Compensation:Must reside w/ in Territory - PA, NJ, up through NY and New England.The Enterprise Account Manager (EAM) is responsible for managing service, support, account expansion, account management and ongoing relationship development in conjunction with our Enterprise Solutions Executives for Ambry's existing institutional client base. The EAM will complement the needs of multiple departments, share ideas, optimize solutions and programs for institutional clients. The Enterprise Account Manager works closely with clients, commercial sales and implementation to optimize client success with the CARE product in addition to service and support for other current and future Ambry products. Collaboration within Ambry's Sales team is essential for success within this role. Collaborating peers include but are not limited to Account Executives, Area Sales Directors, Field Implementation Managers, Technical Implementation Managers, IT, Software Development, Enterprise Solutions Executives, Enterprise Sales Directors, Marketing and Genetic Science Liaisons.
Duties and Responsibilities:
- Manage, monitor and execute account management within existing institutional client accounts, to drive sustainable and reproducible growth and revenue (User Engagement and Adoption, Workflow Revisions, Integration Build Out, Training, Operational and Clinical Efficiencies, etc.)
- Collaborate with institutional clients on VOC for IT and Software Development of CARE solution
- Collaborate with marketing on establishing KOL's, Clinical Research, Testimonials and Marketing Outreach
- Ensure clients have a strong, layered (multiple levels of Ambry engaging the customer where appropriate), and trouble-free experience with Ambry products and services
- In partnership with the ESE and/or AE, ensure customers are aware of relevant product updates and new products/services
- Collaborate with ESE, AE and ASD to establish CARE Steering Committee, within institutional clients to set up and develop monthly and quarterly client business reviews along with the ESE and/or AE
- Responsible for driving growth within institutional clients for revenue, sites and compliance to generate sustainable and reproducible results
- Establish and oversee the customer's continued adoption, training, and development of best practices to continually drive incremental value and return on the customer's investment
- Ensure the successful delivery of a detailed and complex sales offering while tracking and measuring the value the solution brings to the customer
- Work collaboratively as part of the customer team by partnering, building plans and communicating with AEs, Digital Health Operation, IT and Soft Devand other internal colleagues to ensure aligned customer engagement and effective support
- Identify up sell and expansion opportunities to scale CARE business and partnerships, while ensuring renewal and retention metrics are exceeded
- Proactively liaise with customers, understand their expectations, build trust and maintain rapport
- Drives renewals by identifying customers' key pain points and working internally to make sure they're addressed
- Encouraging customer advocacy through internal NPS surveys, external reviews, case studies, testimonials, and referrals
- Responsible for ensuring the complete post-sale success and satisfaction of your customers by establishing yourself as a trusted, knowledgeable advisor and business partner for their operational leadership
- Develop a mix of product and industry knowledge, an innovative problem-solving mindset, client relationship management skills, and the ability to inspire action with a strong business case
- An Account Manager is expected to be able to lead the overall client governance and build strong relationships with the operational leaders, including ESE's, Digital Health Opps, VP and C-Suite executives, that strengthen Ambry's position to drive change, solve issues, and retain and expand Ambry's business with the customer
Requirements- Proven experience in sales or as a sales support specialist providing solutions based on customer needs
- 3-5 Years of experience in sales, project management, software sales or Healthcare IT within the health system, IDNs and regional laboratory market.
- Strong communication, leadership, executive presence and interpersonal skills with an aptitude in building relationships with professionals of all organizational levels
- Excellent organizational and resource management skill competencies
- Health System Navigation and Strategic Agility
- Innovation Management
- Ability in problem-solving and negotiation
- BS/BA in business administration, sales or relevant field
