Strategic Account Manager
Oklahoma, United States
Job Description
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Strategic Account Manager - req1102 OVERVIEW The Strategic Account Manager (SAM) will be responsible for selling Canon Medical\'s solutions, entire portfolio, within assigned accounts - regional Integrated Delivery Networks (IDN), Academic, and Government accounts. The SAM is primarily supported by Regional Business Manager (RBM) Sales Specialists, Canon Finance, Business Units, Service Engineers, Applications Team, and the Zone Vice President of Sales. The SAM serves as a region-based commercial leader and is the customer interface at the Corporate and site level hospitals within the assigned accounts. The SAM will be evaluated on sales volume, sales revenue, assigned account coverage, establishing market presence and will help to drive the sales Zones business targets. The SAM will align strategically with IDN Directors and Government Managers. The SAM will provide a positive influence and leadership within the Region and may act as a mentor. The SAM will report directly to the VP Region Sales and dotted-line to Zone Vice President. RESPONSIBILITIES
- Responsible for overall business volume, equipment orders and revenue within assigned strategic accounts.
- Develop relationships with Key Stakeholders \xc3\xa2\xe2\x82\xac\xe2\x80\x9c Clinician Chairs, KOL\'s, VP service line, VP Bio Med and C-Level management.
- Identify and qualify sales opportunities within current customer install base and new prospects.
- Understand accounts operating model, business challenges, critical metrics, issues goals and growth strategy to develop Canon solutions based account strategy.
- In collaboration with customer facing team (RBM, Service, Project Management) conduct solution evaluations via in person presentations, demonstrations, and site visit testimonials.
- Close sales orders on a quarterly basis.
- Develop accurate and reliable quarterly sales forecasts that roll up to the Zone Vice President.
- Maintain regular contact with customers and advocate for the customer throughout the product and solution lifecycle.
- Engagement of HQ (headquarters) resources within the account as agreed to with Region and Zone Leadership.
- Develop and implement short and long term strategic plans based on key customer initiatives.
- The SAM may also be assigned to Regional IDN accounts at the HQ level and in conjunction with Account Executives at the site level hospitals. This hybrid coverage within Regional IDNs is at the discretion of the RVP and with agreement of Sr Director of IDN and Government Accounts.
- Manage successful implementation of contracts and agreements with assigned accounts that lead to growth in sales volumes and additional partnership opportunities.
- Complete administrative tasks at a satisfactory level and on a timely basis (e.g., Expenses and Training).
- Maintain and update account management plans for key accounts within the CMSU CRM (SalesForce) and update all account activity.
- Successfully complete all training and certification as required.
- Must have previous diagnostic imaging sales experience.
- Must have experience calling on strategic accounts within the IDN, academic or government spaces.
- Must be highly experienced in sales and sales leadership.
- Must have excellent presentation skills.
- Must be able to demonstrate advanced negotiation skills.
- Must be a critical thinker and able to solve complex problems.
- Must have excellent verbal and written communication skills.
- Must be able to quickly adapt to a changing marketplace.
- Must have the ability to build strong relationships and influence internal and external customers.
- Creates and maintains accurate account plans and opportunity plans by reviewing, updating and communicating these with regular cadence.
- Ability to navigate a dynamic environment with proven ability to balance competing demands and priorities, as well as, operate independently while building a successful sales pipeline or channel.
- Demonstrate proven track record by performing the SAM essential responsibilities at CMSU, or in a previous role at the time of hire.
- Ability to interact successfully with C-Level executives.
- Must be able to build an effective sales business plan and to identify short and long term goals to help achieve overall zone and company objectives.
- Must be able to travel extensively. (>50%).
- Experience with Saleforce.com or CRM equivalent Forecasting and Customer Relationship Management.
#LI-Remote About us! Canon Medical Systems USA, Inc., a world leader in diagnostic imaging, is in search of qualified candidates to fill our open positions. Canon Medical Systems offers a competitive salary and benefits package, we support a diverse workplace and are an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, sex, color, sexual orientation, gender identity, religion, national origin, protected veteran status, or on the basis of disability. We invite you to join and become part of our Canon family.
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Job Detail
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Job IdJD4263309
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IndustryNot mentioned
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Total Positions1
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Job Type:Full Time
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Salary:Not mentioned
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Employment StatusPermanent
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Job LocationOklahoma, United States
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EducationNot mentioned