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Global Account Manager - Medical

Job Description

SUMMARY

The Global Account Manager - Medical will coordinate commercial efforts across Kollmorgen to drive revenue and sales funnel growth for Kollmorgen's Global Accounts within the medical industry segment. In support of this goal, the position will be responsible for developing and executing global key account strategies, driving alignment across regions with local Kollmorgen account owners and gaining high levels of penetration at these accounts to grow Kollmorgen's share of high-growth motion applications. The ideal candidate will have deep understanding of the medical industry and key players, strength in building and maintaining strong relationships within complex large accounts, and particular skill at driving new business growth.

Essential Duties and Responsibilities

  • Develop and execute annual Global Account Strategy to generate revenue and sales funnel growth for each assigned account; engage with regional sales teams to ensure alignment and buy-in around business growth targets; promote broadening of current business programs as well as expansion into totally new business areas within assigned accounts through prospecting.
  • Gain deep knowledge and understanding of key medical accounts, acting as Kollmorgen's subject matter expert as well as trusted customer partner; proactively identify customer pain points and needs, collaborate with internal and customer teams to maintain strong customer relationships and establish and foster future NPI/product roadmap opportunities.
  • Track, measure and analyze sales performance metrics and trends; use data and insights to continuously refine strategy and plan at each account.
  • Lead and/or participate in regular sales funnel reviews with regional sales teams to share insights and review progress towards KPIs; coordinate and drive specific actions for assigned global accounts to identify and resolve issues, share best practices, and ensure account success.
  • Track, measure and evaluate customer satisfaction and trends; suggest innovative ways of increasing customer satisfaction and expanding business to ensure long-term customer loyalty; lead periodic customer account reviews.
  • Provide technical, account and medical market expertise to global and regional sales/marketing activities designed to build Kollmorgen brand awareness, preference and demand; including training on specific use applications and developing market messaging.
  • Coordinate and facilitate periodic contract negotiations with internal and customer teams.
  • Stay abreast of developments and trends within the medical industry, particularly those affecting assigned global accounts.
  • Assist in using Altra Business System (ABS) tools to track performance, identify issues and define countermeasures and other actions to drive continued growth in specific accounts and the medical segment overall.
  • Travel up to 40% may be required, both domestically and internationally.

Critical Competencies

  • Optimistic, enthusiastic, and self-motivated, with strong interpersonal skills and the ability to promote cooperation between all peers and functional areas within the organization.
  • Successful track record working with large OEM customers in a technical selling environment; skilled at developing relationships with various key stakeholders and expanding share.
  • Strong leadership, account management, and problem-solving skills; ability to manage a complex selling and sustainment process, consisting of engagement at all levels of a customer/prospect organization, from engineering & technical teams to senior management.
  • Sound analytical approach and competence using process driven sales tools to drive attainment of sales revenue targets.
  • Excellent written and verbal communication skills, including the ability to prepare and present reports to a wide range of internal & external audiences.
  • Passion for delivering outstanding results in changing conditions; ability to maneuver between strategic thinking, planning and tactical execution depending on customer needs and business circumstances.
  • Strong negotiation skills.
  • Proven performance and comfort level in working across various cultural settings.
  • For remote candidates, demonstrated past successful sales track record in a remote role.



Education and Experience Requirements

  • Bachelor's degree in a technical or business discipline; electrical or mechanical engineering degree preferred.
  • Minimum 10 years technical sales experience in industrial manufacturing or medical segment required; experience in automation/motion control preferred.
  • Experience with Salesforce or other CRM tools (e.g., Microsoft Dynamics).
  • Formal strategic selling training (e.g., Miller-Heiman, Challenger) preferred.
  • Experience with Lean Six Sigma or other continuous and quality improvement tools preferred.
  • Additional experience in Program Management, Project Management, or Product Management preferred.
  • Multi-Language skills preferred (English, German, Spanish, French).
  • Proficiency with Microsoft programs (Excel, Word, Project, PowerPoint, Outlook).

