Strategic Account Manager

STRATEGIC ACCOUNT MANAGER

 

SUMMARY 
The Strategic Account Manager maintains and expands relationships with company’sthe company’s strategically important large customers within a defined Region, while achieving an assigned sales and profit growth goal.  This position focuses on customers with high-value, strategic growth opportunities.  

ESSENTIAL DUTIES AND RESPONSIBILITIES include, but are not limited to those listed below:
•    Responsible for achieving an assigned sales and profitability goal.
•    Responsible for retaining existing business, while pursuing profitable growth opportunities in assigned customer accounts by establishinged productive, professional relationships with key personnel in assigned customer accounts.
•    Essential to establish and develop strong/sustainable relationships with C-Level Clinical stakeholders within each Health System in assigned Region.
•    Essential to establish and develop strong/sustainable relationships with C-Level Supply Chain stakeholders within each Health System in assigned Region.
•    Creates and develops strategic customer account plans to expand market share within assigned IDN’s, VISN’s, and Regional Purchasing Collaboratives, to fulfill strategic Health System goals and objectives while aligning company strategic goals as well.
•    Collaborates with RSDs and AEs to identify and execute specific action plans to accomplish overall growth objectives within assigned IDN Targets.
•    Ensure these plans are documented in CRM to ensure plans are executed and documented on a monthly basis.
•    Selling and supporting the company’s complete product and service offering to an assigned set of assigned targets.named accounts
•    Collaborate with RSD’s and AE’s to engage with strategic sales channel partners, as they are developed. to support strategic sales initiatives with the AE’s in those channels.
•    When collecting sales Leads while attending various GPO Conferences, IDN Summits, and Reverse Expos, SAM will ensure all salient Leads are input and distributed to the appropriate AE/RSD within two (2) weeks after these events conclude.
•    In collaboration with RSD’s, the SAM will design and deploy relevant Sales Campaigns in CRM to track, trend, monitor, and report AE events to drive sales execution on those Campaigns.
•    Retains and grows company’s volume, sales, and profitability through proactive management of assigned customer relationships.
•    Penetrates assigned accounts by selling new or additional products or services to current customers and finding additional buyers with the existing customer.
•    Leads all aspects of the sales process, and coordinates with applicable departments to assist in solution development and proposal development and delivery, as needed, or as directed by leadership.

 

SUPERVISORY RESPONSIBILITIES 
This position does not have direct employee supervisory responsibility.  However, leadership, collaboration skills, and ability to operate effectively in a matrix environment will be vital to success in this role.

 

CHARACTERISTICS
To perform this job successfully, an individual must be able to meet/exceed expectations across these essential core competencies. The items listed below are representative of the characteristics that are necessary to perform in this role: 
•    High level of integrity and strength of character.
•    Results-oriented -- focused on delivering results that exceed the company’s expectations.
•    Learning agility and ability to adapt and adjust quickly based on emergent needs from the business.
•    Exceptional interpersonal skills – ability to effectively deal with and manage a variety of strong personalities within the workplace, and the ability to lead by example.
•    Excellent presentation development and delivery skills.
•    Excellent strategic planning capabilities.
•    A strong propensity for growing and developing a business with entrepreneurial characteristics.
•    Exceptional influencing skills – adept at ability to understand the needs of, and influence personnel ranging from nurses to C-level decision makers.
•    Strong business acumen to enable selling to senior-level health care administrative personnel, structure sales deals, and reach pivotal agreements in the sales cycle.
•    Strong business analytics skills based on current and emerging key Healthcare Economic trends, influences, and population health statistics.         
•    Ability to organize and manage multiple priorities and determine the relative importance and/ business impact of each activity.
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