National Account Manager

Stanley Black And Decker Chicago , IL 60602

Posted 2 months ago

Job Description:

Position Summary

Responsible to manage and grow named IDN's with the portfolio of offerings for the acute care business of STANLEY Healthcare. The position will work with regional Client Executives to take a top down/bottom up approach for gaining mind share and awareness of the market leading solutions in our portfolio.

Essential Job Functions

  • Grow sales and establish, manage, and maintain relationships with key IDN's while effectively communicating information regarding these accounts to all applicable parties internally and externally

  • Responsible for sales to assigned IDN's including, but not limited to, inbound/outbound telephone calls to and from customers and prospects, on-site meetings with targeted IDN's, and ongoing account maintenance for established accounts

  • Collaborate with Client Executives in assigned territory to ensure revenue objectives are met and target accounts are closed. Assist with coaching, motivating, and driving results.

  • Be a voice within STANLEY Healthcare to drive product roadmap and strategy to meet the requirements of IDN's

  • Develop and execute a strategic plan within assigned group of IDN's to assure quarterly and annual growth targets are met and exceeded.

  • Establish and maintain key relationships with all assigned IDN's

  • Attend trade shows and network with potential IDN's as required

  • Assure quality in the company's response to "special" IDN needs and expectations with respect to order processing, reporting, and other matters

  • Establish and grow professional relationships at the top levels of each assigned IDN's to grow awareness of STANLEY Healthcare's acute care solutions.

  • Keep all pertinent people informed of any problems or important issues concerning the accounts

  • Develop action plans and successfully obtain contracts and sales from the accounts targeted in the plans

  • Update and analyze information on each current account and future accounts to be obtained

  • Request other sales personnel input, and gain buy-in for all goals set for this analysis

  • Track and create meaningful information on current accounts by developing a strategic plan to promote growth and execute

  • Update monthly division head reports as needed and keep files on information concerning any future corporations we may target

  • Assist with coaching, motivating, and enabling sales personnel to further develop abilities, work assigned sales territories, and coordinate efforts with assigned Field Reps

  • Engage in problem solving and make decisions and recommendations as appropriate

  • Travel as necessary to meet the goals of the company through attendance at trade shows, customer sites, national account visits, etc.

  • Other duties as assigned

Education / Requisite Skills:

  • College degree in Business or Marketing or equivalent combination education and work experience in these areas required

  • 7-10 years of sales experience required with documentable success required

  • 3-5 years of experience successfully managing key IDN's preferred

  • Sales experience in acute care strongly preferred; enterprise software sales experience desired

  • Proven track record of building relationships with C suite/VP levels across hospital/IDN departments

  • Successful track record managing a growing account portfolio & sales territory

  • The right individual will be self-motivated, with a high energy level what will take the initiative to research, make decisions, follow through on and accomplish multiple tasks with a sense of vision, detail, commitment, priority and urgency

  • Must be an extroverted leader with demonstrated selling and relationship building capability's that enjoys a challenge

  • Must possess above-average oral and written communication abilities, and strong interpersonal skills

  • The ability to present products and information to key high-level persons required

  • Knowledge of Microsoft Excel, PowerPoint and Word is essential

  • Valid Driver's license and a good driving record is required

  • Must have the ability to travel at 40-50% of the time

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National Account Manager

Stanley Black And Decker