Strategic Account Director

Job DescriptionJob Description

Job Title: Director, Strategic Accounts

Location: California or remote (travel required to site & customers)

Employment Type: Full-Time- Hybrid / Exempt

About Us: Vantedge Medical is the premier metals-based med-tech solutions partner from concept to full-scale manufacturing. We are at the forefront of precision engineering and innovation, specializing in the development and manufacturing of vital components for medical markets such as Robotic Assisted Surgery, Orthopedics, Surgical Instruments, Dental, and more. Our teams work in unison, collaborating and problem-solving to serve the manufacturing needs of the top Medical Original Equipment Manufacturers (OEMs) around the globe. Making a difference in the lives of patients and their families drives us to go above and beyond every day. With a steadfast commitment to advancing medical technology, we take immense pride in the work we do – and have a lot of fun doing it.

About the Role: The Director, Strategic Accounts is responsible for developing robust partnerships and growing assigned customer accounts in the medical technology sector and other markets as assigned. This role requires a strategic and results-driven sales professional with a deep understanding of the medical device industry, exceptional communication skills, and a proven track record in large account management and revenue growth through business development.

Key Responsibilities:

Customer Relationship Management:

• As the primary Commercial contact for assigned customers, develop and maintain strong, long-term relationships with customers, based on a foundation of trust and understanding of their business needs and objectives.
• Ensure customer satisfaction, retention and organic growth through effective communication, proactive problem-solving and relationship development.
• Partner with Vantedge Operations, Quality and Customer Service to ensure that communication is proactive, effective and represents one Vantedge voice.
• Develop and foster relationships at all levels of assigned Customers’ organizations and enable leadership connections.
• Lead recurring customer business review to ensure of consistent customer alignment on all elements of a healthy and growing partnership, including but not limited to, service, delivery, cost, quality and growth.
• Responsible for negotiating and managing favorable customer contracts, in partnership with the Vantedge General Counsel, Finance and Leadership.
• Effectively manage customer escalations in partnership with Vantedge Operations and Leadership.

Strategic Planning, Demand Planning & Market Research:

• Develop, maintain, and execute formal Strategic Account Growth Plans to meet or exceed both base business revenue, company financial, and new business growth targets.
• Stay informed on assigned customers’ strategies, financials (where available), growth performance, market focus, product development plans, position relative to their competitors and other relevant customer intelligence.
• Provide strategic counsel and reporting to Vantedge leadership on market trends, product opportunities, and industry developments.
• Monitor and assess customer demand patterns/forecasts and provide direct input to the monthly/quarterly financial forecasting process.

Business Development:

• Fully understand and execute the Vantedge go-to-market (GTM) strategies through a strong partnership with Marketing, Leadership, Commercial and cross-functional peers.
• Develop a deep understanding and be proficient at communicating Vantedge capabilities, strengths and related product and market applications.
• Develop and execute targeted new business development strategies to maximize new business growth opportunities and wins associated with both new and existing customer products, upselling and cross-selling where possible, and across all relevant customer divisions and teams.
• Directly support the quoting team/process, as the customer liaison for necessary information related to forecast, specifications, criteria, target/market pricing, keys to win, and other information as needed.
• Provide pricing strategy recommendations to balance and enable achievement of both Vantedge financial targets and winning proposals.
• Develop and deliver compelling new business quotes, formal proposals and presentations, as needed, to secure new business.
• During the pursuit of new business deals, fully understand the customer decision making process, all key stakeholders, and actively ensure of alignment toward the Vantedge solution.
• Seek and deliver targeted opportunities to host customer ‘tech fairs, or ‘lunch and learns’ to broaden awareness of Vantedge capabilities/strengths, in alignment with Account growth plan and GTM strategies.
• Actively engage with Vantedge leadership and cross-functional partners to execute a team approach to winning new business.
• Actively and accurately maintain the CRM system with all growth pipeline opportunities, stages, probabilities, values, contacts, next actions, and customer communications throughout the deal life cycle.
• Maintain KPIs and reporting of activities as required.
• Represent the company/brand at industry events, trade shows and speaking engagements, utilizing each as opportunities for customer relationship development, selling and lead generation.
• Collaborate with leadership and other Commercial team members to assist in the ongoing development and improvement of commercial processes and growth strategies.
• May be required to perform Business development activities and achievement of growth targets beyond primary assigned customers or territory.

