:Twelve or more years of sales experience, including five to seven years of commercial leadership experience or corporate account management experience in BioPharma, medical devices, and/or related healthcare field. Hospital sales experience is required.Experience with designing, implementing, and optimizing sales force models and organizational structures.Experience working as a consultative partner to senior internal stakeholders with demonstrated ability to translate plan into action.Travel: Ability to travel 25% with occasional overnight stays.Knowledge:Financial acumen, working knowledge of marketing concepts. Prior P&L management experience is a plus.Broad understanding of supply chain theory, lean six-sigma, and inventory management.Working knowledge of GMP regulations and FDA approval processes.Strong command over MS Excel, MS PowerPoint, MS Project; experience with Salesforce or other sales CRM strongly preferred; familiarity with Tableau, Spotfire, and other analytical software packages a plus.Skills & Abilities:Uncompromising ethics and high standards of personal integrity.High energy, enthusiasm, and passion for sales from prospecting deals to closing.Strong business acumen.Proven track record of bringing in new business and negotiating contracts.Proven ability to master highly technical product offerings.Skilled in building relationships with customers’ CXOs and business decision-makers.Proven track record of partnering with clients to understand their organizational needs and recommend solutions that add value to their business.Gravitas - candidate must be able to engage naturally with executives and be a person that others seek out.Composure in the face of ambiguity; bias for action.Organized and possessing strong prioritization and negotiation skills.Demonstrated strength in problem-solving and developing streamlined solutions to complex issues with the ability to effectively prioritize multiple and competing tasks, execute and follow-up in a timely manner, anticipate challenges and roadblocks and work independently.Strong analytical capabilities and ability to synthesize complex information into simplified, user-friendly, persuasive formats and presentations.Ability to adapt to rapidly changing business requirements and operate at both the strategic and tactical level.High emotional intelligence, with demonstrated ability to use empathy to engage stakeholders effectively, facilitate discussions, and successfully negotiate through challenging situations and difficult conversations such as implementing organizational changes.Confidence to provide dissenting views, when appropriate.Excellent written, verbal, and interpersonal skills for executive level communication and collaboration.Team player, focusing on shared goals, being flexible, and applying skills; respect and listen to others’ views and value others’ contribution(s)For applicants who will perform this position in New York City or Westchester County, the proposed annual salary is $195,000.00p/yr. to $205,000.00p/yr. For applicants who will perform this position outside of New York City or Westchester County, salary will reflect local market rates and be commensurate with the applicant’s skills, job-related knowledge, and experience.Unless otherwise specified, all posted opportunities are located in the New York or Greater Tri-State office locations.

Created: 2024-10-19