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JOB SUMMARY
This role is responsible for promoting growth-oriented relationships with OEM customers, distributors, and or sales representatives with an emphasis on new and existing opportunities that align with the company’s goals. The Sales Account Manager is the primary customer contact frequently functioning in a project management capacity and will work with a cross functional team to meet the customer’s needs. This role must maintain a comprehensive understanding of customer requirements, company capabilities & capacity, as well as competitive threats. This role is expected to lead with a proactive mindset of “how can we help?” and collaborate to achieve customer satisfaction.
PRINCIPLE RESPONSIBILITIES AND RESULTS
- Customer Maintenance & Growth Maintain regular, effective, and efficient communications with customers and prospects.
- Represent Domico Med-Device and its products and services during outside sales calls to existing OEMs and distributors while also prospecting for new customers and products;
- Support and maintain current customers; build relationships to understand the customer needs
- Present customer feedback, customer complaints and requests for new opportunities to the company in an organized and concise manner; facilitate effective and accurate response from the company;
- Assure Quality at the source – utilize tools (procedures and forms) to capture customer product and program requirements;
- Meet sales objectives
- Market & Competitive Intelligence Gathering & Utilization: understand product applications and market drivers.
- Work with customer product managers, engineers, clinical applications personnel, and sales people to understand product and service needs
- Develop and leverage clinical application understanding to identify product and service improvement ideas; create new opportunities
- Maintain vigilance over customer feedback and competitive challenges; monitor competitor product and service offerings; inform the company of opportunities and threats
- Marketing Support: Contribute inputs and support to company marketing efforts.
- As needed provide product and applications information to company Marketing resources to create or refine marketing information
- Lend support to site visits, photography and videography efforts including facilitating access to sites and products
- Provide review and recommendations to marketing literature and content
- Project Management: Utilize communication and organizational skills to lead projects to successful completion.
- Develop and maintain project timelines that balance company capacity with customer expectations; ensure all parties are working to the same schedule
- Maintain accountability of self and cross-functional team members to successfully achieve deliverables
- Financial and Data Management: Support company with periodic revenue and contribution margin forecasts and budget data
- Support budget build and sales and operation planning efforts
- Monitor purchase order bookings and open order reports to budget commitments
- Control travel and entertainment expenses in alignment with company policies;
- Monitor changes in product and material costs to ensure pricing is appropriate
- Utilize CRM to manage contacts and pipeline opportunities
- Other Duties: Perform other duties as assigned
- Live by and promote the Domico Med-Device, LLC’s vision, purpose, values and principles.
- Demonstrates a high level of professionalism, discretion and confidentiality with all tasks, especially when dealing with employees, customers, visitors, vendors, and members of the public.
- Adhere to safety policies and procedures and promote a safe work environment for co-workers, customers, and suppliers
- Periodic, overnight travel to meet with customers and attend tradeshows, as well as occasionally visit suppliers is required; travel may be domestic or international.
KNOWLEDGE, SKILLS, AND ABILITIES
Qualifications
- Bachelor’s degree in science, business, or related field or equivalent experience
- 3-5 years of sales experience in technical or manufacturing application
- Ability to travel with overnight stays;
- Proficient with Microsoft Office; Word, Excel, PowerPoint
- Ability to communicate professionally with people at all levels of the organization and external contacts
- Ability to analyze and write reports, ability to compute rate, ratio and percent and develop charts and graphs
- Effective problem solving and analytical skills
- Advanced listening skills
- Knowledge of sales processes
- Background with CRM is beneficial
- Strong leadership skills that build effective teams by coaching and mentoring
- Proven ability to manage, measure and direct others to ensure results are achieved
- Experience in strategic planning and execution
- Driven to achieve results and set goals
RELATIONSHIPS
This Position Reports to (provide class title, not person’s name):
Director of Sales and Marketing
Internal and External Clientele and Purpose of Contact (the most significant job related contacts)
- All employees of Domico – Necessary for the cross functional interaction
- Customers, vendors, visitors, job candidates – Necessary for doing business outside of Domico
PHYSICAL DEMANDS & WORK ENVIRONMENT
This position will be required to frequently sit, utilize hand and finger dexterity, talk, and hear. This position requires the incumbent to frequently walk, drive a vehicle, ride on airplanes, trains, and buses. The incumbent may occasionally be required to lift up to 10 pounds.
This work environment for this position is generally in a quiet office setting but is also required to be on the production floor which is a light manufacturing environment and at customer sites which vary in configuration.
Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of the job.
The above is intended to describe the general content of and requirements for the performance of this job. It is not to be construed as an exhaustive statement of duties, responsibilities or physical requirements. Nothing in this job description restricts management’s right to assign or reassign duties and responsibilities to this job at any time. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.