AirLife

Supervisor

• Supervise a team of 5+ Dispute Analysts and Specialists
• Set individual and team goals for case throughput, resolution quality, and recovery rate
• Build capability across the team through structured training on dispute types
• Oversee end-to-end investigation of claims
• Negotiate resolutions with carriers and vendors
• Define and document standard operating procedures
• Serve as escalation point for contested or executive-visible claims
• Identify recurring dispute drivers and partner with various teams to eliminate root causes

Dispute Resolution Supervisor

Implementation Specialist

• Support AirLife by analyzing cross reference data and customer spend against compliance.
• Collaborate with Sales and Marketing stakeholders on implementation planning, standardization opportunities, sales presentations, and business reviews.
• Lead implementation discussions with the customer, defining and articulating the best paths for the customer to achieve financial targets, and project managing the implementation process both internally and externally.
• Track customer compliance and identify areas of improvement and paths to hitting compliance goals.
• Collaborate with the AirLife clinical team to support in-servicing and education requirements for the customer.
• Perform in-person or virtual presentations to explain the implementation process to key customers.
• Responsible for reporting on a weekly basis on implementations, challenges, and new opportunities.

Implementation Manager

Outside Sales

• Cultivating long term customer relationships
• Creating sustainable, profitable growth by increasing penetration and profitability of new and existing accounts
• Emphasizing value-based selling as an essential part of the position
• Approaching each customer with a total account management perspective
• Collaborating with business partners and accurately articulating the value proposition for the customer
• Ensuring local contracts and Peoplesoft/internal part numbers are accurately loaded within the system
• Responsible for forecasting, monitoring, and posting sales activities for the respective territory
• Providing product introduction, education, and training to customers

Territory Sales Manager

• Cultivating long term customer relationships
• Creating sustainable, profitable growth
• Increasing penetration and profitability of new and existing accounts within the assigned geographic territory
• Emphasizing value-based selling
• Collaborating with business partners and accurately articulating the value proposition for the customer
• Being a positive contributor to the culture of AirLife

Sales

• Achieve annual sales quota and overall revenue growth.
• Management of the Acute Care channel.
• Acute Care channel assigned National and Regional Distributors.
• Coordinate select sales meeting presence, Tradeshows and Regional Meetings with Distribution Partners.
• Corporate training.
• Co-travel with select customer sales reps.
• Manage monthly pipeline and variance reports.
• Clinical training/education of Acute Care Team and customers as needed.
• Leadership role with sales process training and excellence in sales standards.
• Works with pricing team to improve profitability.
• Clinical support/liaison, includes providing input in portfolio development of new Acute Care products.
• Provide coaching and development with direct reports (pre-call planning, review collateral tools and reports).
• Utilize Salesforce to monitor pipeline reports, variance reports, account content accuracy, and growth targets.
• Ensure quarterly and monthly goals are met for Key Accounts.
• Executes pricing agreements for Distributors and Key Accounts.
• Ensures samples request process is disciplined for all accounts.
• Ensures pricing and profitability is upheld with direct reports.
• Provide competitive intelligence, monitor competitive positioning, identify trends, and articulate potential impact on specific areas of the business.
• Maintain oversight and accountability for average selling prices, overall profitability, and volume in the region.

Area Sales Director – Northeast

• Cultivating long term customer relationships and being a valuable contributor to the organization’s overall success and revenue expansion.
• Creating sustainable, profitable growth by increasing penetration and profitability of new and existing accounts within the assigned territory.
• Emphasizing value-based selling as an essential part of the position.
• Approaching each customer with a total account management perspective, leveraging resources appropriately, collaborating with business partners and accurately articulating the value proposition for the customer.
• Collaborating with Health Systems team to support initiatives with larger IDNs within the territory.
• Responsible for understanding the Value Analysis members and process within customer base to help link the sales process from VAT to corporate Supply Chain.
• Complete management and fluency of Salesforce CRM to include opportunity pipeline, forecasting, campaign management and sales reporting.

• Cultivating long term customer relationships
• Creating sustainable, profitable growth by increasing penetration and profitability of new and existing accounts within the assigned geographic territory.
• Emphasizing value-based selling as an essential part of the position
• Approaching each customer with a total account management perspective, leveraging appropriate resources, collaborating with business partners and articulating the value proposition for the customer.

• Cultivating long term customer relationships
• Creating sustainable, profitable growth by increasing penetration and profitability of new and existing accounts
• Approaching each customer with a total account management perspective
• Leveraging resources appropriately and collaborating with business partners
• Articulating the value proposition for key stakeholders in Anesthesia, Respiratory, Value Analysis and Supply Chain
• Responsible for forecasting, monitoring, and posting sales activities for the respective territory
• Providing product introduction, education, and training to customers where appropriate
• Focusing and supporting GPO Private Label products

• Cultivating long term customer relationships
• Creating sustainable, profitable growth
• Increasing penetration and profitability of new and existing accounts
• Approaching each customer with a total account management perspective
• Collaborating with business partners
• Accurately articulating the value proposition for the customer
• Providing product introduction, education, and training to customers where appropriate
• Responsible for understanding the Value Analysis members and process within customer base

• Cultivating long term customer relationships and being a valuable, individual contributor to the organization’s overall success and revenue expansion.
• Creating sustainable, profitable growth by increasing penetration and profitability of new and existing accounts within the assigned geographic territory.
• Emphasizing value-based selling as an essential part of the position because AirLife focuses on the sale of clinically differentiated products to members of GPO’s, large hospital systems/IDNs, and Surgery Centers.
• Approaching each customer with a total account management perspective, leveraging resources appropriately, collaborating with business partners and accurately articulating the value proposition for the customer.
• Ensuring local contracts and Peoplesoft/internal part numbers are accurately loaded within the system.
• Competency in planning, prioritizing, monitoring, and tracking all sales cycle events, while presenting the clinical benefits of our products to individuals and committees.
• Providing product introduction, education, and training to customers where appropriate.
• Staying up to date with all training including Corp SOPs, WI’s, product training and corporate credentialing.

