Job Description

At Integer, our vision and values are embedded in everything we do!

If you want to work for an organization that values customer focus, teamwork, respect, integrity, communication and innovation, apply now!

Job Summary:

The primary purpose of this position is to create and drive Account Management strategy for the business in alignment with company and product category strategy. This position is accountable for managing key and emerging customers within the Product Category including account retention and penetration, margin enhancement and supporting other commercial functions, Drives a culture that is passionate about enhancing patient lives with a focus on integrity, continuous improvement, accountability, personal development, respect for individuals and the desire to win and celebrate as a team.

Accountabilities & Responsibilities:

  • Identify, engage and maintain effective relationships with key influencers/decision makers at potential and existing Key and Emerging Accounts through active customer involvement.
  • Develop and execute account strategies and value-based selling process to maintain margins, increase market share and achieve fiscal year revenue and profit goals with assigned strategic customer.
  • Identify and act on opportunities to enhance the reputation and business relationship; rectify all issues associated with customer and Integer relationship as primary point of contact.
  • Responsible for negotiating account supply agreements and new deals.
  • Leverage various resources and teams within Integer (e.g., Product Marketing, Applications Engineering, Customer Success. Quality, Legal, etc.) to identify commercial opportunities and ensure service levels and key performance indicators (KPls) are met. Utilize market and customer data to develop global sales deployment models; stay informed of customer opportunities, current business conditions, future prospects, and competitive issues.
  • Keep informed on new products, process, services, and other general information of interest to customers, through successful completion of capabilities training, self-study and participating in or facilitating Sales Training.
  • Regularly inform VP of Sales and peers on status, prospects, and current needs of customers; escalate issues as appropriate; primary lead for account-specific business reviews with Integer leadership team Lead a team of Account Managers and/or Sales support professionals to achieve specified sales objectives    
  • Responsible for the overall management of expenses within budget and generating required reporting.  
  • Adheres to Integer Values and all safety, environmental, security and quality requirements including, but not limited to: Quality Management Systems (QMS), Safety, Environmental and Security Management Systems, U.S. Food and Drug Administration (FDA) regulations, company policies and operating procedures, and other regulatory requirements.
  • Performs other duties and functions as required.

Education & Experience:

Minimum Education: Bachelor's Degree in Engineering, Business, Marketing or related discipline; Advanced degree preferred.

  • Minimum Experience: 10+ years of sales leadership in medical device or related business-to-business industry o Proven successful track record in leading and improving commercial relationship(s) with large OEM accounts
  • Proven experience calling on and developing relationship(s) with customer C—Suite and leadership team members
  • Experience managing direct reports.

Knowledge & Skills:

Sales/Marketing Knowledge/Skills:

  • Deep understanding of medical device and/or contract manufacturing industry
  • Proven success with sales call planning/execution and opportunity development in large OEM organizations.
  • Adept at quickly analyzing, understanding and leveraging technical or clinical material
  • Identify and optimize financial impact of deals and opportunities; highly skilled negotiator

Values and Leadership Competencies:

  • Prioritize Focus: Ability to translate strategy into tactical implementation and motivate others to execute on the strategy
  • Teamwork: Proven ability to work collaboratively with and influence peers and management
  • Align Stakeholders: address potential resolutions to customers and internal stakeholders and find ways to partner to move work forward

Personal/Professional Competencies:

  • Executive Presence - Interpersonal and presentation communication strengths
  • Time/Project Management: Effectively manage multiple, significant activities and respond to changing priorities with minimum disruption
  • Work Ethic: high results oriented, high tolerance for ambiguity and proven success in driving results with minimal supervision
  • Problem Solver: Able to drive problem resolution in challenging situations.
  • Computer skills: Proficiency in Outlook, Excel, Word, PowerPoint and all web-based applications
 
  • Other
  • Field-based position with home or Integer facility-based office
  • Travel; Approximately 50%
  • If the position is outside the US, It will be known as Director, International Sales or Sales Director, EMEA
  • Also, If the position is outside of the US, there may be account management responsibilities with Strategic Accounts as our OUS representative to those accounts.
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