Strategic Account Manager

REPORTS TO:                    Strategic Account Territory Leader

POSITION SCOPE / SUMMARY

As a member of the Strategic Accounts team, the Strategic Account Manager is accountable for developing customer relationships, taking necessary actions to retain and grow existing business revenues and to uncover and close incremental revenue opportunities, as per the assigned new business bookings target.  This role is a key contributor to the development of their assigned territory growth strategy and responsible for its execution.  The role will provide strong team and individual (self-motivated) contributions to a cross-functional effort to strengthen and grow assigned customer relationships.

JOB DESCRIPTION

  • Actively seeks and acquires new business opportunities within assigned territory, facilitates RFQ process (as needed), delivers proposals (with the help of cross-functional team members as appropriate) and closes business
  • Support the broader organization to ensure revenue retention and organic growth of assigned customers
  • Retain and increase the profitable penetration of existing accounts
  • Establish, maintain, and grow strong relationships with decision makers at assigned customers
  • Responsible for accomplishing sales objectives to include revenue growth, identifying and prioritizing opportunities, securing resources, executing sales strategies to meet company objectives
  • Develop and execute specific account strategies to promote revenue growth and increase market share
  • Identify, engage and maintain relationships with key influencers/decision makers through active customer involvement
  • Keeps informed on new products, services, and other general information of interest to customers,
  • Stays informed of customer business opportunities, account changes, current conditions, future prospects, and competitive landscape to protect revenue from competitors
  • Collaborate with Commercial, Operations, Quality and Finance partners to ensure high service-levels are maintained and the account growth strategy is properly coordinated and executed
  • Develop and maintain technical expertise related to company and industry
  • Responsible for maintaining expenses within budget
  • Responsible for reporting and account review facilitation, as required. (Including, but not limited to weekly, monthly and annual reviews or plans)
  • Present and sell price changes as needed
  • Participate in Scorecards/Drumbeat/Recovery reviews as necessary
  • As customer advocate, proactively provide Voice of Customer (VOC) to all appropriate internal stakeholders as appropriate, to enable a thoughtful and proactive approach to meeting or exceeding the customer needs
  • As a core strategic account team member, work with Territory Leader (DOS), Inside Strategic Account Manager, Customer Solutions Representative as appropriate to advance the growth strategy
  • Actively maintain the CRM tool to allow for a real-time assessment of the assigned accounts’ opportunity-based pipeline value/status and health
  • Customer interface conduit to assist the outside Strategic Account Team and central Customer Solutions to escalate/manage quality and delivery issues while ensuring that the accountable parties remain on point for direct responsibility and communication
  • Depending on depth of team structure:
    • Develop and own Customer Communication cadence for assigned customers
    • Aggregate and develop Scorecards/Drumbeat/Recovery materials in support of customer meetings/escalations/reviews
    • Internal/External point of contact for pricing issues/communications
    • Facilitate (and execute) ad hoc customer requests (i.e. RFI’s, Surveys, NDA’s, EHS&S questionnaires, etc…)
    • Facilitate contracting process, as required, between Customer, Site, Commercial owner, Quality, legal and Finance. Includes both commercial and quality agreements.
    • In collaboration with the Customer, Inside Strategic Account Manager, Customer Solutions Representative and Customer Operations Managers, aggregate and perform (as needed and in partnership with planning) forecast collection, analysis, trends, communication
    • Quote/Proposal facilitation, as needed
      • Existing Business Quoting
      • Price Changes
      • New Business
      • Tool Refurb requests/quotes
      • CRM entry/maintenance
      • Follow Up
    • Drive and manage CIP communications/tracker
    • Assess and drive rebate process

ENVIRONMENTAL WORKING CONDITIONS

  • Ability to work in a demanding and fast-paced environment
  • Field based with home office
  • 25%-75% Travel (territory and assigned account dependent)

QUALIFICATIONS

  • Bachelor’s Degree
    • Related discipline or engineering degree preferred
  • Business to business sales experience (min 2-5 years)
    • Medical Device Industry preferred    
    • Proven successful track record
    • Completion of formal sales training program(s) a plus
  • Demonstrated selling and account management skills
  • Ability to translate strategy into tactical implementation and to motivate people to execute on the strategy
  • Able to effectively call on all levels of the customer hierarchy and multiple functions (Operations, Engineering, Marketing) of major OEM medical device companies.
  • Ability to analyze information and effectively communicate to customers and all levels of the organization
  • Demonstrated ability to work collaboratively with and influence peers and management
  • Able to direct a cross functional team to work in concert to deliver goods and services
  • Highly motivated, disciplined/self-starter
  • Strong interpersonal, communication, presentation and organizational skills
  • Strong ability to build effective relationships
  • Proficiency with tools and methods that allow for efficiently data analysis and presentation development (Excel, PowerPoint)
  • Highly responsiveness and resilient
  • Ability to work independently as well as thrive within a team environment
  • Demonstrated ability to be organized and adaptable to meet business deadlines in a dynamic environment
  • Excellent problem solving skills
  • Experience reading and understanding design drawings and specifications preferred
  • Able to analyze, understand and effectively communicate technical material
  • Able to assess the financial impact of deals & opportunities
  • Skilled in negotiation
  • Strong understanding of the medical device industry and/or contract manufacturing industry

It is impossible to list every requirement or responsibility of any position.  Similarly we cannot identify all the skills a position may require since job responsibilities and the Company’s needs may change over time.  Therefore, the above job description is not comprehensive or exhaustive.   The Company reserves the right to adjust, add to or eliminate any aspect of the above description.  The Company also retains the right to require all employees to undertake additional or different job responsibilities when necessary to meet business needs.

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ABOUT VIANT

At Viant, we focus on providing end-to-end solutions for medical device OEMs. Our deep materials expertise—combined with our experience in engineering, manufacturing, assembly, packaging, and sterilization—allows us to bring our customers’ healthcare solutions to market. We have facilities across the U.S. and around the world, including low-cost facilities in Costa Rica, China, Mexico, and Puerto Rico. Viant provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, gender, sexual orientation, national origin, age, disability, marital status, amnesty, or status as a covered veteran in accordance with applicable federal, state, and local laws. Viant complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities.