Overview




Position Summary



The Strategic Account Director will be responsible to maintain and grow relationships within strategic customers in a geographic region to achieve sales goals and strategic account objectives. The Position may be responsible to extend beyond a 'geography' to build continuity within an account or leverage existing relationships. This position will also be responsible to identify and build relationships with other potential customers including start-ups and other medical device OEMs in their region. The Position will typically promote the entire range of company capabilities and will lead the customer account planning cycle to ensure customer needs and expectations are being met.

Responsibilities




Essential Job Functions

• Establish productive, professional relationships with key personnel at all levels within customer accounts
• Coordinate the involvement of appropriate Cretex Medical personnel, including operations, customer service, sales, quality, engineering, and management resources, to support company performance objectives and meet customers' expectations. Escalate issues to executive team and business unit or Cretex level as appropriate
• Support the operating units in meeting assigned targets for profitable sales volume and strategic objectives in assigned accounts
• Participate in and support the strategic account planning process to develop mutual performance objectives, forecasts, financial targets, and critical milestones in support of the five-year strategic plan
• Proactively assess, clarify, and validate customer needs on an ongoing basis and promote solutions that best address customer needs
• Work with key personnel within the various operating companies to provide timely proposals and quotations to the customers.
• Act as the point person for customer negotiations on pricing to ensure that deadlines are met
• Coordinate and participate in business reviews with assigned accounts including performance, opportunities and forecast review
• Analyze industry trends and strategic direction
• Be aware of competitor's activities within the assigned accounts and how to position against them
• Follow-up in a timely manner on new business opportunities, projects, and quotations to close sales opportunities with strategic accounts
• Provide excellent communication to internal stakeholders via standard work including weekly activity updates, updating quote logs, maintaining CRM tool, and maintenance of an on-going call planning calendar
• Schedule and coordinate customer sales calls, customer visits, conference calls, WebEx's, etc. with the various operating units as required
• Participate in industry tradeshows as required
• Adhere to an annual sales expense budget for travel, entertainment, etc. for assigned territory and remain within the targeted budget
• Assist quality as requested to help coordinate resolution of customer complaints
• Assist finance as requested to help coordinate and resolve accounts payable issues with customers in a timely manner
• Support and comply with the company Quality System, ISO, and medical device requirements
• Read, understand, and follow work instructions and standard work
• Partner with other business segments: engineering, quality, and finance
• Understand customer needs and the core business markets we serve
• Ensure business systems are implemented, maintained, and functioning properly
• Participate in required company meetings
• Participate in the Operational Excellence Program
• Complete all other work duties as assigned

• Bachelor's Degree in business, engineering, or technical field
• 10 years of experience in direct technical sales
• 7 years of experience in medical device contract manufacturing sales
• Demonstrated ability to plan schedule, work independently and operate with a high degree of integrity
• Able to travel to customers, prospects and events at least 50% of the time
• Direct hands-on familiarity with manufacturing systems is highly desirable
• Ability to effectively communicate orally and in writing with customers, co-management, and other company personnel
• Ability to write clearly understandable reports and business correspondence
• Ability to read, analyze and interpret general business periodicals, technical procedures and governmental regulations
• Ability to calculate figures and analyze sales data
• Ability to solve practical problems, resolve issues and deal with a variety of variables in situations where only limited standardization exist
• Ability to interpret instructions furnished in written, oral, diagram, or schedule form
• Microsoft Office proficiency (Outlook, Word, Excel, PowerPoint, Publisher)
• Clear and effective verbal and written communication skills
• Attention to detail
• Organizational skills
• Ability to work in a fast-paced team environment
• Ability to prioritize and multitask

• Experience in the Orthopedic, CRM and Interventional markets