Director of Key Account Management

Job Summary:

The Director of Key Accounts is responsible for leading and managing a team of Key Account Managers with a primary focus on driving revenue growth through account expansion, acquisition of new key accounts, and ensuring high retention and renewal rates. This role requires a strategic leader who can build strong relationships with high-value clients, implement effective account management strategies, and foster a high-performance sales culture.

Key Responsibilities & Essential Functions:

Achieves assigned sales quota, revenue growth and profitability objectives for a portfolio of designated Key Accounts consisting of a subset of Nixon customers and new prospects. Establishes productive relationships with key personnel in assigned customer accounts.

Proactively leads a joint company-key account planning process that develops mutual performance objectives, financial targets, and critical milestones (existing revenue, agreement renewal, new sales revenue)

Account Growth & Expansion

• Develop and implement strategic account plans to drive revenue growth from existing accounts.
• Identify cross-sell and upsell opportunities within key accounts to maximize client value.
• Collaborate with internal teams (e.g., marketing, service, finance) to develop solutions tailored to client needs. (Key Account Teaming)

New Business Acquisition

• Work with the Key Account Managers to identify and secure new high-value key accounts.
• Set clear goals and strategies for acquiring new business within target industry.
• Leverage market insights and competitive analysis to penetrate new accounts.
• Takes a leadership role to be directly involved, assigns ownership or personally leads to secure new business, as required.

Retention & Renewals

• Ensure a proactive approach to contract renewals and retention, minimizing churn.
• Oversee client engagement initiatives to strengthen relationships and enhance customer satisfaction.
• Address escalations and resolve client concerns effectively to maintain long-term partnerships.

Leadership & Team Development

• Leads through a direct staff and matrix management process to empower and leverage cross-functional teams, secure key account retention, and build revenue growth
• Manage, coach, and mentor a team of Key Account Managers, driving performance and professional growth.
• Work closely with Regional Sales Mangers/Territory Sales Managers on selling strategies.
• Set clear KPIs and objectives aligned with revenue goals and customer success.
• Focuses the team on achieving leading and lagging indicator results.
• Foster a culture of accountability, collaboration, and continuous improvement.
• Coordinates the involvement of company personnel, including support, service, and management resources, to meet account performance objectives and customer’s expectations

Strategic Planning & Reporting

• Develop and track key performance metrics (growth, retention, acquisition).
• Provide regular reports and insights to senior leadership on account performance and opportunities.
• Stay updated on industry trends, competitors, and emerging market opportunities.

Required Skills & Abilities:

• Demonstrates highly effective leadership skills through ability to influence others, build consensus and drives results from multiple parties
• Highly organized, disciplined and effective time management skills to balance multiple activities
• Preparation, planning, efficient and effective field work using all tools available
• Self-motivated, highly competitive, hard-working, assertive and demonstrates firm commitment to audience
• Able to manage complex accounts through sales process, close deals independently
• Demonstrates expert level negotiations skills to plan, predict and address issues that achieve optimal results, close deals and sign new agreements
• Positive "can do' attitude, is resilient in the face of obstacles, delays or setbacks
• Strong interpersonal skills and awareness (tact, friendliness, balance & perspective)
• Team oriented. A desire and willingness to help others. Able to adapt and remain flexible
• Demonstrate a thorough and detailed nature to complete work assignments.
• Advanced communication skills. Able to ask high value questions, listen to client needs; write concisely and clearly; and align with market value and customer needs.
• Highly proficient at public speaking and presentations
• In the field (on the job) coaching & team selling a minimum of 3 days per week
• 30-40% Minimum Overnight Travel Required

Required Credentials:

• 10 years of Sales Experience with a proven track record of success with goal attainment in key account management, sales leadership, or business development, preferably in healthcare.
• 5 years of experience as a manager of a sales team or organization
• Bachelor’s Degree
• Proven track record of growing and retaining enterprise-level accounts.
• Strong leadership experience managing high-performing sales/account management teams.
• Deep understanding of strategic selling, contract negotiation, and customer success strategies.
• Excellent communication, problem-solving, and relationship-building skills.
• Ability to work cross-functionally and influence internal stakeholders.

About Nixon Medical:

For more than 55 years, Nixon Medical has been a trusted leader in providing premium medical apparel and linens to outpatient healthcare centers. Our commitment to exceptional service has earned us partnerships with some of the largest regional health systems in the United States, and we proudly serve over 10,000 locations every week.

As a mission-driven organization, we’ve built an award-winning workplace culture rooted in respect, integrity, and growth. Our mission — to grow and create opportunities that enrich each other’s lives — comes to life through a culture focused on helping our associates become the best versions of themselves while empowering our customers to deliver outstanding patient care.

Nixon Medical is proud to partner with Work Step, a cutting-edge text messaging-based associate feedback platform, to drive an amazing culture of associate engagement and continuous improvement.

We believe to grow and create opportunities that enrich each other’s lives, opportunities must be available to all. Our commitment to having a diverse, equitable, and inclusive workforce will strengthen our progress to continue offering long-term career opportunities while providing best in class solutions for our customers.

Nixon Medical is an EEO/Affirmative Action Employer.