Strategic Account Manager

POSITION SUMMARY            

The Strategic Account Manager is a self-starter who can develop strong relationships based on ethical sales.  The Strategic Account Manager will work with existing and prospective GI Solutions customers to drive the development of new business through GI Solutions turn-key solutions as well as increase physician and practice adoption. Duties include, but are not limited to, contacting new or existing customers/partners to understand their business and clinical needs and discuss how specific products or services can meet their needs; enhancing the visibility and awareness of CRH O’Regan within the Gastroenterology community including gastroenterology associations, strategic partners, and stakeholders; and providing high level consultative business analysis and business plans through a complex sales cycle.  It is a highly visible role which will partner and engage with senior leadership, existing and potential physician partners and CRH O’Regan’s clinical support team and leadership. Position reports directly to National Sales Director.

 

MINIMUM JOB REQUIREMENTS               

Education & Qualifications: 

Education: Bachelor’s Degree in Marketing, Sales, Business, or related field preferred, or 8 years of equivalent experience required.

Licensure & Certifications:  N/A 

Previous Experience:   At least five (5) years of demonstrated success in a consultative/solution-based sales model.  Healthcare or medical experience is highly desirable. 

Skills: Outstanding interpersonal and relational skills to gain trust, credibility and to persuasively influence potential stakeholders.  

Differentiated sense of self-motivation, direction, and flexibility with comfort in a high-paced work environment. Strong business and financial acumen with ability to think critically and strategically.   Ability to analyze data to perform quantitative analyses to help facilitate decision-making. Ability to remain flexible and work effectively under pressure.  Ability to engage with staff at all levels of the organization and exercise sound judgement. 

Computer Skills: Microsoft Office proficiency, specifically Excel and PowerPoint; and use of a laptop and mobile device is required.   

Travel: This is a National Sales position and there will be travel within the assigned territory, as necessary.  

 

MINIMUM PHYSICAL AND COGNITIVE REQUIREMENTS

Occasionally (0-2 hours)                  Frequently (3-5 hours)                     Constantly (6+ hours)

Physical Requirements:

The following demands are representative of the requirements necessary for an employee to perform the essential functions of the job successfully and safely.  Reasonable accommodation can be made to enable people with disabilities to perform the described essential functions. 

• Strength: Constantly pushes/ pulls and/or lifts light objects less than 15 pounds; frequently pushes/pulls and/or lifts objects 15 pounds.
• Manual Dexterity: Constantly performs simple manipulative and gross body coordination skills.  
• Coordination:  Constantly performs tasks which require hand-eye coordination such as keyboard skills.
• Mobility: Prolonged periods of sitting at a desk and working on a computer.
• Visual: Constantly able to observe, judge and estimate objects far away as in driving; closely as in reading communication.  
• Hearing: Constantly communicates with employees, providers, team-mates, and others.  

Cognitive Requirements:

• Concentrate: Constantly able to concentrate on minimal detail with little, minimal, and/or constant interruptions.
• Attention Span: Constantly needs to task/function for 10 minutes at a time up to and including more than 60 minutes at a time.
• Conceptualization:  Constantly able to understand and relate to specific ideas either one at a time and/or several at a time.  Constantly able to understand and relate to concepts behind specific ideas and theories behind several related concepts.
• Memory:  Constantly able to remember tasks/assignments given to self and others during course of the day and over long periods of time.
• Communication:  Constantly able to communicate verbally using advanced level vocabulary.  Constantly able to communicate in written word, using checklists with simple sentences and using advanced written skills.

 

Work Environment:  Work is generally performed within an office environment with standard office equipment available.

Lighting and temperature are adequate, and there are no hazardous or unpleasant conditions caused by noise, dust, etc.

 

OSHA Classification

Job Classification I:   Position may be at high risk for occupational exposure to blood or other potentially infectious materials.

 

JOB SPECIFIC EXPECTATIONS

• Builds and maintains a network of sources from which to identify new sales leads derived from a variety of sources: conferences, cold calls, internal/external referrals, third parties, etc. 
• Support existing pipeline and progress towards adding products and services as enhanced opportunities. 
• Represent GI Solutions and build the organization’s reputation for value added differentiation through the relationships built with key prospects and partners.  
• Generate and deliver business plans, proformas, presentations and proposals for potential partnerships using consultative mediums.    
• Communicates with customers and leads to identify and understand their product or service needs; identifies and suggests quality solutions and program to meet those specific outcome needs. 

