Account Manager Medical Device

5 days ago

Chaska, Minnesota, United States Integer Holdings Corporation Full time
Job Summary

The primary objective of this role is to drive revenue growth and profitability of assigned accounts. This involves retaining existing revenues, identifying, qualifying, and closing new business opportunities to enhance the reputation and business relationship between customers and Integer.

Key Responsibilities
  1. Adhere to Integer's values and all safety, environmental, security, and quality requirements, including Quality Management Systems (QMS), Safety, Environmental and Security Management Systems, U.S. Food and Drug Administration (FDA) regulations, company policies, and operating procedures.
  2. Drive revenue and future growth pipeline of assigned accounts; identify and acquire new opportunities while growing and preserving business within existing accounts.
  3. Implement a value-based selling process to increase commercial success while maximizing price and profitability.
  4. Develop and implement account and territory plans in alignment with broader account and product category strategies; collaborate with other Account Managers to ensure cohesive customer approaches and coverage.
  5. Accountable for meeting/exceeding sales goals for defined territory, including revenue growth, identifying and prioritizing opportunities, securing resources, executing sales strategies, and pull-through tactics to meet planned and company objectives.
  6. Responsible for identifying, engaging, and maintaining relationships with key influencers/decision makers through active customer involvement. Primary call points are Customer Directors and Managers.
  7. Keep informed on new products, services, and other general information of interest to customers, through successful completion of Sales Training, shop floor experience, local training, and self-study.
  8. Stay informed of customer business opportunities, account changes, current conditions, future prospects, active measurements, and competitive landscape to protect and grow revenue.
  9. Work closely with Customer Success Team to define and track customer key performance indicators (KPIs) and help ensure service levels for assigned accounts are met.
  10. Work closely with Applications Engineering Team to support commercial opportunities and/or resolve customer design, technical, or engineering challenges timely.
  11. Provide input and adhere to critical commercial processes to enhance effectiveness and efficiency, metrics & KPIs, and business review cadence within commercial team.
  12. Perform account business reviews with Integer's leadership team.
  13. Continually develop knowledge related to company strategy and capability, including customer and industry trends.
  14. Responsible for maintaining expenses within budget.
  15. Responsible for generating required reporting.
  16. Perform other duties as required.
Requirements

Education & Experience:

  • Minimum Education: Bachelor's Degree in Business, Marketing, or related discipline.
  • Minimum Experience: 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 in selling components, sub-assembly, and/or finished goods in technical solutions selling environment. Completion of formal sales training program(s) a plus.
Skills & Competencies

Sales/Marketing Knowledge/Skills:

  • Deep understanding of medical device and/or contract manufacturing industry.
  • Strength in sales call planning/execution and sales opportunity development.
  • Effectively call on mid-level management of major OEM medical manufacturers and across multiple functions (Operations, Engineering, Marketing).
  • Analyze, understand, and effectively communicate technical material.
  • Assess financial impact of deals and opportunities.

Values and Leadership Competencies:

  • Teamwork: Proven ability to work collaboratively with and influence peers and management.
  • Align Stakeholders: Address potential resolutions to customers and internal stakeholders and find ways to partner to move work forward.
  • Prioritize Focus: Ability to translate strategy into tactical implementation and motivate others to execute on the strategy.

Personal/Professional Competencies:

  • Communication: Strong interpersonal, presentation, and organizational skills.
  • Time/Project Management: Effectively manage multiple, significant activities and respond to changing priorities with minimum disruption.
  • Self-directed: Disciplined, process-focused approach to managing personal workload; ability to work without day-to-day supervision.
  • Work Ethic: High results-oriented and high tolerance for ambiguity.
  • Problem Solver: Able to drive problem resolution in challenging situations.
  • Computer skills: Proficiency in Outlook, Excel, Word, PowerPoint, and all web-based applications.

Other: Individual contributor; no direct reports. Field-based position with home or Integer facility-based office. Travel: Approximately 50%.

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