Director, Account Management

Posted 3 months 27 days ago by Intalere

Full Time
Community & Sport
California, Los Angeles (Downtown), United States
Job Description

Role responsible for ongoing management of relationships and revenue retention across an assigned base of accounts/territory; carries an annual revenue retention quota. A consultative role responsible for maintaining relationships on multiple levels of organizations, for coordination of internal resource deployment to address key customer initiatives and for identifying opportunities for additional sales of Intalere Solutions and Programs in collaboration with Strategic and Solution Sales Executives. This role requires a proactive and consultative relationship management approach, including but not limited to executive meetings, MBRs/QBRs, best practices, benchmarking, etc.

Essential Job Duties:

Manage Core Account Management territory

Develop yearly business plan for growing and maintaining core accounts

Sell within assigned accounts and/or geographic territory

Demonstrated ability to execute account management strategies

Develop working relationships with distribution partners to support territory growth

Implement tactical initiatives and strategy to increase membership, sales and contract utilization within new and existing members

Retain, grow and manage existing customer base through collaborative activities with National Accounts, supplier and distribution partners to ensure sales goals are achieved

Provide superior customer service to ensure customer satisfaction and retention

Develop selling skills to effectively and productively service members

Participate in all weekly sales calls, educational Web casts and monthly team conference calls to keep current with products, contracts and services

Skill in preparing & delivering presentations to meet purpose & audience

Develop relationships with designated Clinical Specialists to understand and promote contracts and selling solutions within their respective areas

Develop a thorough knowledge of various Intalere databases, including CRM and Member Resources to effectively service members

Determine which issues require escalation to next level

Organize administrative duties to increase productivity

Utilize CRM daily as a time management tool

Prepare designated reports, such as the monthly territory progress report, within specified time frame for review by Sales Leadership

Prepare paperwork necessary for new or existing members to assure accuracy and compliance with Intalere's processes and procedures

Monitor the sales revenue goal within a defined Core Account Management territory to achieve budgeted growth

Achieve the annual sales/revenue goal in a defined territory by analyzing and reviewing members purchasing through Intalere

Monitor purchasing data and conducts quarterly business reviews identifying opportunities and verifying sales reporting to increase sales and customer satisfaction

Monitor all non-reporting issues with appropriate follow-up to ensure accuracy of sales reported

Manage Sales Funnel to ensure that all single sales objectives, by facility, have been qualified as an opportunity worth pursuing and are being worked aggressively and routinely towards a successful close

Confirm funnel data is accurate and entries are compliant with sales funnel business rules

Monitor funnel forecasted yield to reflect 110% of quota

Review funnel activity bi-weekly with Regional Director

Check the Leads View and Opportunities View for funnel changes and accuracy each week


Bachelor's Degree in business, healthcare related field, supply chain management desirable or combination of education & experience providing equivalent knowledge AND

Minimum 5 years proven outside sales success within a healthcare environment (ex. Distribution, Manufacturing, Pharmaceuticals) AND/OR (Internal) Minimum of 2 years of demonstrated success as an Intalere Inside Sales Rep

Knowledge of healthcare organizations, supply chain & distribution

Ability to navigate complex customer & internal (matrix) environment in a collaborative environment

Knowledge of healthcare GPO market, products & services

Demonstrated ability to execute account management strategies

Skills in interpreting and delivering complex internal & external data & systems including the ability to explain complex information in a way that is easily understood

Ability to sell solutions to meet customers' needs and goals

Ability to ask probing questions to uncover complex customer needs

Knowledge of and demonstrated proficiency in using personal computers & related software (Microsoft office, CRM & proprietary databases)

Demonstrated ability to be proactive & operate independently

Skill in preparing & delivering presentations to meet purpose & audience

Ability to access and influence executive level decision makers

Skill in time & territory management

Skill in analyzing territory results & develop accurate forecasts

Skill in assessing, measuring & reporting monthly performance against key metrics

Ability to provide superior customer service with timely follow-up to ensure member satisfaction & retention

Demonstrated ability to meet revenue budget

Ability to execute defined processes

Skill in verbal & written communication skills

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