Strategic Accounts Director

By living according to a common set of values, we create a culture that unifies, embraces the uniqueness we all bring to the company, and positions Integer for long-term success.

At Integer, our values are embedded in everything we do.

Customer

We focus on our customers’ success

Innovation

We create better solutions

Collaboration

We create success together

Inclusion

We always interact with others respectfully

Candor

We are open and honest with one another

Integrity

We do the right things and do things right

Job Summary:

The primary purpose of this position is to retain and expand revenue, profitability, and customer satisfaction with one or more of Integer’s largest and most strategic customers. This includes account revenue growth as well as identifying, qualifying and closing new and incremental opportunities with our most strategic customer(s). Primary call points are Senior Leaders responsible for influencing and decision making on external business partnerships related to manufacturing, design and finished device transfers for the company.

Accountabilities & Responsibilities:

• Adheres to Integer’s 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.
• Identifies, engages, and maintains effective relationships with key influencers/decision makers of assigned strategic account, through active customer involvement.
• Develops and executes 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.
• Responsible for all aspects of the pipeline and funnel for respective account/s.
• Identifies and act on opportunities to enhance the reputation and business relationship; as primary point of contact, expected to rectify all issues associated with customer and Integer relationship.
• Provides visible leadership at strategic account meetings.
• Responsible for negotiating strategic account supply agreements and new deals.
• Leverages 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 (KPIs) are met.
• Utilizes market and customer data to develop global sales deployment models; stays informed of customer opportunities, current business conditions, potential prospects, and competitive issues.
• Keeps 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 updates management and peers on status, prospects, and current needs of top customers; escalates issues as appropriate; serves as primary lead for account-specific business reviews with Integer leadership team.
• Coaches and provides guidance to Account Managers or other indirect reports, primarily on ways of implementing strategic deals and successfully developing and servicing our largest customers.
• Responsible for the overall management of expenses within budget and generating required reporting.

• Career Band Level Differentiators:
  • M4: Responsible for managing direct reports, providing leadership, guidance, and support. Conducts performance, development, training, and annual merit processes to ensure a highly skilled and engaged workforce.
  • P6: Individual contributor; has no direct reports.
• 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 executive sales leadership in medical device or related business-to-business industry
  • 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 desired for management level

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%

U.S. Applicants: EOE/AA Disability/Veteran