• Aggressively create awareness, trial, and usage for AirLife products (respiratory and airway consumables), while assisting distributor partners in properly positioning and growing the product line.
• Expand existing business through direct call on current customer base and target accounts to include GPO, IDN, individual hospital and alternate care accounts.
• Target Purchasing and Sourcing Managers to move forward current GPO and IDN contract positions.
• Ensure local contracts and Peoplesoft/internal part numbers are accurately loaded within the system.
• Competency in planning, prioritizing, monitoring, and tracking all sales cycle events, while presenting the clinical benefits of our products to individuals and committees.
• Responsible for forecasting, monitoring, and posting sales activities for the respective territory.
• Onsite direct call and clinical selling with the appropriate call points within the hospital and surgery centers in the territory.
• Provide product introduction, education, and training to customers where appropriate.
• Work directly with local Distribution partners to ensure placement of appropriate contracts, appropriate monthly forecasts are communicated and supporting inventory is available.
• Focus and support of GPO Private Label products for Regard, S2S and NovaPlus.
• Value Based and clinical IDN focused sales for smaller IDNs within the territory.
• Collaborate with the Health Systems team to support initiatives with the larger IDNs within the territory.
• Responsible for understanding the Value Analysis members and process within customer base to help link the sales process from VAT to corporate Supply Chain.
• Complete management and fluency of Salesforce CRM to include opportunity pipeline, forecasting, campaign management and sales reporting.
• Stay up to date with all training including Corp SOPs, WI’s, product training and corporate credentialing.

Manager

• Work across multiple departments within AirLife
• Clinician product training, product evaluations/implementation
• Interaction with clinicians for product feedback
• Research, interpretation of studies, medical writing
• Interacting with customers regarding training & product usage
• Compile and conduct research on product requirements

Clinical Manager

• Aggressively create awareness, trial, and usage for AirLife products (respiratory and airway consumables), while assisting distributor partners in properly positioning and growing the product line
• Expand existing business through direct call on current customer base and target accounts to include GPO, IDN, individual hospital and alternate care accounts
• Target Purchasing and Sourcing Managers to move forward current GPO and IDN contract positions
• Ensure local contracts and Peoplesoft/internal part numbers are accurately loaded within the system
• Competency in planning, prioritizing, monitoring, and tracking all sales cycle events, while presenting the clinical benefits of our products to individuals and committees
• Responsible for forecasting, monitoring, and posting sales activities for the respective territory
• Onsite direct call and clinical selling with the appropriate call points within the hospital and surgery centers in the territory
• Provide product introduction, education, and training to customers where appropriate
• Work directly with local Distribution partners to ensure placement of appropriate contracts, appropriate monthly forecasts are communicated and supporting inventory is available
• Focus and support of GPO Private Label products for Regard, S2S and NovaPlus
• Value Based and clinical IDN focused sales for smaller IDNs within the territory
• Collaborate with the Health Systems team to support initiatives with the larger IDNs within the territory
• Responsible for understanding the Value Analysis members and process within customer base to help link the sales process from VAT to corporate Supply Chain
• Complete management and fluency of Salesforce CRM to include opportunity pipeline, forecasting, campaign management and sales reporting
• Stay up to date with all training including Corp SOPs, WI’s, product training and corporate credentialing

• Work across multiple departments to support successful use of AirLife products
• Responsibilities include clinician product training, product evaluations/implementation, interaction with clinicians for product feedback
• Compile and conduct research on product requirements and identify enhancements based on customer feedback
• Maintain detailed logs of customer training sessions and conversations
• Develop strategic evidence plan including budgeting and execution of trials, white papers, posters, and advertorials

Director

• Establish and maintain key relationships with all assigned corporate/national accounts.
• Collaborative team management of the account during and after the initial sale to ensure continued revenue growth while navigating a dynamic and rapidly changing environment.
• Analyze complex sales situations, develop strategic plans and implement solutions effectively.
• Manage successful implementation of contracts and agreements with assigned accounts that lead to growth in sales volumes and additional partnership opportunities.
• Achieve growth revenues of at least 10% over prior year.
• Strategic planning with sales and marketing in the management of price protection and parody for focus accounts, distribution partners and GPOs.
• Understand and create individualized and value-add solutions to meet the evolving needs of IDN/health systems and key stakeholder groups.
• Update monthly KPI reports and participate in corporate Quarterly Business Reviews as needed while maintaining organized files on information concerning any current or future targets.
• Assist with coaching, motivating, and enabling sales personnel to further develop abilities, work assigned sales territories, and coordinate efforts with assigned Sales Reps.
• Negotiate and navigate contract conversations at the C-Suite level.
• Manage product and account profitability for all responsible contracts.
• Cross-functional coordination with multi departments for all GPO/IDN RFI and RFPs.

Dispute Resolution Supervisor

Implementation Manager

Territory Sales Manager

Territory Sales Manager

Area Sales Director – Northeast

Territory Sales Manager

Territory Sales Manager

Territory Sales Manager

Territory Sales Manager

Territory Sales Manager

Territory Sales Manager

Clinical Manager

Territory Sales Manager

Clinical Manager

Senior Director, Commercial Strategy & Alignment