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Corporate GPO/IDN Account Director

Date: Jan 5, 2021

Location: Phoenix, AZ, US, 85001

Company: Agfa-Gevaert NV

Agfa Radiology Solutions is seeking a Corporate GPO/IDN Account Director to join its team.


The Corporate GPO/IDN Account Director maintains and expands relationships with strategically important Corporate GPO & IDN customers as assigned.  The position is responsible for achieving sales quota and assigned strategic account objectives for the entire range of Agfa Radiology Solutions products and services, while leading the customer account planning cycle and ensuring assigned customers’ needs and expectations are met by the company.


This position is field based that will be covering the North America


The individual will maintain and grow the breadth and depth of Agfa’s portfolio of Digital Radiography (DR) Solutions and other products within the defined accounts. 


Major Responsibilities:

  • Establishes productive, professional relationships with key personnel in assigned customer accounts.
  • Coordinates the involvement of company personnel, including support, service, and management resources, in order to meet account performance objectives and customers’ expectations.
  • Meets assigned targets for profitable sales volume and strategic objectives in assigned accounts.
  • Proactively leads a joint company-strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones for a one and three-year period.
  • Proactively assesses, clarifies, and validates customer needs on an ongoing basis.
  • Leads solution development efforts that best address customer needs, while coordinating the involvement of all necessary company personnel.
  • Developing consultative sales relationships with key buying influencers within the account's organization including key management and executive management, CFO, CEO, etc.
  • Adhering to and promoting a strategic selling process whereby the individual’s contributions assist in defining and refining a consistent and repeatable formula for winning new business
  • Maintaining knowledge of the industry trends and competition and sharing that information internally with leadership and key stakeholders
  • Ensure customer satisfaction as well as customer credibility and confidence in Agfa by developing strategies and tactics in support of critical account management activities at assigned accounts to include broad communication, documentation, setting customer expectations, support team leadership, relationship management, and technology refresh,
  • Develop a Corporate GPO/IDN strategy to work closely with Sales Leadership and Account Executives to build a bottom-up, top-down execution plan to establish and/or increase Agfa’s product penetration within assigned accounts,
  • Increase the win rate verses competition by:
    • Preparing and executing strategic account plans and a business plan
    • Improving the accuracy of detailed forecasts and funnel reports
    • Improving effectiveness of high level selling at assigned account(s)
    • Expanding relationships to include CFO, COO, Purchasing and other key account influencers 
    • Providing customer and market intelligence to the Agfa marketing and product development teams to develop and strengthen the product portfolio
    • Taking responsibility for personal development in selling skills and technical proficiency of clinical application and multiplying these throughout Agfa’s business
  • Effectively coordinate third party partners to enhance and strengthen the Agfa presence
  • Coordinate and host any Corporate level on-site demonstrations with support from other Agfa sales & support personnel, as needed
  • Set clear customer expectations and manage clear communications both internally and with the customer to ensure seamless implementation
  • Manage expenses to budget and operate at a standard of excellence in regards to teamwork, safety, ethics, diversity, Agfa’s Quality System, business processes and the Agfa Code of Conduct
  • Willingness to travel up to 75% of time and to customer sites, sales meetings and tradeshows or as required by business conditions
  • Willingness to submit to and pass a drug test and educational, employment and criminal background checks



  • Bachelor’s degree required



  • A minimum of ten (10) years of experience working in a complex selling environment, where multiple people and/or committees are involved in the purchasing decision, with a minimum of five (5) years selling and managing Corporate GPO/IDN and strategic level customer accounts
  • Experience with the planning, developing businesses cases and administration of complex medical solutions
  • Excellent interpersonal and communication skills to interface with diverse stakeholders, including selling top management on DR technology and capital projects and working with all other hospital clinical functions in the decision making process
  • Entrepreneurial attitude and proactive business style.
  • Proficiency in Strategic Selling concepts and/or comparable sales process and tools
  • Competitive imaging product experience/knowledge 
  • Self-starter and independent thinker, with the aptitude to work autonomously
  • Exceptional written and verbal communication skills with customers at all levels
  • Evidence of robust teamwork and collaboration
  • Solid process orientation and the ability to perform multiple tasks simultaneously

We offer a rewarding career in a field that impacts lives, the opportunity to work with a talented and  committed team of individuals, training and career development programs, and a competitive compensation and benefits package. If you want to be part of this experience, we'll take you there!


Agfa HealthCare Corporation is an Equal Opportunity Employer of Minorities/Women/Individuals with Disabilities/Protected Veterans.


If you are an individual with a disability and would like to request a reasonable accommodation as part of the employment application process, please contact agfahealthcarehrna@agfa.com

Nearest Major Market: Phoenix

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