Sales Account Manager

Location
United States
Posted
Feb 08, 2021
Ref
509571
Required Education
Bachelors Degree
Position Type
Full time
Since 2010, Cannon Quality Group, LLC has been providing outsourced Quality System solutions to start-up Medtech companies that are engineer focused and compliant. Helping clients get new, safe medical devices into clinics faster and improving patients' lives is our passion. We design and support Quality Management Solutions that make sense for the stage and goals of each client through consulting, document control, supplier support, inspection/testing/validation, and other Quality System services.

We are seeking an energetic individual that is eager to be a part of an entrepreneurial-driven company culture that values work life balance. This client-facing role will be focused on growing and retaining current clients. Responsibilities include liaising between clients and cross-functional internal teams to ensure the timely and successful delivery of our services, according to client needs and budgets.

This role is primarily to support clients in the San Francisco Bay Area, plus a growing list of national and international clients. Occasional national or international travel maybe required.

We offer AMAZING benefits and competitive compensation combined with an unparalleled company culture. CQG is a friendly and fun place to work (even if we do say so ourselves!). Everybody looks forward to our company events. We have a very transparent leadership style where employees matter. At CQG, you'll be working with inspiring industry experts and entrepreneurs on breakthrough projects that will have a great impact patient quality of life. It's truly meaningful work. Please note this is a salaried, exempt position that may require working additional hours beyond a typical 40-hour work week

Overview
The Sales Account Manager's goal to meet or exceed their revenue quota by retaining/growing revenue within their assigned list of Existing Accounts and converting an assigned list of Dormant Accounts to Existing Accounts, in the emerging Medtech/Medical Device Industry. Responsibilities include Retain and Manage Existing Accounts, New Opportunity Development, and Reactivating Dormant Accounts. The Sales Account Manager (AM) will liaise between clients and cross-functional internal teams to achieve their goals and ensure the timely and successful delivery of our services, according to client needs and budgets. This position requires familiarity with a variety of sales concepts, practices, and procedures. The Sales Account Manager is expected to rely on extensive experience and judgment to plan and accomplish their goals. A wide degree of creativity and latitude is expected.

Responsibilities - Essential Job Duties:

Under general supervision, this position will perform the following duties. Other duties may be assigned.

Primary Responsibility: Retain and Manage Existing Accounts - Retain Revenue
  • Act as the primary business point of contact to maintain and grow favorable long-term relationships with clients' stakeholders and executives. In general, New Accounts will transition to the Account Manager, once the account has been working with CQG for more than 12 months
  • Liaise between the client and cross-functional internal teams to ensure the timely and successful delivery of our services, according to client needs and budgets.
  • Assist clients through email, phone, online presentations, screen-share, and in person meetings. The expectation is that 50% of the time will be spent on-site at client locations; this includes driving to local clients and flying to remote clients
  • Lead weekly "Client Conversations" with Delivery Teams to identify successes, risks, and revenue opportunities
  • Attend internal client delivery team "Mash-ups" to identify/discuss the response to risks, +/- variances against budgeted hours/revenue, and new revenue opportunities
  • Work with Client Delivery Managers to resolve risks, +/- variances against budgeted hours/revenue, and capture new/additional revenue opportunities
  • Work with clients and internal teams to facilitate annual price increases, updates to SOW and/or Master Services Agreements (MSA), as required

