Strategic Accounts Manager

Description

PMC is offering an opportunity for an impactful, sales professional to serve PMC’s industry-leading 

customers in their rapidly growing medical device business. 

Who is PMC SMART Solutions?

PMC, as a privately held, globally-recognized, award–winning contract manufacturer that provides life-saving medical devices and safety-enhancing automotive components to a broad base of international, market-leading OEMs and Tier One customers. Tier One customers, including Medtronic, Stryker, Baxter, Cook Medical, ZimmerBiomet, Olympus, Bosch, Continental and others.

PMC offers services from design for manufacturability and program management through injection molding, full assembly, packaging, and sterilization management, focusing on precise-tolerance, intricate devices and components. For its medical customers, PMC functions under ISO 13485 certification, FDA registration and operates state-of-the-art, certified Class 8 (100,000) clean rooms. PMC maintains an IATF-16949 certification in support of our automotive business.

PMC is a certified Women-Owned Business Enterprise, offering a comprehensive range of services while supporting global OEMs’ supplier diversity goals.

What would you look forward to in this role?

• Driving new business growth with assigned existing and new customers. 
• Deep relationship development and proactively seeking new business opportunities.
• Leading the sales process from prospecting to contract execution while collaborating across internal teams to deliver value-driven solutions

What key responsibilities would you assume in this role?

Business Growth

• Proactively drive new business within assigned customer accounts to identify maximum potential and achieve or exceed sales goals.
• Visit assigned customers on a frequent basis to cultivate relationships and expand PMC’s business and competitive position within the accounts.
• Identify, understand, and effectively communicate both short- and long-term customer needs to drive strategic alignment and business growth.
• Lead customer engagement opportunities, including proposal presentations, Lunch & Learns and tours, coordinating with the customer and PMC teams.
• Strengthening PMC’s reputation and brand presence within assigned customer accounts and targeted prospects by identifying and educating key decision-makers and influencers on PMC’s capabilities. Leads this effort by driving engagement on relevant topics and coordinating presentations, Lunch & Learns, virtual tours, and customer visits to showcase PMC’s value and expertise. 
• Collaborate with the supply chain team by communicating support needed for proposals and presentations. Support supplier management to minimize or eliminate impacts of cost fluctuations.
• Coordinate with PMC’s legal review team for review and execution of confidentiality agreements, NDAs, and supply agreements related to strategic projects.

Account Management

• Develop and execute strategic account management plans to protect existing business, preserve margins, and identify growth opportunities within assigned customers, in collaboration with sales leadership.
• Drive business bookings to meet or exceed annual objectives while maintaining and improving profitability.  Strengthen relationships at multiple levels within accounts to foster long-term partnerships.   Plan and drive organic expansion within key accounts. Support quarterly business reviews by collecting and presenting relevant data.
• Work with sales leadership to facilitate introductions, strengthen customer relationships, and help account managers identify key decision-makers to drive business growth.
• Proactively plan and lead customer visits to strengthen relationships, enhance engagement, and identify new business opportunities. Coordinate on-site meetings, manage key customer touchpoints, and develop a robust sales pipeline to support long-term growth.
• Take ownership of day-to-day relationship management, fostering strong connections with key stakeholders and developing PMC champions and advocates within assigned accounts.
• Serve as the primary advocate for the customer experience across all PMC departments, ensuring seamless communication and resolution of customer concerns.
• Oversee all commercial activities for assigned accounts, including pricing adjustments, RFQs, and contract negotiations to ensure profitability and long-term success.
• Conduct regular check-ins with engineering, quality and business unit managers to stay informed on ongoing projects, unresolved challenges, and overall customer satisfaction to commercially escalate as needed to support resolution
• Coordinate the completion of customer agreements, surveys, and legal documentation in partnership with the Executive Director of Sales and PMC’s legal review team.

Sales Process Execution

• Manage the end-to-end sales process and ensure all High Payoff Activities (HPAs) are actively pursued for targeted for all opportunities. 
• Oversee initial client communication, onsite presentations, RFQ response, and work in close collaboration with development engineering/ supply chain and operations teams to ensure that proposed offerings and services fully meet customers’ needs. 
• Coordinate the RFQ and quoting process for assigned opportunities to deliver accurate, timely, and commercially viable quotes. Work with Sales Leadership to finalize quotes, with cost estimates prepared by the estimating department. Ensure key stakeholders are involved in kickoff meetings to review RFQs, define quoting strategies, and align on next steps before submission to estimating. 
• Lead customer communications including call reports for all customer visits, updated contact management and monthly reporting on new and existing account development pipeline activity.

New Prospect Development

• Partner with Sales Leadership to identify and engage high-potential prospects that align with PMC’s strategic objectives. 
• Conduct market research to assess new business opportunities, analyze customer fit, and develop targeted lead generation strategies.
• Build and maintain a robust sales pipeline by proactively identifying, qualifying, and nurturing key prospects to drive long-term growth.

Requirements

 What is needed to thrive in this role?

• A minimum of five (5) years’ experience involved in direct sales account management for a manufacturer is required.
• Bachelor’s degree is required. Engineering/Technical, Marketing or Business Administration related degrees are preferred.
• Competency in Microsoft Office software use (especially Word, Excel and PowerPoint) is required.
• Demonstrated ability to manage multiple customer accounts simultaneously is required.
• Demonstrated experience and success with customer presentations and negotiations is required.
• Experience selling in medical manufacturing business producing products and/or components, assemblies, resin or tooling required. Experience selling plastic injection molding is a strong plus.
• A highly organized, detail-oriented, self-motivated and collaborative work style is essential for success in the position.
• A strong bias for action and self-initiative towards achieving the most important commitments and expected results. 
• Overnight travel, about 20% to 30% of work time, is required for visits to customers and PMC.