Job Description
The National Accounts Director will assume full responsibility for building partnerships with ZOLL's strategic payor partners, including contract negotiations, planning and leadership, education of insurers and government agencies about ZOLL and the LifeVest, and establishing strong communications with ZOLL sales and reimbursement operations leadership. The Director will be responsible for successfully increasing ZOLL revenue by contracting with commercial insurance providers and state Medicaid programs and to advance LifeVest medical policy coverage.
Minimum Requirements
- Bachelor's Degree required or
- Master's Degree preferred
- 7-10 years related experience or equivalent combination of education and experience required
- Experience as a national account manager or a contract manager within an insurance company required
Knowledge, Skills and Abilities
- A documented track record of sales success within the medical device industry.
- Strong insurance industry background within multiple facets of the payer market.
- Fluency in insurance and medical terminology.
- Demonstrated leadership and change management skills.
- Track record of delivering results within a large organization through a collaborative style.
- Demonstrated ability to develop and execute strategic sales plans for insurance providers.
- Highly developed organizational and planning skills.
- Knowledgeable in the reimbursement and appeals processes, and regarding medical policy.
- Excellent oral and written communication skills and the ability to present and articulate effectively to individuals on all levels.
Physical Demands
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
While performing the duties of this Job, the employee is regularly required to sit and talk or hear. The employee is occasionally required to stand; walk and reach with hands and arms. The employee must occasionally lift and/or move up to 25 pounds.
Job Requirements
- Develop strategies and priorities for contracting with insurance companies.
- Leverage internal ZOLL resources, external physicians and clinical advocates in pursuit of LifeVest payer acceptance.
- Serve as a "provider relations" contact to national and regional accounts within the insurance industry.
- Overcome existing insurance company reimbursement barriers.
- Establish, visit and maintain an active networking of national account providers.
- Target insurance industry decision-makers to promote ZOLL philosophies and concepts utilizing clinical studies and scientific literature.
- Educate payers on the use of ZOLL products and services.
- Provide LifeVest in-services to third party payers and influential organizations.
- Assist in the development of company programs to achieve contracting and medical policy advancement objectives.
- Coordinate the communication and follow up activities associated with maximizing the benefits of the LifeVest to national contracted accounts.
- Serve as the internal expert regarding insurance reimbursement contracting and build strong internal partnerships in order to design and execute plans for insurance reimbursement.
- Serve as a bridge to the sales organization, building strong internal partnerships in order to design and execute plans for insurance reimbursement.
Compensation Information
Base: $150k-$200k
Variable: $50k
Total Comp: $200-$250k
Additional Benefits
- Expenses: Full for business and travel expenses.
- Health benefits: Medical/Dental/Vision.
- 401K: Yes, 50% match up to 7%.
- Equity package: TBD.
- Vacation: 26 days of PTO.
Location
- Territory Parameters: CA/CO/NV (could be Montana or ID but need to be near a major airport).
- Acceptable Candidate Location: must live close to an airport.