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Strategic Account Manager (Catheter-Based Components)

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<strong>Nordson Medical</strong>, a global leader in Interventional Solutions, Fluid Components, and Surgical Solutions, is seeking an experienced and highly motivated individual to join our team. We are committed to creating a diverse and inclusive workplace, and we are looking for candidates who share that same commitment.<br><br><strong>Summary Of The Role<br><br></strong>As a member of our team, you will have the opportunity to work in a dynamic and collaborative environment, where your ideas and contributions will be valued and respected.<br><br>This is a dynamic, customer-facing, account relationship and retention role that requires proactive communication and strategic discussions at the C-Suite level. The Strategic Account Manager (SAM) is responsible for providing a strategic approach to developing global customer relationships while delivering processes and best practices to our largest and most valuable customers. This role owns a select number of strategic customers and ensures growth greater than the market rate leveraging our range of products and services.<br><br><strong>Essential Job Duties And Responsibilities<br><br></strong><ul><li>Sales growth - Meets monthly, quarterly and annual assigned sales quotas for revenue growth and strategic objectives in assigned territory or assigned accounts.</li><li>Strategic Account Management - Maps out Key Account organization and develops relationships with key decision makers to understand what is required to add value, win new business, and exceed expectations. Leads Nordson’s strategic objectives and account planning process for the Key accounts to include revenue targets and performance objectives.</li><li>Is strong customer advocate and informs and educates Nordson Medical business units with what is required to win new business.</li><li>Establishes consultative, productive, and professional relationships with customers globally and influences key stakeholders and C-level executives who occupy the primary buying position.</li><li>Communicates Nordson Medical’s value proposition for both products and service and is a trusted advisor to the customer.</li><li>Leads communication efforts between the selected accounts and Nordson Medical business units, establishing recurring calls, business reviews, and visits.</li><li>Proactively assesses, clarifies, and validates customer/prospective customer needs on an on-going basis.</li><li>Coordinates the involvement of company personnel, including support, service, and management resources, to meet account performance objectives and customer/prospect expectations.</li><li>Provides customer feedback for product development representing the voice of the customer as needed.</li><li>Manages and develops the Regional Account Managers around the world to support retaining and winning business locally.</li><li>Supports the division with insight and analysis on market development and other strategies to drive profitable growth</li><li>Attends state, regional, and national trade shows as appropriate.</li><li>Performs other related duties as assigned.<br><br></li></ul><strong>Account Management <br><br></strong><ul><li>Relationship-building with key stakeholders on a global level throughout the account lifecycle.</li><li>Serve as the single, global point of contact for all things Nordson Medical.</li><li>Serve as the escalation point and manager of support and service escalations.</li><li>Ability to network across an organization globally; establish relationships with key decision makers.</li><li>Provide reporting to cross-functional areas and senior management</li><li>Provide detailed summaries of the overall needs, health and key issues of the supported customers.</li><li>Provide periodic health checks and business reviews to key customer stakeholders; review metrics, articulating areas of strength, and developing programs for improvement and/or remediation opportunities.<br><br></li></ul><strong>Accountabilities And Performance Measures<br><br></strong><ul><li>Achieves assigned sales quota for the global parent accounts.</li><li>Meets and maintains company expectations for average sales pricing and profitability.</li><li>Completes customer/prospect account plans that meet company standard.</li><li>Maintains high customer satisfaction ratings that meet company standards.<br><br></li></ul><strong>Education And Experience Requirements<br><br></strong><ul><li>Bachelor's degree in engineering or business with demonstrable technical acumen. Master's degree in business administration is preferred.</li><li>An ability to think critically and strategically while considering the needs of both the customer and company.</li><li>Minimum of 10 years of proven successful work experience in medical device sales to OEMs and contract manufacturers.</li><li>Prior people leadership experience required<br><br></li></ul><strong>Skills And Abilities<br><br></strong><ul><li>Expert knowledge and application of strategic, tactical, and consultative selling principles in a complex sales environment.</li><li>Strong analytical skills, including market strategy, customer requirements and success factors, and a value-based selling process.</li><li>High level of drive and ability to influence and make things happen.</li><li>Advanced communication skills, both verbal and written, with the ability to create impactful presentations.</li><li>Negotiation, contracting, and problem-solving skills.</li><li>Proven relationship building skills with demonstrated knowledge of territory development and customer retention (by phone and in person).</li><li>Strong organization and planning skills with an attention to detail and accuracy.</li><li>Must possess a thorough understanding of work related standards and regulations, including but not limited to Standard Operating Procedures (SOPs) and Quality System Regulations (QSRs), both US and international.</li><li>Demonstrated proficiency utilizing the Web, MS Office, Salesforce, and/or other CRM tools.<br><br></li></ul><strong>Working Conditions and Physical Demands<br><br></strong>To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed above are representative of the knowledge, skill, and/or ability required. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.<br><br><strong>Travel Required<br><br></strong>Estimated 75%<br><br><strong>Interested?<br><br></strong>If you are interested in being a part of a team and creating an inclusive and diverse workplace, please apply online with your CV.<br><br><strong>About Nordson Medical<br><br></strong>At Nordson MEDICAL, you don't have to be a doctor to help save lives. We are the global expert in the design, development, and manufacturing of complex medical devices and component technologies. By joining our team today, you will help us bring innovative ideas to life. Nordson MEDICAL is a global team that works to create components for life-saving medical devices. We offer a supportive culture in a growing and dynamic work environment. Whether you're just beginning your career or you're a seasoned professional, there's a place for you to belong at Nordson MEDICAL. We offer hourly and salary positions in production, maintenance, customer service, quality, engineering, and more. We actively invest in our teams to help you build your skillsets and advance your career.

