Director Strategic Accounts

General Summary

JOB DESCRIPTION

The Director of Strategic Accounts will lead and manage a high-performing team responsible for driving strategic growth and revenue across a portfolio of multinational and global accounts. This role is pivotal in aligning customer objectives with the Zeus strategic plan, ensuring optimal account management, and overseeing all aspects of the sales process—from lead generation to contract negotiation and post-sale execution. The Director will play a key role in mentoring team members, maintaining the integrity of the sales pipeline, and collaborating cross-functionally to deliver value to customers and drive long-term business growth.

Responsibilities

• Leadership & Team Management: Lead, mentor, and develop a team of Strategic Account Managers (SAMs) and Strategic Inside Sales, providing direction, performance optimization, and ongoing professional growth.
• Strategic Planning & Execution: Oversee the development, implementation, and execution of account-specific strategies for global and multinational accounts, ensuring alignment with corporate goals and customer objectives.
• Revenue & Profitability Oversight: Manage team performance with a focus on achieving revenue growth and profitability targets. Regularly assess and adjust strategic initiatives to meet financial objectives and enhance customer satisfaction.
• Pipeline & Data Management: Ensure adherence to best practices in pipeline management, maintaining a clean, accurate, and up-to-date sales pipeline. Collaborate with Sales Operations to regularly audit pipeline data for quality, proper categorization, and accurate forecasting.
• Cross-Functional Collaboration: Work closely with internal cross-functional teams (e.g., product managers, technical specialists, marketing, finance, integrated supply chain, etc.) to address the needs of strategic accounts. Recognize and leverage cultural differences in multinational and global markets to enhance collaboration and customer satisfaction.
• Contract Negotiations & Pricing: Oversee and direct activities related to contract negotiations, supply agreements, and pricing strategies, ensuring alignment with profitability targets. Work collaboratively with sales, finance, and marketing teams to maintain existing business and facilitate new business development.
• Customer Relationship Management: Build and maintain strong direct relationships with decision-makers across customer organizations, including C-suite executives, ensuring customer needs are met and exceeded through proactive account management.
• Performance Monitoring & Reporting: Conduct regular reviews of account plans with senior management and teams, tracking progress and identifying areas for improvement. Lead the development of detailed performance reports and presentations for internal stakeholders.
• Collaboration with Sales Operations: Work closely with Sales Operations to ensure smooth sales processes, accurate reporting, and alignment of sales strategies. Drive continuous improvement in sales practices and operational efficiency.
• Budgeting & Financial Oversight: Lead annual budgeting activities, ensuring that revenue and profitability targets are achieved. Monitor financial performance against goals, implementing corrective actions as necessary.
• Marketing & Communication: Collaborate with the marketing team to ensure proper product positioning and relevant marketing materials are available to support strategic accounts. Maximize Zeus’ market position through targeted messaging and sales enablement efforts.
  
  

Qualifications

• Educational Background: Bachelor’s degree in Business, Marketing, or a related field. An MBA or advanced degree is preferred.
• Experience: Minimum of 15 years of experience in sales, with at leat 5 years in a leadership role.
• At least 10 years of experience in strategic account management, preferably within the med-tech industry.
• Industry Expertise: Deep understanding of medical technology products and applications, including the product development process and global regulatory requirements.
• Leadership & Negotiation: Proven track record of leading teams and managing strategic accounts, with extensive experience in contract negotiations, pricing, and revenue metrics. Strong ability to build relationships with senior executives and drive results through others.
• Strategic Planning & Execution: Demonstrated ability to create, implement, and manage strategic account plans that align with sales targets, organizational objectives, and client needs. Ability to synthesize data and translate it into actionable strategies.
• Pipeline & CRM Management: Advanced knowledge of CRM tools and sales pipeline best practices. Experience in coaching teams to ensure pipeline accuracy, forecasting integrity, and opportunity progression.
• Cross-Functional Collaboration: Ability to effectively collaborate with Sales Operations, Finance, Marketing, and other departments to align strategies, ensure consistency, and optimize performance.
• Communication & Influence: Exceptional communication skills, with the ability to influence stakeholders at all levels, including C-suite executives. Strong written and verbal communication skills, with the ability to present complex strategies clearly and persuasively.
• Travel Requirements: Willingness to travel 40-80% of the time, depending on account needs and business requirements.