National Accounts Manager

Date:  Sep 12, 2022
Category:  Sales and Marketing

New York or Washington, D.C., NY, US


This job is remote but you need to live in the New York or Washington, D.C. area.

The National Accounts Manager is responsible for selling and marketing selected Mizuho OSI products to targeted Integrated Delivery Networks (IDN) and multi-hospital systems as well as managing the contractual relationships with specified Group Purchasing Organizations (GPO). Under the direction of the Director, Enterprise Business, the position is responsible for utilizing innovative contracting strategies and tactics for the development of new business in targeted accounts, for protecting current base business and for increasing market share to IDNs across all business lines. The National Accounts Manager advises sales management on department-related issues, including those with company-wide or external impact.

  • Ability to drive high-level, C-Suite engagements, fostering relationships with organizational leadership.
  • Experienced business acumen with the ability to think outside the box for mutually beneficial agreements.
  • Ability to lead and manage field sales activities without direct report responsibility.
  • High energy and positive attitude along with a focused competitive drive for success.

Here is what you will do day-to-day

  • Develop strong relationships with key executives, clinical staff and entire supply chain within targeted IDNs and multi-hospital systems.
  • Execute the Enterprise Business Strategy focusing on long and short-term goals that increase sales and build Mizuho OSI brand equity and loyalty.
  • Negotiate contract terms for sales to IDNs and multi-hospital systems including pricing, warranty and special conditions.
  • Develop new business in targeted IDNs by developing and employing innovative contracting strategies and tactics focused on creating a competitive advantage. These strategies and tactics should also identify opportunities to increase market share within those identified IDNs across all business lines.
  • Interact with Region Sales Managers to target IDN enterprise business sales opportunities within their respective region and/or assigned accounts.
  • Submit to Director, Enterprise Business a monthly dashboard on activities and achievements of goals and objectives. A quarterly dashboard is also required outlining the spend history, the sales funnel and projected quarterly business for targeted IDNs and GPOs.
  • Work with Regional Sales Managers to develop forecasts for opportunities with a contracted or projected IDN partner.
  • Coach the Account Managers to understand the different IDN strategies from internal and external viewpoints. Share knowledge to continually train Account Managers in regards to any group buys and/or target buys and promotions for the respective assigned GPOs and IDNs.
  • Work in collaboration with the Enterprise Business’ Contract Administrator and Contracts Coordinator to achieve goals and deadlines.
  • Represent Mizuho OSI products and tradeshows and events when requested to do so.
  • Maintain and monitor expenses in accordance with Mizuho OSI policy.
  • Travel throughout the United States as necessary to facilitate the business needs, quarterly reviews, national meetings and trade shows.
  • Become an independent employee able to analyze problems and formulate plans to overcome challenges and to get work done quickly with a high degree of quality. To make sound and logical decisions and choose the appropriate courses of action based on the parameters of the situation at hand and to use continual improvement problem solving skills.
  • Assist in creating on ongoing effort to improve the Company and Enterprise Business Department through personal action and engagement; contributing ideas to support both the Department and Company’s ongoing improvement efforts.
  • Understand Mizuho OSI’s business objectives and the relationship between the Department and those objectives; to support and follow the Corporate Vision, Mission Values and Statements, to maintain the services and quality levels set by Mizuho OSI, and to continually enable Mizuho OSI to be a great place to work.
  • Understand, follow and support Mizuho OSI’s internal Quality System policies, procedures and work instructions including but not limited to applicable external regulations (21 Code of Federal Regulations Part 820 Quality System Regulations and applicable International Standards).


MINIMUM QUALIFICATIONS – The qualifications below are the knowledge, skills and abilities required to do this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

