Strategic Account Manager

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Oak Brook, IL, US

3 days ago Requisition

Salary Range: $ To $ Annually

Total Target Earnings are composed of base salary + target incentive. Target Earning potential is $125,000-$200,000 annually. Total compensation may be higher or lower dependent upon individual performance.

What we're looking for:

RSNA is a global professional society serving medical imaging professionals in more than 160 countries. The Society hosts the world's largest medical imaging scientific meeting and publishes six leading peer-reviewed journals.

RSNA is building a new Business Development function and is seeking an experienced Strategic Account Manager to develop and grow relationships with radiology private practice groups, hospitals and academic institutions. This is a founding role responsible for building a portfolio of strategic relationships from the ground up, establishing senior-level relationships, identifying organizational needs and selling RSNA products, services, bundles and future solutions.

The role will focus on these key objectives:

• Identifying and building strategic relationships with leadership at radiology private practice groups, hospitals and academic institutions
• Serving as the voice of the customer by translating organizational needs, operational challenges and emerging opportunities into recommendations for future products, services and business growth
• Generating revenue through sales, renewals and expansion and achieving sales targets

The Strategic Account Manager will work closely with internal product managers and a commercial analyst to identify market needs, shape offerings and bring solutions to market. The portfolio will initially focus on U.S.

-based independent radiology practices, large regional and multi-state radiology groups, hospitals and academic institutions.

Target Earnings pay is only one component of RSNA’s compensation package, which includes outstanding medical/dental benefits, incredible long-term savings benefits, generous time off (including a week-long Winter Break), paid parental leave and more.

This job might be for you if you're interested in:

• Building a new enterprise sales portfolio and approach from the ground up.
• Creating trusted relationships with senior and administrative leaders.
• Using consultative sales and customer discovery to shape products as well as generate revenue.
• Working in a mission-based organization with a global role in radiology and medical imaging.
• Joining a collaborative environment with strong benefits, work-life balance, and professional development opportunities.

What you'll do:

Build relationships and understand customers

• Build and own a portfolio of prospective accounts by identifying, qualifying and prioritizing organizations, contacts and opportunities.
• Establish trusted relationships with executive, clinical, operational and administrative decision-makers at practice groups and hospitals and maintain regular strategic engagement.
• Conduct customer discovery to understand business priorities, buying criteria, budget cycles and unmet needs.

Shape solutions and market strategy

• Serve as the voice of the customer by translating market insights into clear recommendations for future products to serve the enterprise level of the practice or institution.
• Partner with a commercial analyst and product managers to identify market needs, assess opportunities and shape solutions.
• Develop business cases and communicate the value of RSNA solutions to multiple stakeholders within practice groups and hospitals.

Drive sales and account growth

• Create and execute account plans that generate new opportunities, support revenue growth and build a sustainable pipeline.
• Sell RSNA products and services through a variety of ways such as enterprise agreements, group membership, customized bundles, pilots and a la carte purchases.
• Own the full account lifecycle, including prospecting, proposals, presentations, negotiations, contracting, onboarding, renewal and expansion.

Manage and grow the business

• Maintain accurate account, contact, activity, pipeline and forecast information.
• Provide revenue forecasts, market intelligence and recommendations on target markets, product gaps and growth opportunities.
• Coordinate with product development, finance, marketing and other internal partners to support implementation and account success.
• Represent…