Enterprise Account Manager

Job Summary:

The Enterprise Account Manager will report to the Area Commercial Director and will be responsible for forging deep and trusted relationships with the company’s largest customers at the most senior levels. By leading a targeted team, this role will gain an understanding of the customers’ key business and network needs and challenges and then create & provide solutions to enhance their operations to ultimately deliver measurably better performance. Through customer and team interactions, this position will demonstrate its brand as a trusted advisor, who develops insights and creates value.

Armed with a strong commercial background in technology, healthcare, or business consultation services markets, the Enterprise Account Manager will work in a consultative style to uncover opportunities for the company to expand the partnerships and grow the diagnostics business. The success of this position will be high-level business relationships, strategy development, and execution of aligned tactics that create measurable value for the customers.

Job Responsibilities:

This is a high-paced role that will be empowered and rewarded to drive and create value for the key customers.

• Establish and build key stakeholder relationships inside and outside the customers’ laboratory, their wider health system, and leverage them to drive growth.
• Provide end-to-end diagnostics solutions to large, complex enterprise accounts with a focus on retention, penetration, and growth to generate profitable and sustainable activity that exceeds customers’ expectations.
• Lead an internal cross-functional team to execute a strategic account plan for each enterprise customer.
• Coordinate activities across the entire customer & healthcare network to maximize growth and customer outcomes.
• Responsible for overall strategic account management planning, including uncovering a large complex organization’s long-term strategic plan and converting this to a winning solution for the customer.
• Oversee detailed account planning and sales forecasting.
• Negotiate contracts and all pricing, resulting in long-term commitments.
• Provide organizational leadership, commercial development of teams and individuals through coaching and mentoring.

Required Qualifications:

• A bachelor’s Degree is required.
• 3-5+ years of experience in enterprise account sales in the Diagnostics or Medical Device industry is required.
• Cross-functional team leadership experience is required.
• A powerful customer communicator at senior levels, able to develop customer business cases and value propositions.
• Proven track record in delivering revenue targets in a complex, solution-selling environment, preferably with major accounts.
• Experience in setting budgets and forecasting is essential.
• Experience in negotiating directly with all levels of customer management, including the CEO, CFO, Procurement & Department Managers.
• A successful record of operating at a senior level in a commercial organization & strong team approach.

Preferred Qualifications:

• A bachelor’s degree in business, life sciences, engineering, or a related technical discipline is preferred, while a post-graduate MBA or equivalent will be highly regarded.
• Ability to examine the business environment and develop/execute in response to market opportunities.
• Strong internal and external networking skills.
• Excellent presentation and demonstration skills.
• Strong personal skills to develop and enhance long-term relationships.
• Advanced analytical and communication skills.
• Able to manage multiple tasks and have excellent organizational skills.
• Strong computer skills.
• Broad knowledge of general laboratory practices.
• Established knowledge of healthcare, technology, or management consultation markets is preferred.