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Director, North America Alternate Site Business Development and Distribution

Company: Avanos
Location: Alpharetta
Posted on: April 17, 2019

Job Description:

Requisition ID: 502

Job Title: Director NA ALt Site Business Development and Distribution

Job Country: North America

Here at Avanos Medical, we passionately believe in three things:

  • Making a difference in our products, services and offers, never ceasing to fight for ground-breaking solutions in everything we do;
  • Making a difference in how we work and collaborate, constantly nurturing our nimble, fast-moving innovation culture;
  • Having an impact on the healthcare challenges we all face, and the lives of people and communities around the world.

    At Avanos you will find an environment that thrives to be independent and different, one that supports and inspires you to excel and to help change what medical devices can deliver, now and tomorrow.

    Avanos is a medical device company focused on delivering clinically superior breakthrough solutions that will help patients get back to the things that matter. We are committed to creating the next generation of innovative healthcare solutions which will address our most important healthcare needs, such as reducing the use of opioids while helping patients move from surgery to recovery. Headquartered in Alpharetta, Georgia, we develop, manufacture and market recognized brands in more than 90 countries. Avanos Medical is traded on the New York Stock Exchange under the ticker symbol AVNS. For more information, visit


    Leadership responsibility for US alternate site sales and distribution strategy across all Avanos businesses. Strategic driver of sales with accountably for the development and execution of the go to market plan to achieve market segment expansion and above market growth in areas of care outside the hospital. Responsibilities include contractional and operational oversight and relationship management of alternate site channel partners, acute care, non-acute care, and specialty distributor partners.

    Design, build, develop, and lead a centralized, high performance team responsible for expanding Avanos's footprint and share in alternate site care settings.

    Lead strategy and integrate the activities of Avanos Business Units within alternate site market segment to fully leaverage Avanos portfolio of products, services and integrated solutions.

    Establish and maintain executive level relationships with alternate site channel partners. Develop distinct business partner strategies to support sales and market share growth. Oversee operational and sales activities related to account management of channel partners with the objective of improving customer satisfaction while driving revenue and profit.

    Collaboration with internal and external commercial operations for the development and implementation of value enhancing strategies and customer facing solutions in the alternate site care setting.


    • Develop, initiate, and execute "go to market" strategic business plan for alternate site.
    • Partner with internal stakeholders in commercial operations for flawless execution of alternate site go to market strategy.
    • Develop deep relationships with senior healthcare executives of channel partners in alternate site.
    • Direct liaison between Avanos Business Units and strategic executives of channel partners.
    • Ensure comprehensive understanding of key organizational business issues impacting or impacted by this customer segment.
    • Maintain expertise in healthcare trends, legislation and subject matter that impact our customers.
    • Proactively identify high risk, high profile accounts and competitive landscape, develop an action plan.
    • Prepare and lead quarterly business reviews addressing performance, strategy, and key initiatives with channel partners.
    • Responsible and accountable for goal attainment within alternate site and distribution customer segment i.e. (sales, profit, expenses)
    • Oversight of contractual negotiations and execution with channel partners
    • Facilitate cross-functional teams ensuring collaboration amongst multiple Avanos internal functional support departments including marketing, legal, commercial operations, finance to develop business strategies and assure ongoing communication
    • Create and publish scorecard/dashboard to track progress against goals
    • Minimum of 50% travel is required

      Desired/Preferred Qualifications

      • Management experience leading high performing teams
      • Deep understanding of alternate site channel
      • Demonstrated knowledge/capabilities in the areas of business analytics, market trending, commercial operations, marketing, and sales.
      • Ability to think strategically and lead in a complex matrix environment
      • Consultative and results oriented approach.
      • Excellent planning, organizing and leadership skills
      • Effective project management skills
      • Exceptional verbal, written and presentation skills.
      • Strong customer orientation
      • Skilled negotiator
      • Demonstrated ability to facilitate change.
      • Broad based leadership and business management skills gained in a variety of assignments, industries, and environments.
      • Evidence of continued personal and professional growth and development
      • Experienced leader in defining and developing business or markets
      • Innate ability to form customer relationships and contacts
      • Confirmed ability to operate in a matrixed environment and work effectively with sales, sales management, marketing, and customers, proven 360 degree influencing skills
      • Ability to rapidly acclimate to change, embrace and identify new opportunities
      • Strong ability to work cross-functionally and foster a team environment


        Master's degree preferred, minimum bachelor's degree from four-year College or University program with a focus in business, health care, marketing, or finance; minimum ten (10+) years related management experience or equivalent combination of education and experience.


        • Team Leadership and Management
        • Business and Financial Acumen
        • Relationship Management Skills
        • Strategic Vision and Planning Capabilities
        • Adaptability/Flexibility
        • Problem Assessment and Resolution
        • Conflict Management
        • Decision Making/Decisiveness
        • Strong Presentation and Communication Skills
        • High Integrity
        • Organizational Awareness
        • Persuasiveness/Sales Ability/Results Focused
        • Planning, Organizing and Project Management

        • Building Effective Teams /Peer Relationships
        • Industry/Market Knowledge

          Avanos Medical is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status, sexual orientation, gender identity or any other characteristic protected by law. If you are a current employee of Avanos, please apply here .

          Join us at Avanos

          Join us and you can make a difference in our products, solutions and our culture. Most of all, you can make a difference in the lives, people, and communities around the world.

          Make your career count

          Our commitment to improving the health and wellbeing of others begins with our employees - through a comprehensive and competitive range of benefits. We provide more than just a salary - our Total Rewards package encompasses everything you receive as an employee; your pay, health care benefits, retirement plans and work/life benefits.

          401(k) + 6% match - immediate vesting - benefits on day 1 - uncapped sales commissions

Keywords: Avanos, Alpharetta , Director, North America Alternate Site Business Development and Distribution, Professions , Alpharetta, Georgia

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