Strategic Account Manager

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 customers 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 accounts 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 Managers 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 administration 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 retention (by phone and in person). 

• Strong organization and planning skills with an attention to detail and accuracy. 

• Must possess a thorough understanding of work-related standards and regulations, including but not limited to Standard Operating Procedures (SOPs) and Quality System Regulations (QSRs), both US and international. 

• Demonstrated proficiency utilizing the Web, MS Office, Salesforce, and/or other CRM tools. 

Working Conditions and Physical Demands 

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed above are representative of the knowledge, skill, and/or ability required. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.