Account Manager

The primary purpose of this position is to increase revenue and profitability of identified accounts.  This includes the retention of existing revenues as well as identifying, qualifying and closing new business for incremental revenue realization to enhance the reputation and business relationship between customer and the company.

Accountabilities & Responsibilities:

• Adheres to Integer’s Values and all safety, environmental, security and quality requirements including, but not limited to: Quality Management Systems (QMS), Safety, Environmental and Security Management Systems, U.S. Food and Drug Administration (FDA) regulations, company policies and operating procedures, and other regulatory requirements.

• Drives revenue and future growth pipeline of assigned accounts; identifies and acquires new opportunities while growing and preserving business within existing accounts. 

• Implements a value-based selling process to increase commercial success while maximizing price and profitability.

• Develops and implements account and territory plan(s) in alignment with broader account and product category strategies; collaborates with other Account Managers to ensure cohesive customer approaches and coverage.

• Accountable for meeting/exceeding sales goals for defined territory, including revenue growth, identifying and prioritizing opportunities, securing resources, executing sales strategies and pull-through tactics to meet planned and company objectives.

• Responsible for identifying, engaging and maintaining relationships with key influencers/decision makers through active customer involvement.  Primary call points are Customer Directors and Managers.

• Keeps informed on new products, services, and other general information of interest to customers, through successful completion of Sales Training, shop floor experience, local training, and self-study.

• Stays informed of customer business opportunities, account changes, current conditions, future prospects, active measurements, and competitive landscape to protect and grow revenue.

• Works closely with Customer Success Team to define and track customer key performance indicators (KPIs) and helps to ensure service levels for assigned accounts are met.

• Works closely with Applications Engineering Team to support commercial opportunities and/or resolve customer design, technical or engineering challenges timely.

• Provides input and adheres to critical commercial processes to enhance effectiveness and efficiency, metrics & KPIs, and business review cadence within commercial team.

• Performs account business reviews with Integer’s leadership team.

• Continually develops knowledge related to company strategy and capability, including customer and industry trends.

• Responsible for maintaining expenses within budget.

• Responsible for generating required reporting.

• Performs other duties as required.

Education & Experience:

Minimum Education: Bachelor’s Degree in Business, Marketing or related discipline.

• Minimum Experience: 5 years in medical device industry, or related business to business sales experience

  • Proven successful track record in sales and territory management, with a strong prospecting component

  • Proven experience in selling components, sub-assembly and/or finished goods in technical solutions selling environment

  • Completion of formal sales training program(s) a plus

Knowledge & Skills:

• Sales/Marketing Knowledge/Skills:

  • Deep understanding of medical device and/or contract manufacturing industry 

  • Strength in sales call planning/execution and sales opportunity development

  • Effectively call on mid-level management of major OEM medical manufacturers and across multiple functions (Operations, Engineering, Marketing)

  • Analyze, understand and effectively communicate technical material

  • Assess financial impact of deals and opportunities

• Values and Leadership Competencies:

  • Teamwork: Proven ability to work collaboratively with and influence peers and management

  • Align Stakeholders: address potential resolutions to customers and internal stakeholders and find ways to partner to move work forward

  • Prioritize Focus: Ability to translate strategy into tactical implementation and motivate others to execute on the strategy

• Personal/Professional Competencies:

  • Communication: Strong interpersonal, presentation and organizational skills

  • Time/Project Management:  Effectively manage multiple, significant activities and respond to changing priorities with minimum disruption

  • Self-directed: Disciplined, process focused approach to managing personal workload; ability to work without day to day supervision

  • Work Ethic: high results oriented and high tolerance for ambiguity

  • Problem Solver: Able to drive problem resolution in challenging situations 

  • Computer skills: Proficiency in Outlook, Excel, Word, PowerPoint and all web-based applications

• Other:

  • Individual contributor; no direct reports

  • Field-based position with home or Integer facility-based office

  • Travel: Approximately 50%

  • International travel occasionally expected and appropriate documentation to travel is required