New Opportunity Development - Grow Revenue in Existing Accounts

Use AM Sales Strategies and Tactics, plus Sales Triggers documents and conversations with Client Delivery Team to develop an approach for expanding revenue in each Existing Accounts
  • Schedule meetings with appropriate client contacts via phone, email, etc. to explore if and when it makes sense to transition more of the clients' work to CQG. The goal is to create new revenue opportunities by helping the client see why it's better for them to outsource more of their work to CQG, rather than do it with internal staff
  • Once the new revenue opportunity is qualified, Qualified Opportunity, (good fit, time is right, budget available), then lead the creation or expansion of Scope of Work (SOW), working with Client Delivery Managers and Management as needed
  • Lead the development of the proposal, based on SOW. All proposals must use approved pricing in Rate Sheet
  • Drive contract negotiations and close the New Opportunity.
  • Schedule New Opportunity Onboarding Meeting with appropriate Delivery Team members to review the SOW, budget, Account stakeholders/contacts and their roles and oversee the Client Delivery Team's development of an implementation plan
  • Set-up a Kick-off meeting with Client Team and Delivery Team to review the SOW, budget, CQG contacts and their roles, implementation plan, and schedule, review agenda for weekly Client Conversation meetings
  • Create, analyze and monitor client usage of the company's' services by completing/maintaining a "Wallet Share" spreadsheet for each client that identifies current services utilized and opportunities to sell additional services, i.e. ways to increase revenue
  • Conduct Monthly Strategic Planning Sessions with clients to 1) Assess client satisfaction and gather feedback from the prior month and 2) to align with client's plans/ needs for the next 3 months with a focus on identifying opportunities to increase revenue, e.g. increase current services and/or add new services

Reactivating Dormant Accounts - Growth Revenue
  • Use AE Sales Strategies and Tactics, plus Sales Triggers documents to create Dormant Account Leads by executing email and phone campaigns to the Dormant Account List, and explore if it is possible to help the account.
  • For Qualified Opportunities, (good fit, time is right, budget available) lead the creation of Scope of Work (SOW), working with Client Delivery Managers and Management as needed.
  • Lead the development of the proposal, based on SOW. All proposals must use approved pricing in Rate Sheet
  • Drive contract negotiations and close the Account.
  • Schedule Dormant Account Onboarding Meeting with appropriate Delivery Team members to review the SOW, budget, Account stakeholders/contacts and their roles and oversee the Client Delivery Team's development of an implementation plan
  • Set-up a Kick-off meeting with Client Team and Delivery Team to review the SOW, budget, CQG contacts and their roles, implementation plan, and schedule, review agenda for weekly Client Conversation meetings

General
  • Monthly creation of Sales Forecast Report, Sales Pipeline Report, and review with Management
  • Create and submit Weekly Activity Report including Proposals Delivered, SOW's Delivered, Meetings Held and Meaningful Conversations
  • Attend sales meetings to discuss Sales Forecast Report, Sales Pipeline, Monthly and Year to Date Sales Report and help needed to address client risks and revenue opportunities
  • Attend company meetings and participate as appropriate
  • Learn technology required to be successful in the role including, but not limited to Teamworks, Google Suite, Copper, Slack
  • Work with clients to help collect any late receivables
  • Notify Management when key client personnel leaves the client where there may be an opportunity to create a new client relationship. Assist in successful relationship transition.
  • Update job knowledge by participating in educational opportunities; reading professional publications; maintaining personal networks; participating in professional organizations

Qualifications:
  • Proven new business development and account management experience
  • 3-5 years' experience working with emerging/small companies in the Medtech/Medical Device Industry
  • Demonstrated ability to communicate, present and influence credibly and effectively at all levels of the organization, including executives level
  • Experience in delivering client-focused solutions based on client needs
  • Proven ability to manage multiple projects at a time while paying strict attention to detail
  • Excellent listening, negotiation, and presentation skills
  • Excellent verbal and written communications skills
  • Proven ability to leverage technology
  • Self-motivated and able to thrive in a results-driven environment
  • Natural relationship builder with integrity, reliability, and maturity
  • Ability to prioritize among competing tasks
  • Critical thinking and problem-solving skills
  • Excellent time and project management skills.
  • Keen attention to detail and adherence to deadlines
  • Expert at Microsoft Office Suite, Google Suite, cloud-based CRM software, cloud-based task management/team collaboration software

Education and Experience
  • Bachelor's Degree in the appropriate field of study or equivalent work experience
  • 5+ years of new business sales experience with consulting/services background desirable

Top Skills & Proficiencies:
  • Sales Skills - Cold/Warm Calls to Schedule Meetings, Needs Assessment, Solution (SOW) Development, Solution Presentation, Proposal Creation, Contract Negotiation/Management
  • Teamwork
  • Planning
  • Build Relationships
  • People Skills
  • Initiative
  • Customer Focus