Strategic Account Manager - Cardiovascular

This is a dynamic, customer-facing, account relationship and retention role that requires proactive communication and strategic discussionsfrom the clinical professional tothe C-Suite level. The Strategic Account Manager (SAM)is responsible forproviding astrategicapproach to developingglobalcustomer relationships while delivering processes and best practices to our largest and most valuable customers. This roleownsa select number of TOPstrategiccustomersandensuresgrowth greater than the marketrateleveragingour rangeof productsand services.

Essential Job Duties and Responsibilities

• Sales growth - Meets monthly,quarterlyand annual assigned sales quotas for revenue growth and strategicobjectivesin assigned territory or assigned accounts.

• StrategicAccountManagement-Mapsout Key Account organization and develops relationships with key decision makers to understand what isrequiredto add value, win new business, and exceed expectations. LeadsNordson’sstrategicobjectivesand account planning process forthe Keyaccountsto include revenue targets and performanceobjectivesover short and long-term duration.

• Is strong customer advocate and informs and educates Nordson Medical business units with what isrequiredto win new business.

• Establishes consultative, productive, and professional relationships with customersgloballyandinfluenceskey stakeholders and C-level executives who occupy the primary buying position.

• CommunicatesNordson Medical’s value proposition for both products andserviceandis a trusted advisor to the customer.

• Leads communication efforts betweenthe selected accounts and Nordson Medical business units,establishingrecurring calls, business reviews, and visits.

• Proactively assesses, clarifies, andvalidatescustomer/prospective customer needs on an on-going basis.

• Coordinates the involvement of company personnel, including support, service, and management resources, to meet account performanceobjectivesand customer/prospect expectations.

• Provides customer feedback for productdevelopmentrepresenting the voice of the customer as needed.

• Manages and develops theRegional Account Managers around the world to support retaining and winningbusinesslocally.

• Supports the division with insight and analysis on market development and other strategies to drive profitable growth

• Attends state, regional, and national trade shows asappropriate.

• Performs other related duties as assigned.

Account Management

• Relationship-building with key stakeholderson a global levelthroughout the account lifecycle.

• Serve as the single, globalpoint of contact for all things Nordson Medical.

• Serve as the escalation point and manager of support and service escalations.

• Ability to network across an organizationglobally;establishrelationships with keyinfluencers anddecision makers.

• Provide reporting to cross-functional areas and senior management

• Provide detailed summaries of the overall needs,healthand key issues of the supported customers.

• Provide periodic health checks and business reviews to key customer stakeholders; review metrics, articulating areas of strength, and developing programs for improvement and/or remediation opportunities.

Accountabilities and Performance Measures

• Sets and delivers customer aligned long-term growth objectives

• Achieves assignedannualsales quotafor the global parent accounts.

• Protects core business and minimizes erosion due to deliberate and tenable to results actions

• Meets andmaintainscompany expectations for average sales pricing and profitability.

• Develops leads for new product or business development opportunities aligned with the organizational strategy.

• Maintains high customer satisfaction ratings that meet company standardsandcustomer’sexpectations.

Education and Experience Requirements

• Bachelor'sdegree in engineering or business with demonstrable technical acumen.Master'sdegreein business administrationis preferred.

• Clinical capital equipment sales, clinical training andorpractitioner experience is a strong plus

• An ability to think critically and strategically while considering the needs of both the customer and company.

• Minimum of10years of proven successfulsales leadershipincardiovascular;and ideallycardiac surgery,marketspaceoramix of sales and other preferredindustryexperience is acceptable.

• Prior people leadership experiencerequired

Skills and Abilities

• Expert knowledge and application of strategic, tactical, and consultative selling principles in a complex sales environment.

• Strong analytical skills, including market strategy, customer requirements and success factors, and a value-based selling process.

• High levelof drive andability to influence and make things happen.

• Advanced communication skills, both verbal and written, with the ability to create impactful presentations.

• Negotiation, contracting, and problem-solving skills.

• Proven relationship building skills withdemonstratedknowledge of territory development and customer retention (by phone and in person).

• Strong organization and planning skills withan attentionto detail and accuracy.

• Mustpossessa thorough understanding ofwork-relatedstandards and regulations, including but not limited to Standard Operating Procedures (SOPs) and Quality System Regulations (QSRs), both US and international.

• Demonstratedproficiencyutilizingthe Web, MS Office, Salesforce, and/or other CRM tools.

Working Conditions and Physical Demands

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed above are representative of the knowledge, skill, and/or abilityrequired. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.