Strategic Account Manager - Cardiovascular

Overview

A customer-facing strategic account management role owning a select number of top global strategic customer accounts, responsible for account growth above market rate and retention through consultative relationships up to C-level executives.

What you'll do

• Meet monthly, quarterly and annual assigned sales quotas for revenue growth and strategic objectives in assigned territory or accounts.
• Map out the Key Account organization and develop relationships with key decision makers to understand what is required to add value, win new business, and exceed expectations.
• Lead Nordson's strategic objectives and account planning process for Key accounts, including revenue targets and performance objectives over short and long-term durations.
• Act as a strong customer advocate, informing and educating Nordson Medical business units on what is required to win new business.
• Establish consultative, productive, and professional relationships with customers globally and influence key stakeholders and C-level executives in the primary buying position.
• Communicate Nordson Medical's value proposition for products and services and act as a trusted advisor to the customer.
• Lead communication between selected accounts and Nordson Medical business units, establishing recurring calls, business reviews, and visits.
• Proactively assess, clarify, and validate customer and prospective customer needs on an ongoing basis.
• Coordinate the involvement of company personnel, including support, service, and management resources, to meet account performance objectives and customer expectations.
• Provide customer feedback for product development, representing the voice of the customer as needed.
• Manage and develop the Regional Account Managers around the world to support retaining and winning business locally.
• Support the division with insight and analysis on market development and other strategies to drive profitable growth.
• Attend state, regional, and national trade shows as appropriate.
• Serve as the single, global point of contact for all things Nordson Medical and as the escalation point for support and service escalations.
• Provide reporting to cross-functional areas and senior management, including detailed summaries of customer needs, health and key issues.
• Provide periodic health checks and business reviews to key customer stakeholders, reviewing metrics and developing improvement or remediation programs.
• Set and deliver customer-aligned long-term growth objectives and achieve assigned annual sales quota for the global parent accounts.
• Protect core business and minimize erosion through deliberate, results-driven actions.
• Meet and maintain company expectations for average sales pricing and profitability.
• Develop leads for new product or business development opportunities aligned with organizational strategy.
• Maintain high customer satisfaction ratings that meet company standards and customer expectations.
• Perform other related duties as assigned.

What you'll need

• Bachelor's degree in engineering or business with demonstrable technical acumen.
• Minimum of 10 years of proven successful sales leadership in cardiovascular; ideally cardiac surgery, market space, or a mix of sales and other preferred industry experience is acceptable.
• Prior people leadership experience.
• Expert knowledge and application of strategic, tactical, and consultative selling principles in a complex sales environment.
• Strong analytical skills, including market strategy, customer requirements and success factors, and value-based selling.
• High level of drive and ability to influence and make things happen.
• Advanced verbal and written communication skills, with the ability to create impactful presentations.
• Negotiation, contracting, and problem-solving skills.
• Proven relationship building skills with demonstrated knowledge of territory development and customer retention (by phone and in person).
• Strong organization and planning skills with attention to detail and accuracy.
• Thorough understanding of work-related standards and regulations, including Standard Operating Procedures (SOPs) and Quality System Regulations (QSRs), both US and international.
• Demonstrated proficiency with the Web, MS Office, Salesforce, and/or other CRM tools.

Nice to have

• Master's degree in business administration.
• Clinical capital equipment sales, clinical training, or practitioner experience.

Details

• Location: Remote, USA - Texas.
• Travel: Estimated 50%.