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Account Director- (remote)

Viant Medical

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Minneapolis, MN
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Job Description

As posted by the hiring company

Job Overview:

Position Scope / Summary

The Account Director 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. This is a remote position (field based with home office). Travel is 25%-75% depending on assigned accounts.

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 generation, 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
  • Work 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 maintain the CRM tool to allow for a real-time assessment of the assigned accounts’ opportunity-based pipeline value/status and health
  • Depending on depth of team structure:
  1. Develop and own Customer Communication cadence for assigned customers
  2. Aggregate and develop Scorecards/Drumbeat/Recovery materials in support of customer meetings/escalations/reviews
  3. Internal/External point of contact for pricing issues/communications
  4. Facilitate (and execute) ad hoc customer requests (i.e. RFI’s, Surveys, NDA’s, EHS&S questionnaires, etc…)
  5. Includes both commercial and quality agreements.
  6. In collaboration with the Customer, and other internal stakeholders, aggregate and perform (as needed and in partnership with planning) forecast collection, analysis, trends, communication
  7. 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 as applicable
  • 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
    1. Related discipline or engineering degree preferred
  • Business to business sales experience (min 5 years)
      1. Medical Device Industry preferred
      2. Proven successful track record
      3. 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 (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 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
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