Industry: Professional, Scientific & Technical Services•
8 - 10 years
Posted 44 days ago
A National Account Director is a senior executive who acts as the principal point of contact with select Symphony Health Solutions (SHS) customers. The NAD leads an integrated account team comprised of product and service experts which are generally dedicated or aligned with these select customers. The NAD is the principal leader for these client relationships and is ultimately responsible for fulfilling the sales targets and cultivating the SHS relationship and performance.
The NAD is the principle author/coordinator of the account business plan which is developed in collaboration with fellow account team members. This account business plan becomes the primary document that prioritizes and drives the activity of the account team and provides for quantitative and qualitative measures and metrics for account success.
To effectively lead an integrated account team an NAD must: understand vision and strategy; the big picture with the need for attention to detail, must demonstrate a high level of personal accountability, must possess the know-how for working in a matrix environment and to lead teams, must have a well-developed sense for our business, and must be able to manage complexity and have the appropriate financial acumen. This individual must also demonstrate strong communications skills and executive poise since this individual will lead the efforts into the customer c-suites. In addition the NAD needs to understand their role in customer advocacy balanced with the need of the business. Finally this individual should have a high tolerance for ambiguity, must be comfortable with change and be able to demonstrate prudent decision making and sound judgment.
Essential Duties and Responsibilities:
The NAD serves as the “general manager” and ultimately the person responsible for the SHS relationship and performance. Fulfilling these broad responsibilities requires a detailed understanding of the client, our company, our products and services, and an understanding of the processes and methods to fulfill client expectations and our sales targets. Successful large account management relies on strong capabilities in leading and directing matrixed teams and managing multiple agendas.
There are numerous business processes for which the NADs must be SMEs. These processes include the Account Business Planning Process, the sales forecasting and funnel process, the pricing and contracting process, the sales development process from idea generation & client problem/question through the offer development, negotiation and deal close, and the implementation of the Plan of Action. NAD will also be expected to fully leverage the Sales Force Automations tools and related reporting applications as is necessary.
Given the nature of these clients it is essential that the NAD possess a strong executive presence and cultivates a client relationship across the client organization including the client c-suite.