EEO Statement: The company in which you have expressed employment interest is a subsidiary or affiliate of Altra Industrial Motion Corp. The subsidiary or affiliate is referred to as an ''Altra Company.'' Altra Industrial Motion Corp. and all Altra Companies are equal opportunity employers that evaluate qualified applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity or expression, or other characteristics protected by law. The ''EEO is the Law'' poster is available at: http://www.dol.gov/ofccp/regs/compliance/posters/pdf/eeopost.pdf. If you have a disability and need assistance accessing or using this website to apply for a position, you can request assistance by sending an email

#LI-REMOTE

The company in which you have expressed employment interest is a subsidiary or affiliate of Altra Industrial Motion Corp. The subsidiary or affiliate is referred to as an ''Altra Company.'' Altra Industrial Motion Corp. and all Altra Companies are equal opportunity employers that evaluate qualified applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity or expression, or other characteristics protected by law. The ''EEO is the Law'' poster is available at: http://www.dol.gov/ofccp/regs/compliance/posters/pdf/eeopost.pdf. Individuals who need a reasonable accommodation because of a disability for any part of the employment process will have the opportunity to request accommodation during the application process.

Job Requirements

 

Job Snapshot

Location US-VA-Boston, MA, Washington, DC, Charlotte, NC
Employment Type Full-Time
Pay Type Hour
Pay Rate N/A
Store Type Engineering & Aerospace, Sales & Marketing
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Company Overview

Altra Industrial Motion Corp.

Altra is a premier global designer and producer of a wide range of motion control and power transmission solutions. With engineered components and systems that provide the essential control of equipment speed, torque, positioning, and other functions, Altra products can be used in nearly any machine, process or application involving motion. From precision motors embedded in medical robots to heavy duty brakes used in rugged mining applications, Altra has been solving complex customer challenges around the world for decades. Our products are marketed under a variety of well recognized and established brands, including: Ameridrives, Bauer Gear Motor, Bibby Turboflex, Boston Gear, Delroyd Worm Gear, Formsprag Clutch, Guardian Couplings, Huco, Industrial Clutch, Inertia Dynamics, Jacobs Vehicle Systems, Kilian, Kollmorgen, Lamiflex Couplings, Marland Clutch, Matrix, Nuttall Gear, Portescap, Stieber, Stromag, Svendborg Brakes, Thomson, TB Wood's, Twiflex, Warner Electric, Warner Linear. Learn More

Contact Information

US-VA-Boston, MA, Washington, DC, Charlotte, NC
Altra Industrial Motion Corp.
000-000-0000
Snapshot
Altra Industrial Motion Corp.
Company:
US-VA-Boston, MA, Washington, DC, Charlotte, NC
Location:
Full-Time
Employment Type:
Hour
Pay Type:
N/A
Pay Rate:
Engineering & Aerospace, Sales & Marketing
Store Type:

Job Description

SUMMARY

The Global Account Manager - Medical will coordinate commercial efforts across Kollmorgen to drive revenue and sales funnel growth for Kollmorgen's Global Accounts within the medical industry segment. In support of this goal, the position will be responsible for developing and executing global key account strategies, driving alignment across regions with local Kollmorgen account owners and gaining high levels of penetration at these accounts to grow Kollmorgen's share of high-growth motion applications. The ideal candidate will have deep understanding of the medical industry and key players, strength in building and maintaining strong relationships within complex large accounts, and particular skill at driving new business growth.

