Strategic Account Director

Company: Tecomet, Inc.
Location: Wilmington
Posted on: October 19, 2020

Job Description:

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 accounts.

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 performance metrics.

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 customer expectations.

--- 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 future periods.

--- Meets specific targets for sales, gross margin, opportunity pipeline expansion, and strategic objectives for assigned accounts

--- 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 personnel.

--- 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 techniques.

--- Visits all global Tecomet and customer facilities as needed.

--- 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 services.

--- Leads annual/quarterly business review activities with customer and supports regular review of state of the business relative to the Account.

--- 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 Tecomet facilities.

--- 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 policies.

--- 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 locations.

--- Travels on average 50% of the time to all divisions and locations of Tecomet and Strategic Account.

Qualification Requirements

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 experience preferred.

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 Heiman)

--- 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