Account Manager
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Job Description
Account Manager growing revenue and profitability across medical-device manufacturing accounts for Integer. Managing territories, customer relationships, technical solutions, and new-business development.
Responsibilities:
- Increase revenue and profitability of identified accounts
- Retain existing revenue and identify, qualify, and close new business
- Enhance customer and company business relationships
- Adhere to Integer’s values and safety, environmental, security, quality, QMS, FDA, policy, and regulatory requirements
- Drive revenue and future growth pipeline for assigned accounts
- Identify and acquire new opportunities while growing and preserving existing-account business
- Implement value-based selling to increase commercial success and maximize price and profitability
- Develop and implement account and territory plans aligned with account and product-category strategies
- Collaborate with Account Managers to ensure cohesive customer approaches and coverage
- Meet or exceed sales goals for the defined territory through opportunity prioritization, resource securing, sales strategies, and pull-through tactics
- Identify, engage, and maintain relationships with key influencers and decision-makers, primarily Customer Directors and Managers
- Stay informed on products, services, customer opportunities, account changes, competitive landscape, and industry trends
- Work with Customer Success to define and track customer KPIs and ensure service levels are met
- Work with Applications Engineering to support commercial opportunities and resolve customer design, technical, or engineering challenges
- Provide input to and follow commercial processes, metrics, KPIs, and business review cadence
- Perform account business reviews with Integer leadership
- Maintain expenses within budget
- Generate required reporting
- Perform other duties as required
Requirements:
- Bachelor’s Degree in Business, Marketing or related discipline
- Minimum 5 years in medical device industry, or related business-to-business sales experience
- Proven successful track record in sales and territory management, with a strong prospecting component
- Proven experience selling components, sub-assembly and/or finished goods in a technical solutions selling environment
- Deep understanding of medical device and/or contract manufacturing industry
- Strength in sales call planning/execution and sales opportunity development
- Ability to call effectively on mid-level management of major OEM medical manufacturers across Operations, Engineering, and Marketing
- Ability to analyze, understand, and effectively communicate technical material
- Ability to assess financial impact of deals and opportunities
- Proven ability to work collaboratively with and influence peers and management
- Ability to address potential resolutions with customers and internal stakeholders and partner to move work forward
- Ability to translate strategy into tactical implementation and motivate others to execute strategy
- Strong interpersonal, presentation, and organizational skills
- Ability to manage multiple significant activities and changing priorities with minimum disruption
- Disciplined, process-focused approach to managing workload and ability to work without day-to-day supervision
- Results-oriented work ethic and high tolerance for ambiguity
- Ability to drive problem resolution in challenging situations
- Proficiency in Outlook, Excel, Word, PowerPoint, and web-based applications
- Individual contributor with no direct reports
- Ability to travel approximately 50%
- Completion of formal sales training program(s) a plus
Benefits:
- Comprehensive medical, dental, vision, disability, life insurance, and adoption benefits with immediate eligibility
- Parental leave available after one year
- Optional supplemental life insurance, critical illness, hospital indemnity, and accident insurance
- Immediate eligibility for 401(k) plan with company matching contributions
- 80 hours (10 days) of company-designated holidays per year
- Annual allotment of paid time off
- Cash-based incentive program
- Home or Integer facility-based office arrangement
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