Essential Duties and Responsibilities

  • Develop and execute annual Global Account Strategy to generate revenue and sales funnel growth for each assigned account; engage with regional sales teams to ensure alignment and buy-in around business growth targets; promote broadening of current business programs as well as expansion into totally new business areas within assigned accounts through prospecting.
  • Gain deep knowledge and understanding of key medical accounts, acting as Kollmorgen's subject matter expert as well as trusted customer partner; proactively identify customer pain points and needs, collaborate with internal and customer teams to maintain strong customer relationships and establish and foster future NPI/product roadmap opportunities.
  • Track, measure and analyze sales performance metrics and trends; use data and insights to continuously refine strategy and plan at each account.
  • Lead and/or participate in regular sales funnel reviews with regional sales teams to share insights and review progress towards KPIs; coordinate and drive specific actions for assigned global accounts to identify and resolve issues, share best practices, and ensure account success.
  • Track, measure and evaluate customer satisfaction and trends; suggest innovative ways of increasing customer satisfaction and expanding business to ensure long-term customer loyalty; lead periodic customer account reviews.
  • Provide technical, account and medical market expertise to global and regional sales/marketing activities designed to build Kollmorgen brand awareness, preference and demand; including training on specific use applications and developing market messaging.
  • Coordinate and facilitate periodic contract negotiations with internal and customer teams.
  • Stay abreast of developments and trends within the medical industry, particularly those affecting assigned global accounts.
  • Assist in using Altra Business System (ABS) tools to track performance, identify issues and define countermeasures and other actions to drive continued growth in specific accounts and the medical segment overall.
  • Travel up to 40% may be required, both domestically and internationally.

Critical Competencies

  • Optimistic, enthusiastic, and self-motivated, with strong interpersonal skills and the ability to promote cooperation between all peers and functional areas within the organization.
  • Successful track record working with large OEM customers in a technical selling environment; skilled at developing relationships with various key stakeholders and expanding share.
  • Strong leadership, account management, and problem-solving skills; ability to manage a complex selling and sustainment process, consisting of engagement at all levels of a customer/prospect organization, from engineering & technical teams to senior management.
  • Sound analytical approach and competence using process driven sales tools to drive attainment of sales revenue targets.
  • Excellent written and verbal communication skills, including the ability to prepare and present reports to a wide range of internal & external audiences.
  • Passion for delivering outstanding results in changing conditions; ability to maneuver between strategic thinking, planning and tactical execution depending on customer needs and business circumstances.
  • Strong negotiation skills.
  • Proven performance and comfort level in working across various cultural settings.
  • For remote candidates, demonstrated past successful sales track record in a remote role.



Education and Experience Requirements

  • Bachelor's degree in a technical or business discipline; electrical or mechanical engineering degree preferred.
  • Minimum 10 years technical sales experience in industrial manufacturing or medical segment required; experience in automation/motion control preferred.
  • Experience with Salesforce or other CRM tools (e.g., Microsoft Dynamics).
  • Formal strategic selling training (e.g., Miller-Heiman, Challenger) preferred.
  • Experience with Lean Six Sigma or other continuous and quality improvement tools preferred.
  • Additional experience in Program Management, Project Management, or Product Management preferred.
  • Multi-Language skills preferred (English, German, Spanish, French).
  • Proficiency with Microsoft programs (Excel, Word, Project, PowerPoint, Outlook).

EEO Statement: The company in which you have expressed employment interest is a subsidiary or affiliate of Altra Industrial Motion Corp. The subsidiary or affiliate is referred to as an ''Altra Company.'' Altra Industrial Motion Corp. and all Altra Companies are equal opportunity employers that evaluate qualified applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity or expression, or other characteristics protected by law. The ''EEO is the Law'' poster is available at: http://www.dol.gov/ofccp/regs/compliance/posters/pdf/eeopost.pdf. If you have a disability and need assistance accessing or using this website to apply for a position, you can request assistance by sending an email

#LI-REMOTE

The company in which you have expressed employment interest is a subsidiary or affiliate of Altra Industrial Motion Corp. The subsidiary or affiliate is referred to as an ''Altra Company.'' Altra Industrial Motion Corp. and all Altra Companies are equal opportunity employers that evaluate qualified applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity or expression, or other characteristics protected by law. The ''EEO is the Law'' poster is available at: http://www.dol.gov/ofccp/regs/compliance/posters/pdf/eeopost.pdf. Individuals who need a reasonable accommodation because of a disability for any part of the employment process will have the opportunity to request accommodation during the application process.

Job Requirements

 
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