Strategic Account Manager

Job Summary

The Strategic Account Manager will be responsible for the development and successful execution of strategic initiatives within identified multinational/global account(s} to drive revenue growth and maximize profitability in support of the Zeus strategic plan. The SAM will demonstrate a thorough understanding of the customer's business including, but not limited to, key stakeholders, product offerings, markets served, competitive positioning, outsourcing/insourcing activity, and strategic business planning initiatives. As the primary relationship owner, the SAM will implement and align account plans that aim to support the customer's strategic objectives while establishing a position of strength for Zeus as a preferred supplier and valued partner.

Responsibilities

• Build trust and credibility at all levels of the customer's organization, including decision-makers across the customer's business functions and including senior management and/or C-suite; advocate for the customer inside Zeus and be viewed as a true partner and resource by the customer
• Manage both the day-to-day and strategic, maintaining a balanced approach to superior customer service and strategic account planning, quarterly results and long-term account goals; proactively lead, manage and execute the sales process from start to finish; anticipate customer needs and requirements, ensuring that they are met every step of the way from sale to execution; act as a team leader internally and externally during the entire sales process
• Use customer organizational charts to outline customers' formal structure and roles in the buying process and articulate them in a stakeholder map in CRM to identify the most influential stakeholders and create a relationship and business strategy for each of these key players
• Build and maintain a comprehensive account profile that identifies key stakeholders, markets served and associated product portfolio, customer's competitive position, and general operating/performance metrics for global business units/locations
• Develop and implement an integrated account plan, aligning Zeus customer-facing activities and KPls with key areas of customer focus to leverage position of strength for Zeus and maximize value to customer
• Effectively leverage cross functional and/or regional teams (market/product managers, technical/engineering specialists, quality representatives, Cl, etc.} to address strategic account needs, recognizing external organizational, national, and international cultural differences
• Communicate and collaborate internally with Sales, Operations, Supply Chain, Engineering and Quality organizations to deliver best in class manufacturing solutions to customers
• Identify and monitor Zeus's competitive position within account to identify/anticipate potential threats and opportunities
• Serve as primary relationship owner and point of contact for key customer stakeholders as well as liaison for regional Zeus teams and resource personnel
• Continuously prioritize and realign strategies to ensure financial goals and key metrics are consistently achieved and that Zeus remains the preferred supplier

• Identify, map and communicate pipeline opportunities; work with marketing team to capitalize using push and pull strategies
• Lead annual budgeting activity, tracking, accounting for, and communicating any associated variance
• Meet regularly with regional sales/BO teams to ensure that strategies in account plan are being "caught" and executed accordingly
• Monitor, manage and maintain pipeline accuracy
• Conduct QBRs and other performance reviews, both at customer and internally, to ensure appropriate sharing of information and associated coordination of activity
• Work closely with marketing team to ensure appropriate product positioning, collateral, and general marcom activity to support customer and maximize benefit to Zeus
• Oversee and direct activity related to contract negotiation, supply agreements, pricing and profitability metrics, working with sales and marketing management teams to ensure maintenance of current business and continued development of new business
• Work with cross functional Zeus personnel to ensure that products and collateral are properly positioned in customer's markets
• Conduct regular internal review of account plan with regional sales, management, and executive teams to track progress, identify gaps, review wins/misses, plan, etc.

Qualifications

• Bachelor’s degree in Business, Sales, Engineering, or a related field
• An advanced degree (MBA) is preferred
• 8+ years of experience in sales or business development, with at least 5 years focused on the medical device industry or contract manufacturing sector
• Knowledge of the medical device industry, including FDA regulations, ISO 13485 standards, medical device industry product development processes, and supply chain management.
• Proven ability to manage customer relationships and drive sales in the medical device and or contract manufacturing industry, including a strong understanding of manufacturing processes and regulatory requirements.
• Knowledge of plastics industry preferred
• Excellent communication, negotiation, and analytical skills
• Ability to successfully work in a team environment and independently
• Problem Solving and analytical skills with the abilityto prioritizemultiple projects
• Strong attention to detail and accuracy
• Comfortable with computers and working knowledge in Windows, Outlook, PowerPoint, and contact management software
• Willingness to travel globally (50-70%) for client visits, industry events, and new business development