Integrated Delivery Network Director (REMOTE)

Location: Remote, PA

Cardiac Management Solutions

The Cardiac Management Solutions division of ZOLL Medical Corporation develops products to protect and manage cardiac patients, including the LifeVest® wearable cardioverter defibrillator (WCD), the ZOLL cardiac monitor, and associated technologies. Heart disease is the leading cause of death for both men and women in the U.S. At ZOLL, your work will help to ensure cardiac patients get the life-saving therapy they need. To date, the LifeVest WCD has been worn by hundreds of thousands of patients and saved thousands of lives. ZOLL has been Pittsburgh’s Manufacturer of the Year, one of Western PA’s Healthiest Employers, and even one of Pittsburgh’s Coolest Offices. But it’s our unique opportunity to impact people’s lives that makes ZOLL the ideal place to build your career.

Job purpose

The Integrated Delivery Network (IDN) Director has responsibility for implementing outlined strategies in key IDNs, driving ZOLL revenue and value-based healthcare partnerships.  The primary work will be to position ZOLL and evolve the value position with targeted entities.  The IDN Director will work in collaboration with field sales directors and managers for positioning of contracting, medical policy and access discussions at the targeted IDN.   

Duties and responsibilities

  • Perform identified ZOLL strategies for LifeVest Value Based Healthcare Solutions to increase revenue in existing and prospect IDNs.
  • In collaboration with National Account team, the Integrated Delivery Network Director drives ZOLL products and solutions at select strategic accounts by establishing contracts, developing medical policy, optimizing outcomes, increasing patient access and improving efficiencies in alignment with account priorities.
  • Identify process for reimbursement operations to implement and track performance against the IDN contract.
  • In target accounts, identify account needs, recommend to ZOLL appropriate plans and proposed solutions to address cardiac service line issues.
  • Develop a trusted advisor relationship and build strong brand awareness with key business executives and stakeholders: C-suite level administrators, marketing/public relations managers, physicians and cardiac service line managers.
  • Communicate clearly the progress of weekly/monthly/quarterly initiatives to internal and external stakeholders.
  • Must be comfortable with ambiguity and have an adaptive mindset. This role will require the implementation of new services within an IDN.
  • Achieve fiscal year targets for revenue and patients served through implementing projects to culminate in value-based agreements executed.
  • Move strategic customers from a current state to a trusted strategic partnership.
  • Proactively share best practices with field sales and managed markets personnel.
  • Implement cost benefit analysis to illustrate and measure value to the IDNs.
  • Collaborate with sales Ads to coach local sales teams on strategic account management and solution-based selling that delivers economic value.
  • Develop business plan that identifies relevant customer needs, prioritizes initiatives and company investments, and establishes a clear action plan for success.
  • Perform quarterly business reviews in collaboration with the local field teams and managed markets in targeted IDNs.
  • Ensure customer solution ideas and requests are communicated internally.  With director, implement pilots addressing current IDN challenges, patient challenges and chronic disease population health matters.
  • Perform other duties as assigned by management.

Qualifications

Qualifications include:

  • Bachelor's degree required, Master's degree preferred.
  • 5+ years related experience or equivalent combination of education and experience.
  • A documented track record of sales success within the medical device industry. 
  • 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. 
  • Highly developed organizational and planning skills. 
  • Knowledgeable in the value-based healthcare environment.
  • Excellent oral and written communication skills and the ability to present and articulate effectively to individuals on all levels.  
  • Experience as a national account manager or a contract manager within an insurance company, or proven sales leader with institutional accounts and value-based care experience.

Working conditions

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

 The noise level in the work environment is usually quiet.

Physical requirements

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.

Supervisory responsibility

None

AAP/EEO Statement

ZOLL is committed to fostering an inclusive workplace, where unique identities, backgrounds, cultures, perspectives and experiences are respected and valued.

 Equal Opportunity Employer – Disability and Veteran

ZOLL now mandates COVID vaccinations subject to legal exemptions.

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