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Common Interview Questions And Answers

1. HOW DO YOU PLAN YOUR DAY?

This is what this question poses: When do you focus and start working seriously? What are the hours you work optimally? Are you a night owl? A morning bird? Remote teams can be made up of people working on different shifts and around the world, so you won't necessarily be stuck in the 9-5 schedule if it's not for you...

2. HOW DO YOU USE THE DIFFERENT COMMUNICATION TOOLS IN DIFFERENT SITUATIONS?

When you're working on a remote team, there's no way to chat in the hallway between meetings or catch up on the latest project during an office carpool. Therefore, virtual communication will be absolutely essential to get your work done...

3. WHAT IS "WORKING REMOTE" REALLY FOR YOU?

Many people want to work remotely because of the flexibility it allows. You can work anywhere and at any time of the day...

4. WHAT DO YOU NEED IN YOUR PHYSICAL WORKSPACE TO SUCCEED IN YOUR WORK?

With this question, companies are looking to see what equipment they may need to provide you with and to verify how aware you are of what remote working could mean for you physically and logistically...

5. HOW DO YOU PROCESS INFORMATION?

Several years ago, I was working in a team to plan a big event. My supervisor made us all work as a team before the big day. One of our activities has been to find out how each of us processes information...

6. HOW DO YOU MANAGE THE CALENDAR AND THE PROGRAM? WHICH APPLICATIONS / SYSTEM DO YOU USE?

Or you may receive even more specific questions, such as: What's on your calendar? Do you plan blocks of time to do certain types of work? Do you have an open calendar that everyone can see?...

7. HOW DO YOU ORGANIZE FILES, LINKS, AND TABS ON YOUR COMPUTER?

Just like your schedule, how you track files and other information is very important. After all, everything is digital!...

8. HOW TO PRIORITIZE WORK?

The day I watched Marie Forleo's film separating the important from the urgent, my life changed. Not all remote jobs start fast, but most of them are...

9. HOW DO YOU PREPARE FOR A MEETING AND PREPARE A MEETING? WHAT DO YOU SEE HAPPENING DURING THE MEETING?

Just as communication is essential when working remotely, so is organization. Because you won't have those opportunities in the elevator or a casual conversation in the lunchroom, you should take advantage of the little time you have in a video or phone conference...

10. HOW DO YOU USE TECHNOLOGY ON A DAILY BASIS, IN YOUR WORK AND FOR YOUR PLEASURE?

This is a great question because it shows your comfort level with technology, which is very important for a remote worker because you will be working with technology over time...

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