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Strategic Account Manager

Strategic Account Manager

ViantFoxboro, MA, US
18 days ago
Job type
  • Full-time
Job description

Strategic Account Manager

The Strategic Account Manager is accountable for developing customer relationships, taking necessary actions to retain and grow existing business revenues, and uncovering and closing 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 is responsible for its execution. The role will provide a 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 the assigned territory, facilitates the RFQ process (as needed), delivers proposals (with the help of cross-functional team members as appropriate), and closes business.
  • Supports the broader organization to ensure revenue retention and organic growth of assigned customers.
  • Retains and increases the profitable penetration of existing accounts.
  • Establishes, maintains, and grows strong relationships with decision-makers at assigned customers.
  • Responsible for accomplishing sales objectives, including revenue growth, identifying and prioritizing opportunities, securing resources, and executing sales strategies to meet company objectives.
  • Develops and executes specific account strategies to promote revenue growth and increase market share.
  • Identifies, engages, and maintains 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.
  • Collaborates with Commercial, Operations, Quality, and Finance partners to ensure high service levels are maintained and the account growth strategy is properly coordinated and executed.
  • Develops and maintains technical expertise related to the company and industry.
  • Responsible for maintaining expenses within budget.
  • Responsible for generation, reporting, and account review facilitation, as required (including, but not limited to, weekly, monthly, and annual reviews or plans).
  • Presents and sells price changes as needed.
  • Participates in Scorecards / Drumbeat / Recovery reviews as necessary.
  • As a customer advocate, proactively provides Voice of Customer (VOC) to all appropriate internal stakeholders to enable a thoughtful and proactive approach to meeting or exceeding customer needs.
  • Works with other Commercial stakeholders and customer service, including the Territory Leader, other Account Managers, Customer Solutions Representatives, and others, as appropriate to advance the growth strategy.
  • Actively maintains the CRM tool to allow for a real-time assessment of the assigned accounts' opportunity-based pipeline value / status and health.
  • Depending on the depth of team structure :
  • Develops and owns Customer Communication cadence for assigned customers.
  • Aggregates and develops Scorecards / Drumbeat / Recovery materials in support of customer meetings / escalations / reviews.
  • Acts as the internal / external point of contact for pricing issues / communications.
  • Facilitates (and executes) ad hoc customer requests (i.e., RFIs, Surveys, NDAs, EHS&S questionnaires, etc.).
  • Facilitates the contracting process, as required, between Customer, Site, Commercial owner, Quality, Legal, and Finance, including both commercial and quality agreements.
  • In collaboration with the Customer and other internal stakeholders, aggregates and performs (as needed and in partnership with planning) forecast collection, analysis, trends, and communication.
  • Facilitates Quote / Proposal processes as needed, including Existing Business Quoting, Price Changes, New Business, Tool Refurb requests / quotes, CRM entry / maintenance, and Follow Up.
  • Drives and manages CIP communications / tracker.
  • Assesses and drives the rebate process as applicable.

Environmental Working Conditions

  • Ability to work in a demanding and fast-paced environment.
  • Field-based with a 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 (minimum 2-5 years for Strategic Account Manager, minimum 5 years for Business Development Manager).
  • Medical Device Industry experience preferred.
  • Proven successful track record.
  • Completion of formal sales training program(s) is 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 (Sourcing, Operations, Engineering, Marketing, etc.) 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.
  • Strong writing skills, proficient use of common tools (i.e., Outlook, Word) and consistently excellent internal and external written communications.
  • Proficiency with tools and methods that allow for efficient data analysis and presentation development (Excel, PowerPoint).
  • Highly responsive 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.

    • Viant is a global medical device design and manufacturing services provider that partners and innovates with customers to provide the highest quality, life enhancing medical devices. We do this through our depth and breadth of capabilities, end-to-end integration, technical expertise, and relentless focus on our customers and on operational excellence. With nearly 6,000 associates across 24 locations worldwide, we offer a unique combination of small-company service and attention with big-company resources. For more information, visit viantmedical.com or follow us on LinkedIn.

    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.

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    Strategic Account Manager • Foxboro, MA, US