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Enterprise Sales Executive

2 months ago

Somerset, New Jersey, United States Demant Full time
About the Role

This position will support Demant's industry leading growth through the cultivation of relationships with Demant's largest key partners and other business entities. The primary responsibility is to develop and grow Demant's revenue with assigned strategic partners through the sales team. Through the delivery of best-in-class customer experience, the National Account Manager will serve as the advocate for partners to Demant's account managers, sales teams, marketing teams, customer experience teams, and IT teams, as well as externally to the partner on behalf of Demant, in order to firmly secure our position as a leading manufacturer.

Key Responsibilities
  • Business Development and Strategy
    • Consultative selling, enterprise and value program selling, business strategy
  • Partner Management
    • Own the success of roughly 3-5 partnership relationships within buying groups, strategic partners, hospitals, and/or large medical groups
  • Contract Management
    • Contract management for partners, hospitals, Medicaid, Voc Rehab and Non-profit organizations as assigned
  • Accountability and Performance Management
    • Partner accountability in reaching sales targets, enterprise solutions and business strategy including target setting, goal tracking, analytics, communication, driving accountability
  • New Business Development
    • Targeting new accounts for incremental business partners with both Demant account managers and partner sales staff to strategize on business development within assigned partner relationships to meet the sales projection
  • Promotion Management
    • Generate ideas for promotions
    • Coordinate with partners
    • Analyze results
  • Contractual Agreements
    • Identify opportunity, evaluate financial package, and manage KPIs for customer contractual agreement within the strategic partner groups
    • Review initial finance documents from potential contractual customers
    • Create and manage contractual modeling template and ROI calculators
    • Edit and review draft supply agreements, guaranty and other necessary documents
    • Conduct Financial Due Diligence through review of Business Plans, P&L, tax, and other financial documents
  • Subject Matter Expertise
    • Serve as internal subject matter expert for partners assigned
      • Internal resource focused on educating staff about partner programs, training modules for LMS, ways of working, etc.
      • Resource for field and inside teams regarding partners and programs
      • Develop and deliver regular communications cadence through updates, monthly/quarterly update calls
      • Issue resolution & escalation, troubleshooting, etc.
    • External Subject Matter Expertise
      • Serve as external subject matter expert for our partners assigned to you
        • Interface externally throughout all levels of partner staff to advance Demant as partner of choice
        • Weekly, monthly, quarterly communication
        • Quarterly Business Review creation, support, and follow-up
        • Support Key Initiatives with Partners which includes, finance opportunities
      • Customer Experience
        • Deliver best-in-class customer experience
        • Develop and/or improve key processes to ensure ease of doing business with Demant
        • Drive and support product introductions and unique materials required for partners (private label, punch-out systems, etc.)
        • Ensure timely payment to partners and partner members (reimbursements, rebates, etc.) based on contracts
        • Ensure the accurate and timely submission of price sheets and any required contract documents to partners on a regular basis
      • Competitive Intelligence
        • Gather and curate information related to competitive landscape in partner channels (competitors, pricing, programs, etc.)
      • Support Functions
        • Support budget management with regards to partners events, training and promotions
        • Support management team with various initiatives
        • Ability to travel up to 30%
      Requirements
      • Bachelor's degree or higher is required
      • 3-5 years industry experience (preferred)
      • 3-5 years in client-facing role such as sales or key account management
      • Effective communication skills across internal and external teams, including written, verbal and presentation skills
      • Intermediate knowledge of business tools (PPT, Excel, etc.)
      • Successfully engage with all levels of individuals to build relationships, lead teams and influence others
      • Proven ability to accurately assess a situation and solve complex problems
      • Drive execution of objectives in a thorough, detail, compliant manner
      • Work independently to set priorities, goals, and timetables to achieve maximum productivity