National Account Director

About Us

Founded in 1908, Merz is a successful, family-owned specialty healthcare company with a rich history. As a leading global aesthetics business, our award-winning portfolio of injectables, devices, and skincare products empowers healthcare professionals to enhance confidence through aesthetic medicine. Our purpose is to fuel confidence by helping people look better, feel better, and live better. We believe you do not have to choose between living life and making a living. Live your best life with Merz Aesthetics.

A Brief Overview

National Account Directors (NAD) will represent Merz Ax by influencing purchasing decisions of strategic partners nationally and regionally. They will establish and maintain strategic partnerships to grow Merz's Aesthetic products portfolio, collaborating with Senior Aesthetic Leadership and cross-functional teams to develop and execute growth strategies. The NAD will work closely with Vice President, National Accounts & Strategic Alliances and National Account Director to uncover and maximize portfolio expansion opportunities, driving revenue and profitability growth for Merz Ax.

What You Will Do

• Drive profitable revenue for House Accts & Online Skincare
  • Target and secure new customer partnerships and alliances. Work with NAD team to upsize existing customer relationships through contract negotiation. Once isolated and contracts are secured implement a strategic execution plan with NAD for each customer/account to ensure customer performs against contract obligations.
  • Tasked to accelerate Merz Portfolio adoption/expansion and diagnose potential growth opportunity across each brand and prescribe a strategy to access the entity’s total potential.* Work to develop relationships with C-Suite and key stakeholders to Develop these relationships and leverage to implement strategic growth plans within key accounts to mirror Merz Aesthetics KPI focus.
  • Tools such as peer to peer training events, Merz Aesthetics Xchange (MAX), in-services, marketing resources, conferences, to enhance education and hands-on product exposure will be utilized* Targeting includes: Medspa chains (franchise, corporate), Online Skincare vendors, large volume competitor strongholds, New Model Opportunities (such as door to door concierge providers), PE backed HCP groups are included but not limited in the scope of contract targets.
• Business Development in Emerging Markets (domestic US)
  • Responsible for ongoing business development in emerging market New Model Opportunities (NMO). Activities will include both discovery of new opportunities and development of known opportunities to maximize the overall potential for Merz Aesthetics.
  • Bring NMOs forward to the Vice President, Corporate Accounts & Strategic Alliances to discuss potential impact to the organization and discuss each opportunity as it relates to our strategic focus.
  • Work in concert with Vice President, Corporate Accounts & Strategic Alliances on applicable deployment initiatives and KPIs.
  • Work closely with Medical Affairs and Merz Professional Development Teams (MVP Platform). Leveraging Key Trend Leaders, Key Advocacy Leaders, Patient Advocacy Associations and Merz relationships within accounts/groups to drive purchasing and strategic partnership decisions.
  • Partner with NAD to strategically maximize all resources at Merz disposal to educate and build brand awareness. Work with Marketing team to deploy digital campaigns (test & measure) and marketing events. Approach efforts in a budget conscious manner.
• Executive Liaison for specified Strategic Partnerships & NA Regional Business Development point of contact for specified opportunities
  • Serve as a primary Executive liaison for the Vice President, Corporate Accounts & Strategic Alliances with specified existing strategic partners (and partner “potentials”).
  • Work closely with Vice President, Corporate Accounts & Strategic Alliances to determine priority targets and key initiatives.
  • Maintain a current funnel of Business Development Opportunities. Diligently work with internal stakeholders to validate or disprove viability of each opportunity. Set up meetings with key targets when appropriate to further explore viability.
  • Build and maintain two-way communication infrastructure between key points of contact in the effort to validate and ultimately maximize each opportunity.
• People & Partnerships
  • Work synergistically with the Vice President, Corporate Accounts & Strategic Alliances, Merz Pricing Committee members, as well as Sales and Marketing Leadership to develop new contracting solutions and programs.
  • Partner with all internal business stakeholders to deliver value beyond product and price – Departments included but are not limited to: Sales, Marketing, Professional Industry Relations, Medical Affairs, Legal, Finance, Contracting, Compliance, Analytics, Regulatory, Training, etc.
  • Remain fully committed to customers and colleagues and consistently work together to deliver trusted results.
  • Work closely with finance to makes sure samples and commercial product production is sufficient to meet planned initiatives.
  • Maintain a focus on the companies YEE goals and align strategy and tactics appropriately to support.
• Analytics
  • Partner with Merz data analytics team to develop relevant reporting tools to support accounts and overlapping field counterparts. Leverage reporting to analyzing market dynamic and customer data to win, grow, and protect brand adoption.
  • Use data to isolate opportunities to accelerate contract performance and example brand adoption.
  • Educate customers on how to maximize purchasing incentives, rebates, and promotions to spread their margin and increase practice valuation.
  • Analyze data and translate results to customize customer solutions and contracts. Leverage analytics to help build robust QBR for contracted customers and help educate field sales as they prepare for account hand-off in latter quarters.

Minimum Requirements

• Bachelor of Business Administration (B.B.A.) Marketing, or related field
• 7-10 years prior experience in Corporate Accounts (specialty injectables / Capital equipment / Medical device / skincare )
• Proven track record of success in sales, business development, or account management, with a focus on developing large multi site accounts and building C-suite partnerships.
• Strong understanding of the Aesthetics industry, including market trends, competitor landscape, and customer needs.

Preferred Qualifications

• Master of Business Administration (M.B.A.)

Technical & Functional Skills

• Excellent communication, negotiation, and interpersonal skills, with the ability to build rapport, trust and collaborate with key stakeholders at all levels.
• Strategic thinker with a results-oriented mindset and a proactive approach to problem-solving.
• Ability to thrive in a fast-paced, dynamic environment and effectively manage multiple priorities.