Senior Account Manager

Summary of the role

As a member of our team, you will have the opportunity to work in a dynamic and collaborative environment, where your ideas and contributions will be valued and respected.

Job Summary

As part of a manufacturer of fluid management solutions & technology for the medical industry, the Senior Account manager is responsible to build and maintain effective long-term relationships with a defined customer base to ensure a high level of satisfaction and to increase revenues. Identifies, develops and typically closes new sales opportunities. Develops medium to long-term sales plans and prepares strategies to protect, grow and diversify the relationship with targeted customers.

This individual will work closely with cross-functional departments, such as Engineering, Operations, Marketing, Quality and Customer Service to accomplish their goals and objectives.
 

Essential Job Duties and Responsibilities

• Sales growth - Meets monthly, quarterly, and annual assigned sales quotas for revenue growth and strategic objectives in assigned territory or assigned accounts.
• Strategic Account Management -  Maps out Key Account organization and develops relationships with key decision makers to understand what is required to add value, win new business, and exceed expectations.  Leads Nordson Medical’s strategic objectives and account planning process for Key accounts to include revenue targets and performance objectives.
• Is a strong customer advocate and informs and educates Nordson Medical business units with what is required to win new business.
• Work closely with the North America Sales Manager and Product team implementing strategic projects that focus on profitable growth of the business to include price adjustments, new product implementation, and contractual negotiations.
• Increase sales volume for assigned products and markets assuring consistency with the businesses marketing strategies, goals, and targets.
• Identify and develop customers for existing products to profitably increase sales to meet and exceed business growth targets.
• Utilize technical expertise in products, processes, and applications to accelerate qualification of existing and new products at potential customers.
• Identify, analyze, and provide timely and accurate market information, such as pricing dynamics, competitive situation, and market evolution.
• Maintain excellent up-to-date record system for accounts, products, and distributors to have continuity of strategy on file.
• To ensure success, you should possess extensive sales experience in a related industry and the ability to generate business leads.
• You will need to identify new business leads and contact prospective strategic clients to promote reliability products and services.
• A successful candidate must be skilled in establishing efficient communication channels and liaising between strategic clients and internal departments.
• To build the business, you will handle current and potential customer queries and develop innovative solutions for complex problems.
• Communicates Nordson Medical’s value proposition for both products and service and is a trusted advisor to the customer.
• Leads communication efforts between Accounts and Nordson Medical business units, establishing recurring calls, business reviews, and visits.
• Proactively assesses, clarifies, and validates customer/prospective customer needs on an on-going basis.
• Coordinates the involvement of company personnel, including support, service, and management resources, to meet account performance objectives and customer/prospect expectations.
• Provides customer feedback for product development representing the voice of the customer as needed.
• Attends state, regional, and national trade shows as appropriate.
• Performs other related duties as assigned.

Account Management

• Relationship-building with key stakeholders throughout the account lifecycle.
• Serve as the single point of contact for all things Nordson Medical.
• Serve as the escalation point and manager of support and service escalations.
• Ability to network across an organization; establish relationships with key decision makers.
• Provide reporting to cross-functional areas and senior management
• Provide periodic health checks and business reviews to key customer stakeholders; review metrics, articulating areas of strength, and developing programs for improvement and/or remediation opportunities.

Accountabilities and Performance Measures

• Achieves assigned sales quota.
• Meets and maintains company expectations for average sales pricing and profitability.
• Completes customer/prospect account plans that meet company standard.
• Maintains high customer satisfaction ratings that meet company standards.

Education and Experience Requirements

• Bachelor's Degree. Relevant work experience may be considered in lieu of a formal degree. Master's degree is preferred.
• Minimum of 10-15 years of proven successful work experience in medical device or healthcare sales (device, connected device, bio-tech, digital health).
• The Senior Account Manager should excel in identifying sales opportunities, developing relationships with key strategic decision-makers and managing the sales process.
• Ability to continuously multi-task, be self-motivated, be very organized, and extremely detail-oriented with every task at hand, showcasing a great follow-through skillset
• An ability to think critically and strategically while considering the needs of both the customer and company.

Skills and Abilities

• 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 a value-based selling process.
• High level of drive and ability to influence and make things happen.
• Advanced communication skills, both verbal and written, 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 an attention to detail and accuracy.
• Demonstrated proficiency utilizing the Web, MS Office, Salesforce, and/or other CRM tools.

Working Conditions and Physical Demands

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed above are representative of the knowledge, skill, and/or ability required. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

Base Salary Range for this position is: $125,000 to $160,000 annually, and bonus target is 30%. Benefits include Medical, Rx, Vision, Dental, and Health Savings Account (HSA), Retirement and Security benefits including 401k and Life Insurance. In addition to Paid Time Off and paid Holidays, each employee receives 16 hours paid time each calendar year to perform volunteer services for Nordson-sponsored events. Ample opportunities for giving exist at Nordson including our Matching Gifts Program.

The base pay range for this job level is a general guideline and not a guarantee of compensation or salary. Individual salaries are determined by a variety of factors including but not limited to internal equity, business considerations, and local market conditions, as well as candidate qualifications, such as education, experience, and skills

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Interested?

If you are interested in being a part of a team and creating an inclusive and diverse workplace, please apply online with your CV.

About Nordson Medical

At Nordson MEDICAL, you don't have to be a doctor to help save lives. We are the global expert in the design, development, and manufacturing of complex medical devices and component technologies. By joining our team today, you will help us bring innovative ideas to life. Nordson MEDICAL is a global team that works to create components for life-saving medical devices. We offer a supportive culture in a growing and dynamic work environment. Whether you're just beginning your career or you're a seasoned professional, there's a place for you to belong at Nordson MEDICAL. We offer hourly and salary positions in production, maintenance, customer service, quality, engineering, and more. We actively invest in our teams to help you build your skillsets and advance your career.