Corporate Account Manager - Northeast Job Durham area,North Carolina USA,Sales

Overview

The Corporate Account Manager's main mission is to establish and develop long‑term business relationships with Integrated Delivery Networks (IDN), Health Systems, VISNs and other key accounts within a defined geographical region in order to sustainably achieve high performance in terms of customer satisfaction, revenue and profitability.

Responsibilities

Establish strong relationships with key stakeholders at assigned key accounts.

Assess, clarify, validate and quantify the customer's existing and unmet needs on an ongoing basis.

Prospect, develop and implement strategies to penetrate IDN and VISN customers to grow total business value throughout customer network.

Work cooperatively in a matrix environment with local sales teams, regional business managers, MELs and other colleagues in order to advance and close opportunities system wide.

Develop an Account Plan with a two-to-three year ambition for revenues and profitability in coordination with the local sales teams and key customer stakeholders.

Review and align on key projects and priorities with the customer. Identify and lead the resources and KPIs needed to meet the mutually identified objectives.

Proactively lead the execution of the plan with customer inputs where appropriate.

Negotiate and implement Master Supply Agreements, terms and conditions, pricing, etc. for the assigned customer and key accounts as required.

Ensure the compliance of business activities meet the most stringent requirements of legal and ethical standards and current company policies.

Ensure customer knowledge is available and shared by maintaining customer records in accordance with company guidelines and tools.

Organize and lead regular internal and customer facing business reviews to monitor performance, uncover new opportunities, and identify and implement corrective actions as needed.

Support and participate in relevant conferences, trade shows and symposia in coordination with sales leadership and marketing.

Perform all work in compliance with company quality procedures and standards.

Perform all other duties as assigned.

Education and Training

Bachelor's degree required in Business, Life Sciences, Social Sciences, or a related field.

Experience

Requires 7+ years of professional related experience which may include

Proven success in In vitro Diagnostic (IVD) Capital Equipment sales experience
Health System, National Accounts and IDN contract sales experience
Sales management experience
Experience in business-to-business and/or corporate account sales experience with strong understanding & integration of the strategic selling process and contract management
Successful experience in territory sales and full knowledge of the product line(s) and applications.
Demonstrated ability in meeting and exceeding defined goals and KPI's while gaining market share and driving profitable growth

Key Skills

Functional skills including critical thinking, adaptability, time management, communication, problem-solving and digital literacy.
Leading without authority through influence and guidance of others towards a common goal by using expertise, persuasion, and personal qualities to inspire action.
Business acumen to understand how a business operates and how to make it successful.
Understand complex information and interpret it accurately, often requiring critical thinking and analysis to grasp the full picture.
Manage and meet competing deadlines, requiring careful prioritization and time management to ensure all tasks are completed on time.
Critical thinking, using logic and reason to analyze information and make decisions in the workplace.
Make timely decisions by quickly choosing effective solutions in high‑pressure situations for optimal outcome.
Priority setting that align with business objectives.
Thriving in a fast‑paced environment by managing tasks, multitasking, and adapting quickly to maintain productivity.
Organizing work and resources efficiently to ensure smooth operations.
Planning objectives and strategies to achieve them within a set timeline.
Practicing time management to allocate tasks, balance priorities, and meet deadlines efficiently.
Drive for Results:
Drive for Results while…