Responsible for management and growth of a specific territory on the East Coast (as determined by PCI). There will be a strong focus on Strategic Accounts as well as the New England territory. This position will work with senior leaders in both PCI and client organizations. The primary duties are to achieve the annual Sales Target by developing and maintaining business relationships with current and prospective clients.
- Manage accounts within sales territory while achieving annual sales and revenue target.
- Update Salesforce on a daily basis detailing activity with current and prospective clients along with setting up individual project opportunities.
- Prepare monthly reports from Salesforce detailing activity with current and prospective customers.
- Develop and maintain business relationships with current and prospective customers.
- Participate in tradeshows, exhibits, clinical Seminars, client events and professional organizations.
- Organize and participate in customer and potential customer visits.
- Maintain an acceptable level of knowledge of PCI's service offering, industry technology and trends, and customer and competitor capabilities.
- Manage personal expenses to meet budgeted allowances.
- Works closely with the PCI team when responding to a Request for Information and or Proposal (RFI/RFP) to inform them of market conditions, pricing issues and the current competition on the program
- Probe for "cross sell" opportunities and forward lead to appropriate sales counterpart for follow-up. Provide documents to internal teams necessary for Quote preparation, credit checks, safety hazard reviews, etc.
- Lead and Prepare client QBR's bringing in the internal team members as needed.
- Assist the Finance team when required with Accounts Receivable.
- Represent BD in special projects and strategic initiatives.
- Regular travel to PCI sites and Client meetings.
- Develop Strategic Account Plans for the retention and expansion of strategic accounts, including utilizing and directing PCI resources. As well as develops Key Performance Indicators which are in alignment with client values, culture and spend, and match PCI's values, cultures and revenue targets.
- Seeks to identify continuous improvement opportunities with key stakeholders within each Strategic Account, utilizing support from internal PCI resources as appropriate, delivering realized value to both PCI and client account and creating influence within the organization.
- Establishes regular consultative contact with key stakeholders and opinion leaders, to ensure proactive identification of key issues, corporate objectives and business trends.
- Manages and maintains high customer satisfaction standards, where applicable, ensuring that the client perceives industry leading value and customer service is being received at all times.
- Builds and maintains high-level business relationships at multiple levels within the Strategic Account organization, aspiring towards Executive level relations.
- Works with PCI Executive Team to foster a collaborative relationship with Strategic Accounts' Executive Teams.
- Leads the process of creating, negotiating and approving CDAs, MSAs and Quality Agreements with all accounts.
- Serve as a trusted advisor and thought partner to clients.
- This role may have responsibility for managing an Associate Director and/or additional Business Development team members.
