Your browser cookies must be enabled in order to apply for this job. Please contact if you need further instruction on how to do that.

IDN Director - Western Region

Sales | Major city - Western US | Full Time

Job Description

Position Summary:

Focused on creating Caldera’s contractual relationship strategy with the Top 50 National Integrated Delivery Network (IDN), this position requires strong market place knowledge and existing relationships in their targeted/assigned IDN’s to develop and execute portfolio strategies. The IDN Director positions the clinical and economic value of Caldera products with all levels of IDN senior leadership in their targeted accounts to create long term business partnerships with contracts for patient benefit. The IDN Director coordinates all Caldera team members within their targeted/assigned accounts to achieve collective portfolio and contract goals.


  • Partner with the sales management team within their targeted/assigned IDN’s accounts to develop mutually beneficial partnership relationships
  • Collaborate with Sales Leadership Team, Field Sales, Operations, Marketing, Medical Science Liaisons to evaluate opportunities developing unique contract options that optimize patient benefit and Caldera sales performance
  • Review contract details from a business perspective, pointing out exceptional and unique items to improve or enhance business partnership with their targeted/assigned IDNs·      
  • Develop product proposals/offers, terms & conditions, etc., as well as, ensure all agreement terms, product rebates and prices fall within approved guidelines
  • Designated expert in the U.S. IDN/GPO landscape, targeting contract strategies, contract performance, execution and negotiation concerning the acute care market
  • Responsible for resource optimization within targeted/assigned IDN’s to achieve contract objectives and value proposition created for Caldera Medical
  • Designated expert in legal/compliance within all aspects of business practices within their IDN targets insuring all customer activity is within policy
  • Drive / negotiate and implement innovative contracts, utilization and outcome programs within targeted accounts
  • Track, problem solve, and analyze contracted product performance and communicate targeted IDN performance broadly with key stakeholder through team conference calls, call summaries, share-point and quarterly business reviews both internally and externally with targeted IDN’s
  • Meet and exceed all sales, and customer expectations from successful portfolio contract growth within assigned IDN’s. (Travel 60-70% to targeted accounts, sales and national meetings.)

Minimum Requirements:

  • Bachelor’s degree required, MBA or other advanced degree preferred
  • 10+ years of documented success in Specialty Pharmaceuticals, Medical Device, Pain Management or other related experience required and documented success in the operating room preferred.
  • Extensive existing IDN relationships in target accounts with documented performance results
  • Expert contract negotiation skills and business acumen. (Computer proficiency in MS Office suite)
  • Financial analysis and modeling capability including pivot table use
  • Performs company business in accordance with all policies & procedures
  • Capable of exercising sound judgment and able to demonstrate self-confidence
  • Excellent verbal, written communication and presentation skills
  • Exceptional analytical, problem solving, and critical thinking skills with the ability to apply knowledge and creativity to resolve issues and propose solutions
  • Demonstrated ability to collaborate effectively with others and work in a cross-functional, team-oriented environment
  • Ability to influence support and action from peers and senior leadership
  • Experience with business process improvement and working with others to implement change
  • Demonstrated clinical and product knowledge in broad range of surgical and clinical procedures


About Caldera Medical:

Caldera Medical is a growth stage medical device company focused on designing, manufacturing, and marketing products into the Gynecology, Urology and Urogynecology surgical markets.  We are searching for highly motivated, dynamic and results oriented individuals to join us in improving the quality of the patients we serve.

The Culture:

  • A Culture of family and team…not a corporate goliath where you’re just another number
  • All employees get a seat at the table and have influence with management
  • Women’s Health Initiative - Giving back to those who can’t afford treatment 
    • Goal to treat 1 million women suffering from incontinence by 2025!

The Benefits:

  • Competitive Compensation
  • Basic Life and AD&D
  • Unlimited Vacation
  • 6 Weeks Paid Maternity Leave
  • Kitchen stocked with free snacks and drinks
  • Being surrounded by talented and engaged employees
  • Medical / Dental Benefits – 75% paid for employee and family members
  • 401(k) with 4% matching contributions

Learn more about us on Glassdoor -

Caldera Medical is an equal opportunity employer and considers all candidates for employment regardless of race, color, religion, sex, national origin, citizenship, age, disability, marital status, military or veteran's status (including protected veterans, as may be required by federal law), sexual orientation, gender identity or any other category protected by law.