  • What you will need to be successful in this role:
  • Experience and education – Bachelor’s degree in Business, Marketing or related field; five years of progressively responsible sales experience, including two years of IDN/GPO level experience.
  • Strong understanding of the medical device business, specifically capital equipment, to include sales channels, purchasing cycles, Corporate Client purchasing process, competitive and market conditions.
  • Knowledge of contractual negotiations and the contract development process.
  • Ability to initiate, develop and maintain positive and productive relationships with potential customers.
  • Demonstrated ability to gain access to hospital and corporate key executives.
  • Demonstrated C-level negotiation skills.
  • Ability to work independently in the field and travel extensively, about 50-75%, throughout the United States. Cover the business travel expenses and submit reimbursements in accordance with company travel policy.
  • Ability to clearly express oneself verbally, and in writing, in the English language (additional languages also preferred) using good grammar, vocabulary, eye contact and friendly voice inflection with all employees.
  • Ability to communicate effectively with employees and other business contacts in a courteous and professional manner. Persuasive and expositive skills are also required.
  • Excellent business presentation and listening skills. Ability to create and present to different audiences, including executives. Strong facilitation, project management and organizational skills. Ability to use Microsoft products such as Outlook, Word, Excel, and PowerPoint proficiently.
  • Excellent customer focus with a high sense of urgency and excellent interpersonal and communication skills
  • Ability to perform basic arithmetic functions, create and reconcile reports, demonstrate strong analytical skills and attention to detail.
  • Working knowledge of or similar CRM is preferred.
  • Ability to function calmly in a fast-paced environment managing multiple priorities simultaneously. To be able to positively manage situations of a dynamic nature; to be able to modify plans, actions and decisions in light of changing situations and circumstances while still meeting or proposing modified deadlines.
  • To respond sensitively to the needs and feelings of others regardless of position; to accept interpersonal differences, to maintain rapport and to interact effectively with all levels of employees within the organization.
  • To be able to demonstrate an understanding, and the regular use of a time management process, which systematically structures one’s own work to provide for effective task performance, territory management and to plan and prioritize items to meet future demands.
  • Ability to establish and accomplish goals independently and to function as a positive and productive team member.
  • Ability to function in an operating room environment and attend surgical procedures as necessary.
  • Knowledge of the Trust Triangle and Challenger Sales methodologies preferred.

What you need to be prepared for: The following physical and work environment requirements described here are representative of those that must be met by an employee to successfully perform essential functions of the 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 talk or hear. Routine and frequent travel requires driving and sitting in a car for long periods of time. Walking or standing within the hospital OR, or offices area is routinely required; bending, kneeling and stretching may be required for the operation of capital equipment and for attending surgeries.

The employee is occasionally required to climb or balance, stoop, kneel, crouch or crawl to set up or in-service a table. The employee must regularly life and/or move up to 50 pounds, frequently push or move up to 150 pounds to uncrate and relocate a table. Specific vision abilities required by this job include close and far vision, color vision.

Job duties are performed in office settings or hospital Operating Rooms, which require adherence to the hospital gowning and sterility protocols and using mechanical parts and tables. The noise level in the work environment is usually low to moderate.

Some job duties are performed in a home-office environment using standard office equipment such as a computer, photocopier and telephone. The noise level in the work environment should be low to moderate.

NOTE: This job description in no way states or implies that these are the only duties or functions to be performed by the incumbent. Employees will be required to follow any other job-related instructions and to perform any other job-related duties/functions requested by their supervisor.

Top Reasons To Join The Mizuho OSI Team

• Privately held company with a tradition of market leadership and best-in-class innovation
• Fast-paced entrepreneurial culture focused on dramatically improving patient outcomes through personal empowerment
• Emphasis on continuous improvement and celebration of our values of R.E.S.P.E.C.T. and the Mizuho OSI Way.
• Create innovative solutions designed and manufactured at our HQ in Northern California

The Mizuho OSI Way

In 1978, we set out to change the way patients undergo surgery. As a Mizuho OSI customer, you can expect our commitment to the following…
• We commit to your satisfaction. If you are dissatisfied, we will strive to make it right.
• We do things the right way. We commit to hire people with competence, generosity and a caring attitude.
• We motivate our employees to use their individual strengths to provide creative solutions, changes, and innovations.
• We anticipate your needs through customer experiences, thus nurturing our relationships.

Collectively, this creates an environment that enables and inspires healthcare professionals to improve the lives of patients.
Dare to go further. Care to do more.


Mizuho OSI is an Equal Opportunity Employer and makes business decisions based on job related criteria only. Company policy prohibits unlawful discrimination based on race, color, religious creed, gender, religion, marital status, registered domestic partner status, age, national origin or ancestry, physical or mental disability, medical condition including genetic characteristics, sexual orientation, sexual identity, or any other consideration made unlawful by federal, state or local laws.


At Mizuho OSI, we believe better solutions and decisions are born of diversity and are proudly an EEO/AA employer. We offer a comprehensive benefits package that includes: medical, dental, vision, life insurance, 401k with matching, educational assistance and more.


Mizuho OSI values the service Veterans and their family members have given to our country and we support the hiring of returning Service Members and military spouses. If you are a Veteran or wounded warrior and would like assistance with the employment process at Mizuho OSI, please contact HR at (510) 429-1500.


If you are a person with a disability or a disabled Veteran and are applying for a job with Mizuho OSI, we would like to ensure your application process goes as smoothly as possible. If you need additional assistance, information or answers to your questions, feel free to contact HR at (510) 429-1500.