New Production Introduction and Sustaining Manufacturing Support:

• As a Commercial partner, team with the Vantedge new product introduction teams, and sustaining production teams, to ensure of proactive and effective two-way team customer communication, and customer alignment, throughout the new project execution, ramp to production and sustaining manufacturing.

Qualifications:

• 10+ years of experience in global account management, with a proven track record of managing and growing large accounts in the medical device manufacturing industry.
• Bachelor’s degree in Business, Marketing, or related field. A degree in an engineering discipline is a plus.
• Experience representing, or working directly in, medical device component, or assembly, manufacturing environments.
• Deep understanding of the medical device manufacturing sector, including regulatory requirements and market dynamics.
• Experience managing and maintaining CRM systems (e.g., HubSpot, Salesforce.com)
• High proficiency of MS Office software.
• Excellent communication and interpersonal skills.
• Strong analytical and problem-solving skills.
• Ability to work in a fast-paced, dynamic environment with a high degree of adaptability.
• High proficiency in reading, writing, and speaking English.

Preferred Qualifications:

• Master’s degree in a related field.
• Proficiency in project management tools and software.

Behaviors & Competencies:

• Consistent alignment with, and modeling of, the Vantedge Values: Customer Focus, Agility, Collaboration, Integrity, Innovation & Ownership
• Help to create a fun and healthy work environment.
• Always seek to add value and be part of the solution, to both internal and external stakeholders.
• Exhibit a competitive drive and desire to win.
• Exhibit strengths in the following areas; Teamwork, Communication – written and verbal, Public Speaking , Conflict resolution, Active listening, Strategic Thinking, Team Leadership , Coaching & Development, Financial Acumen, Problem-Solving

Other:

• Uses training tracking system(s) and ensures training requirements are up to date on a regular basis.
• Adheres to company Code of Conduct Policy.
• Up to 75% travel required.

Note: This job description is intended to convey information essential to understanding the scope of the position and is not exhaustive. Duties and responsibilities may evolve over time in accordance with business needs.

Benefits:

• This role will provide a competitive base plus 20% bonus
• Medical – Dental – Vision – Life Insurance
• Vacation and Sick Pay
• 401k
• This role will include competitive market rate base salary plus annual bonus

Company DescriptionVantedge Medical is a proven partner to Medical Technology OEMs. For more than 40 years, we have been manufacturing a full suite of expert-level solutions from complex machining and stamping to the manufacturing of complete assemblies for growing markets including Robotic Assisted Surgery (RAS), Orthopedics, Surgical Instruments and Components, Dental implants, and more.

Vantedge Medical’s seasoned professionals shorten global supply chains while improving value for our many OEM partners. As a mature Development & Manufacturing Organization, our teams specialize in Electromechanical Assembly, Precision Machining, Sheet Metal Fabrication, and Rapid Prototyping & Engineering Solutions. Our 550,000+ sq. ft. of combined manufacturing space offers a broad spectrum of manufacturing capabilities and flexibility for most levels of mechanical integration.Company DescriptionVantedge Medical is a proven partner to Medical Technology OEMs. For more than 40 years, we have been manufacturing a full suite of expert-level solutions from complex machining and stamping to the manufacturing of complete assemblies for growing markets including Robotic Assisted Surgery (RAS), Orthopedics, Surgical Instruments and Components, Dental implants, and more.\r
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Vantedge Medical’s seasoned professionals shorten global supply chains while improving value for our many OEM partners. As a mature Development & Manufacturing Organization, our teams specialize in Electromechanical Assembly, Precision Machining, Sheet Metal Fabrication, and Rapid Prototyping & Engineering Solutions. Our 550,000+ sq. ft. of combined manufacturing space offers a broad spectrum of manufacturing capabilities and flexibility for most levels of mechanical integration.

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