Strategic Account Manager

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Full Time Sales Indianapolis, IN, US

5 days ago Requisition

POLARIS Laboratories, LLC

Position Description

Position Title :

Strategic Account Manager

FLSA Designation :

Exempt + Commission

Department :

Location:

Reports to :

Director of North American Sales

Position Summary:

The Strategic Account Manager (SAM) is responsible for developing long-term relationships with a defined portfolio of territory assigned customers by maintaining continuous contact with executive management, distributors, sale management and key influencers. This position will also serve as a liaison between customers and cross-functional internal teams to ensure the timely and successful delivery of our solutions and results that meet and exceed customer expectations and needs at all touchpoints.

Each Strategic Account Manager (SAM) will work alongside the Customer Experience team to achieve POLARIS Laboratories, LLC territory sales goals and profitability objectives in their designated territory. The SAM will use  and other internal systems to strategize and record success. SAMs will identify product category volume and establish profitability objectives utilizing the appropriate SOW. SAMs are expected to use Teams meetings and travel to interact with new and prospective customers as well as utilize conventions to prospect and engage with existing customers.

At POLARIS Laboratories, LLC SAMs will identify new opportunities for business in existing accounts by using Data analysis comment codes, , Program Enrichment Reviews, and Marketing leads.

In addition, SAMs will identify development potential in top accounts by increasing testing compliance, suggesting new testing, and offering sampling accessories to help the customer realize greater impact from its fluid analysis programs. SAMs will pursue timely growth opportunities within customer accounts and execute traditional quote development to advance those opportunities.

Accountable for all business outcomes for specified territory and accounts, SAMs will be a problem-solving, results-focused, detail-oriented, task-driven, team member who is comfortable juggling multiple projects in a deadline-driven, continuously changing environment. This position will report directly to the Director of North American Sales and is part of the company’s sales team.

ESSENTIAL FUNCTIONS

Weight of associated position responsibility, duty or task to successful performance:

20%

Understand Organizational Priorities

• Serve as point of contact to executive leadership of customers in defined territory
• Conduct quarterly Program Enrichment Reviews for account generating 70% of territory revenue.
• Prepare recommended improvements for customer and company using quarterly reviews.
• Identify and submit continuous improvement ideas.

25%

Account and Opportunity Planning

• Work with the AM to establish strategic account plans
• Create strategic and implement plans for top accounts producing 70% of revenue
• Input incoming/outgoing calls/email and update leads/open opportunities in SFDC (daily)
• Target new business from accounts over $100k, including cold calls and customer referrals
• Contribute to development of growth quota for existing line of business (territory)
• Recruit companies and sponsors for annual Customer Summit

20%

Joint Solution Development

• Assess/ validate customer needs and opportunities for additional programs/tests/services
• Support onboarding introduction through collaborative efforts with customer service
• Create and demonstrate value of fluid analysis with customer
• Maximize user adoption and compliance
• Up-sell and cross-sell POLARIS Laboratories services
• Responsible for evaluating pricing increase yearly (Jan)

10%

Cross-Functional Account Team Leadership

• Collaborate with Customer Experience, technical Business Consultants and Marketing
• Advise internal team members customer needs and expectations
• Administration, project management, campaign and team support

25%

Overall Relationship and Outcome Management

• Identify, target, track efforts of potential customers over…