Job Description

The Senior Account Manager is a senior-level role within our inside sales team, focused on strategically seeking out and capturing new business opportunities, generating high-value leads, and converting prospects into long-term clients within the medical technology sector. This role requires a seasoned professional with advanced skills in sales strategy, client management, and process optimization to drive revenue growth and maximize profitability in support of the Zeus strategic plan. This role is designed for a proactive and strategic individual who thrives in a fast-paced environment and is driven to exceed sales targets. The Senior Account Manager will demonstrate a thorough understanding of the customer's business including, but not limited to, key stakeholders, product offerings, markets served, competitive positioning, outsourcing/insourcing activity, and strategic business planning initiatives. The Senior Account Manager will coordinate and align strategic account plans that aim to support the customer's strategic objectives while establishing a position of strength for Zeus as a preferred supplier and valued partner. Employees in this position perform a wide array of customer service and account management functions and exercise considerable discretion under the general supervision of upper management.

Responsibilities

Multi-Account Management:

• Function as the coordinating contact for prospective and existing medical technology Strategic Accounts or Priority Contract Manufacturing Organizations (CMO's), supporting the entire account lifecycle from initial inquiry to post-sales support.
• Effectively handle multiple client accounts simultaneously, prioritizing tasks and balancing competing demands.
• Develop and implement strategic plans to ensure each account receives appropriate attention and resources.

Lead Generation and Prospecting:

• Identify and target potential clients within the medical technology industry through research, networking, and outbound sales efforts.
• Execute strategies to generate new leads and convert them into qualified sales opportunities.
• Maintain a robust pipeline of prospects and manage the sales process from initial contact to closing.

Sales Strategy and Execution:

• Craft and deliver compelling sales presentations and proposals tailored to meet the unique needs of medical technology clients.
• Negotiate terms, close deals, and achieve or exceed monthly, quarterly, and annual sales targets.
• Utilize Customer Relationship Management (CRM) tools to track and manage sales activities, customer interactions, and pipeline progress.

Client Engagement and Relationship Building:

• Build and nurture relationships with key decision-makers and influencers within target medical technology organizations.
• Deliver exceptional customer service and maintain a high level of client satisfaction throughout the sales cycle.

Quoting and Proposal Management:

• Lead the quote-to-order process by preparing accurate and competitive quotes and proposals for potential clients.
• Ensure that all quotes follow company pricing strategies and policies.
• Collaborate with internal teams to gather necessary information and approvals to finalize quotes, ensuring a seamless transition from proposal to contract and order fulfillment.

Customer Drawings and Specifications:

• Review and interpret customer drawings and specifications to ensure that proposals and solutions meet client requirements.
• Collaborate with internal teams to validate technical aspects of customer requirements and align solutions accordingly.
• Address any technical questions or concerns from clients related to drawings and specifications.

Collaboration with Internal Teams:

• Work closely with the Marketing team to align on lead generation campaigns and promotional activities specific to the medical technology industry.
• Coordinate with the Sales Operations team to streamline sales processes, manage performance metrics, and ensure alignment with sales strategies.
• Engage with internal stakeholders to ensure smooth onboarding and effective delivery of products and services.

Key Interactions with Internal Stakeholders:

• Sales Leadership: Report on sales performance, pipeline status, and market feedback to inform strategic decision-making and continuous improvement.
• Field Sales: Collaborate with Strategic Account Managers, Field Applications Engineers, and Business Development Engineers to support and execute on account management strategies and plans to drive revenue growth.
• Sales Operations Team: Partner to optimize sales processes, manage performance metrics, and ensure alignment with overall sales strategies.
• Marketing Team: Collaborate on targeted campaigns, lead generation strategies, and promotional materials tailored to the medical technology sector.
• Quality: Engage quality teams to ensure customer issues are resolved promptly.
• Finance: Coordinate with Finance to manage credit approvals, payment terms, and invoice processing, ensuring timely and accurate billing.

Qualifications

• Bachelor's degree in Business, Marketing, Engineering, or related field
• 7+ years of experience in B2B medical technology account management, consultative sales, or a customer service role
• Knowledge of medical technology, Product Development Processes (PDP's) and ISO 13485 Quality Management System (QMS) compliance
• Experience in strategic selling and value selling in B2B technical sales
• Knowledge of materials logistics and Vendor Managed Inventory (VMI) systems preferred.
• Knowledge of plastics technology or related field preferred
• Excellent communication and interpersonal skills, with the ability to manage client relationships effectively
• Ability to manage multiple accounts and ability to prioritize multiple projects and tasks
• Ability to successfully work in a team environment and independently
• Proficiency in CRM applications and Microsoft Office applications (Outlook, Word, Excel, and PowerPoint)
• Strong problem-solving skills and ability to address customer issues promptly
• Excellent organizational skills for efficiency and accuracy in work and document management
• Travel 10-25%

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