Strategic Account Director
Company: Tecomet, Inc.
Posted on: October 19, 2020
The Strategic Account Director develops, maintains and expands
relationships with strategically important large customers and is
responsible for strategic growth planning and execution with
assigned accounts. Assigned to one to two named customers, the
Strategic Account Director is responsible for setting and achieving
the global sales and profitability objectives for assigned
accounts. The Strategic Account Director represents the entire
range of company products and services to assigned accounts, while
leading the account planning cycle and ensuring the customer's
needs and expectations are met by Tecomet. The Strategic Account
Director leads the oversight and compliance with any relevant
long-term agreements, as well as global pricing with assigned
The Strategic Account Director reports to the Executive Vice
President of Sales, Marketing and Business Development.
The role requires the above to be accomplished within Tecomet's
principles of continuous improvement, customer driven innovation
and a win first culture, while meeting company financial and other
Essential Duties and Responsibilities:
--- Acts as "single point of contact" for all customer activities
across global Tecomet and customer sites.
--- Coordinates and engages the company's combined resources
(including BDM's, Customer Service, Operations, Quality, Product
and Program Management) to assure a unified approach to solving the
customer's needs and meet account performance objectives and
--- Develops relationship maps, identifies important new
relationships, and establishes productive, professional
relationships with key personnel in assigned customer accounts.
--- Proactively assesses, clarifies, and validates customer needs
on an ongoing basis.
--- Leads technical and business solution development efforts that
best address customer needs, while coordinating the involvement of
all necessary company personnel.
--- Provide global oversight / coordination of Tecomet facility
interaction with customer.
--- Proactively leads a joint company-strategic account planning
process that develops mutual performance objectives, financial
targets, and critical milestones for current year, and multi-year
--- Meets specific targets for sales, gross margin, opportunity
pipeline expansion, and strategic objectives for assigned
--- Works closely with Customer Service teams to ensure customer
satisfaction and timely problem resolution.
--- Establishes professional customer/supplier relationships with
appropriate customer personnel in various functions, including but
not limited to purchasing, engineering, manufacturing, quality
assurance, business development, senior management, and other key
--- Report status of projects and interaction with customers to
Senior Management, Operations, and other functions as needed.
--- Creates and maintains a sales funnel or pipeline of
opportunities in salesforce.com, detailing all future major
opportunities / projects and their value, status and timing.
--- Deploys Tecomet sales process tools such as pre-call plans,
trip reports, call debriefs, and other required account management
--- Visits all global Tecomet and customer facilities as
--- Directly manages account activity for any customer
facilities/locations without local Tecomet support.
--- Supports activity for all Tecomet product offerings, including
implants, instruments, and cases & trays, as well as all related
--- Leads annual/quarterly business review activities with customer
and supports regular review of state of the business relative to
--- Develops and executes strategic plans, value propositions, as
well as tactical plans to maximize revenue growth and profit
contribution across the Account.
--- Engages with all levels of management and customer to service
and sell Tecomet products, promoting the capabilities of all
--- Gathers market and target pricing information to guide Tecomet
quoting process, and works with Product Management to develop
winning proposals while meeting Tecomet pricing guidelines and
--- Leads discussions and negotiations to enter into and/or
maintain strategic long-term agreements and master supply contracts
with related inventory management, cost reduction, and price and
rebate provisions (i.e. VMI, LTA, MSA, CIP's, VAVE).
--- Maintains regular communication and works closely with BDM's
who cover geographic account locations, and coordinates activities
with VP of Sales.
--- Provides data, develop presentations, and delivers report outs
of major projects, key metrics, account plans and other reporting
requirements for the Executive Leadership Team (ELT) and Board of
Directors (BOD), as needed.
--- Maintains key contact location chart for global customer
--- Travels on average 50% of the time to all divisions and
locations of Tecomet and Strategic Account.
Education / Experience:
--- Bachelor's degree (preferred) plus minimum 5-10 years'
experience in consultative role selling technical products and
solutions in a B2B environment.
--- Large corporate account management and medical device
Knowledge, Skills, and Abilities:
--- Highly proficient in Microsoft Office
--- Proficient with CRM tools (such as sfdc or similar)
--- Familiar with structured sales process (Sandler, Miller
--- Excellent communication and interpersonal skills
Equal Opportunity/Affirmative Action Employer/Protected
Veterans/Disabilities/Drug Free Workplace
Keywords: Tecomet, Inc., Boston , Strategic Account Director, Executive , Wilmington, Massachusetts
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