• Attends regional and national conferences to expand CRH’s presence and to explore opportunities for new contacts and possible prospects and leads. 
• Demonstrates the functions and utility of products or services to customers based on their needs. 
• Ensures customer satisfaction through ongoing communication and relationship management; resolves any issues that may arise post-sale. 
• Maintains communication with existing and previous customers, alerting them of new products, services, and enhancements that may be of interest. 
• Maintains and updates sales activities including calls, orders, sales, lost business, and any customer or vendor relationship problems in Microsoft Dynamics CRM 

• Provides periodic territory sales forecasts. 
• Cultivates and develops long-term professional relationships with a variety of stakeholders. 
• Thinks critically and strategically regarding financial and business sales/operations. 
• Analyzes issues or opportunities and provides viable solutions and alternatives. 
• Manages a variety and complex assortment of projects simultaneously and works with managers/directors/executives at all levels both internal and external to the organization. 

• Projects a positive image of the organization to employees, customers, industry, and community. 
• Tracks and monitors of KPIs (key performance indicators) and managing sales to meet performance targets.  
• This is a regional territory sales position and there will be travel within the assigned territory as necessary and as needed to meet with prospects/qualified leads to further develop interest. 
• Other duties as assigned.  

 

COMPANY EXPECTATIONS

Upholds and lives the Mission, Vision and Values of CRH Medical Corporation.

Effective Communication:

• Delivers information in a clear, concise, and compelling manner to effectively engage others and achieve desired results
• Uses good judgment as to what to communicate to whom as well as the best way to get that accomplished
• Speaks in a clear and credible manner, selecting the right tone for the situation and audience
• Listens to others and allows them to make their point
• Uses good judgment about when to share external information as well as who should be informed
• Delivers targeted, actionable communications and invites two-way communication  

Quality of Work:

• Has established a track record of producing work that is highly accurate, demonstrates attention to detail and reflects well on the Company
• Is personally committed to high quality work and encourages others to have similar standards

Process Improvement:

• Identifies opportunities for improvement and innovation
• Articulates an understanding of the rationale for change
• Removes barriers and resistance and implements desired processes or modifies desired behaviors
• Promotes innovation and continuous improvement

Time Management:

• Prioritizes tasks and manages time to ensure that deadlines are met  
• Plans his or her time and sticks to those plans  
• Prevents or manages interruptions until the highest priority tasks are accomplished

Teamwork:

• Effective Team Player who contributes specific skills and compliments those of his or her team-mates
• Works collaboratively to accomplish company goals and objectives and believes they are a part of something greater than themselves             
• Communicates in an open and candid manner and can be counted upon to fulfill any commitments made to others on the team   
• Co-creating solutions while cooperating with others
• Displaying energy and enthusiasm for team related activities while balancing the role of leading and following 
• Proactively works to build trust amongst members of the team and the Company

Driving Results:

• Commits to the overall wellbeing of CRH by challenging oneself and others to excel and holding oneself and others accountable for achieving all results
• Executes to achieve desired outcomes
• Models accountability for achieving results
• Regularly monitors performance and communicates progress
• Sets expectations for a high standard of performance             

Managing Multiple Priorities:

• Handles multiple assignments and priorities yet still fulfills all commitments
• Readily accepts new responsibilities and adapts well to changes in procedures
• Gives appropriate priorities to various work demands

Handling Difficult Issues:

• Handles sensitive or difficult issues with grace and confidence
• Remains clear-headed and focused and inspires others to do the same  
• Remains objective in the face of strong emotions
• Can acknowledge strong emotions without being unduly influenced by their intensity  

Building Company Commitment

• Demonstrates commitment, loyalty, and appreciation for the Company
• Conveys a high level of concern for the well-being of all employees and providers helping to ensure that both their needs and those of the Company are met  
• Consistently speaks highly of the Company, its employees, and its mission