Strategic Account Manager - Cardiovascular

About this role

Nordson Medical , a global leader in Interventional Solutions, Fluid Components, and Surgical Solutions, is seeking an experienced and highly motivated individual to join our team. We are committed to creating a diverse and inclusive workplace, and we are looking for candidates who share that same commitment.

Summary of the role As a member of our team, you will have the opportunity to work in a dynamic and collaborative environment, where your ideas and contributions will be valued and respected.

Job Summary   This is a dynamic, customer-facing, account relationship and retention role that requires proactive communication and strategic discussions   from the clinical professional to   the C-Suite level. The Strategic Account Manager (SAM)   is responsible for   providing a   strategic   approach to developing   global   customer relationships while delivering processes and best practices to our largest and most valuable customers. This role   owns   a select number of TOP   strategic   customer s   and   ensures   growth greater than the market   rate   leveraging   our range   of    products   and services.    

Essential Job Duties and Responsibilities  

• Sales growth - Meets monthly,   quarterly   and annual assigned sales quotas for revenue growth and strategic   objectives   in assigned territory or assigned accounts.  

• Strategic   Account   Management   -   Maps   out Key Account organization and develops relationships with key decision makers to understand what is   required   to add value, win new business, and exceed expectations .    Leads   Nordson’s   strategic   objectives   and account planning process for   the Key   accounts   to include revenue targets and performance   objectives   over short and long-term duration .  

• Is strong customer advocate and informs and educates Nordson Medical business units with what is   required   to win new business.  

• Establishes consultative, productive, and professional relationships with customers   globally   and   influences   key stakeholders and C-level executives who occupy the primary buying position.  

• Communicates   Nordson Medical’s value proposition for both products and   service   and   is a trusted advisor to the customer.   

• Leads communication efforts between   the selected a ccounts and Nordson Medical business units,   establishing   recurring calls, business reviews, and visits.  

• Proactively assesses, clarifies, and   validates   customer/prospective customer needs on an on-going basis.  

• Coordinates the involvement of company personnel, including support, service, and management resources, to meet account performance   objectives   and customer/prospect expectations.  

• Provides customer feedback for product   development   representing the voice of the customer as needed.  

• Manages and develops the   Regional Account Manager s around the world to support retaining and winning   business   locally.  

• Supports the division with insight and analysis on market development and other strategies to drive profitable growth  

• Attends state, regional, and national trade shows as   appropriate .  

• Performs other related duties as assigned.    

Account Management   

• Relationship-building with key stakeholders   on a global level   throughout the account lifecycle.  

• Serve as the single , global   point of contact for all things Nordson Medical.  

• Serve as the escalation point and manager of support and service escalations.  

• Ability to network across an organization   globally ;   establish   relationships with key   influencers and   decision makers.  

• Provide reporting to cross-functional areas and senior management  

• Provide detailed summaries of the overall needs,   health   and key issues of the supported customers.  

• Provide periodic health checks and business reviews to key customer stakeholders; review metrics, articulating areas of strength, and developing programs for improvement and/or remediation opportunities.  

Accountabilities and Performance Measures  

• Sets and delivers customer aligned long-term growth objectives  

• Achieves assigned   annual   sales quota   for the global parent accounts.  

• Protects core business and minimizes erosion due to deliberate and tenable to results actions   

• Meets and   maintains   company expectations for average sales pricing and profitability.  

• Develops leads for new product or business development opportunities aligned with the organizational strategy .  

• Maintains high customer satisfaction ratings that meet company standards   and   customer’s   expectations .  

Education and Experience Requirements  

• Bachelor's   degree in engineering or business with demonstrable technical acumen .   Master's   degree   in business admin i stration   is preferred .  

• Clinical capital equipment sales, clinical training and   or   practitioner experience is a strong plus  

• An ability to think critically and strategically while considering the needs of both the customer and company.  

• Minimum of   10   years of proven successful   sales leadership   in   cardiovascular ;   and ideally   cardiac surgery ,   market   space   or   a   mix of sales and other preferred   industry   experience is acceptable.  

• Prior people leadership experience   required  

Skills and Abilities  

• Expert knowledge and application of strategic, tactical, and consultative selling principles in a complex sales environment.  

• Strong analytical skills, including market strategy, customer requirements and success factors, and a value - based selling process.  

• High level   of drive and   ability to influence and make things happen.  

• Advanced communication skills, both verbal and written, with the ability to create impactful presentations.  

• Negotiation, contracting, and problem-solving skills.  

• Proven relationship building skills with   demonstrated   knowledge of territory development and customer

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