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Senior Account Manager
2 months ago
Scope and Mission
In this role you will be a member of the North America sales team, responsible for achieving double-digit annual sales growth for our precision plastics business in the North American market. The successful candidate will work within a dynamic team to fully manage a portfolio of existing clients to achieve maximum customer satisfaction, growth and profitability as well as aggressively develop new business to meet established individual and group objectives.
The candidate will be involved in a wide variety of business activities including: account targeting and account planning, account penetration and pipeline development, end to end opportunity management (including proposal development, contract negotiations) in close coordination with program management, and operations teams, on-going account management and collaboration with the manufacturing sites for production planning, insuring quality of customer service and order fulfillment as well as to address any major escalation at commercial level, all aspects of budgeting and forecasting according to the overall Corporate reporting calendar;
Key Responsibilities
- Market analysis and identification of key targets in alignment with SG value proposition, technical offering, propensity to outsource and potential business opportunity.
- Development of account plans to either engage with new customers or to manage and grow existing accounts.
- Development of tactical action plans to deliver on the growth strategy as detailed in the account plans.
- Ongoing management and development of customer relationship, with the intent to go up in the value chain and engage with stakeholders in the management chain of customers, to cross-sell leveraging all available services in the SG portfolio.
- Identify, qualify and bring to successful closure new opportunities within the customers and project portfolio.
- Work to establish a contractual framework with strategic and new accounts and actively participate in the preparation, negotiation and enforcement of relevant legal agreements.
- Plan, develop and manage programs to bring solutions to customer satisfaction initiatives.
- Organize regular Business Reviews, Quality/Technical and other cross-functional meetings internally and with customers.
- Prepare long term plans, budgets and forecasts for customers of responsibility; work to monitor progress and deliver on these plans.
- Maintain accurate CRM data and manage sales reporting systems.
- Prepare presentations and report relevant information for reporting and reviews according to the Company processes and standard procedures
- Manage ongoing communication with customers, at all levels, representing the Company with an executive image and handling in a professional manner complex matters and topics, including adversarial situations.
Requirements and Qualifications
Experience: Minimum 7+ years of successful direct sales and account management experience of injection molding and assembly services for health-care applications in a B2B environment; nice to have knowledge of the in-vitro diagnostics and medical device markets.
Education: Degree preferably in a technical field or equivalent degree in qualified majors (B.Sc./M.Sc.)
Position Requirements:
- Understanding of the medical device/diagnostics disposables contract manufacturing market and associated regulatory requirements. Knowledge of pharmaceutical industrial standards will be a plus.
- Understanding of the underlying manufacturing process technologies: tool making, molding, automated assembly, secondary ops and finishing.
- Proven account management experience and methodology – from account planning to execution of plans to penetrate account, to managing the day to day flow of activities with customers and internal functions
- Exhibit strong competency and track record in the sales process – from account targeting to pipeline development, and opportunity management up to successful award of new business.
- Ability to develop compelling business proposal – in collaboration with the site or Corporate resources - manage commercial and contractual negotiations, on-board new programs, achieving business results that meet or exceed forecast
- Strong financial acumen, ability to read and interpret P&L, balance sheets, and other major financial performance indicators/metrics.
- Proven communication skills, ability to develop and deliver business presentations, lead complex technical and business discussions internally and externally influencing all stakeholders.
- Independent and self-motivated team player with proven ability to work in a multicultural environment.
- Strong computer skills utilizing CRM and MS Office, web-based applications and other forms of data analysis/reporting.
- Ability to travel up to 30% domestically and international
