Global Strategic Account Manager

Summary of the role

The Global Strategic Account Manager is accountable for the overall leadership, growth, and strategic direction of assigned global account(s). This role requires a high level of business acumen and the ability to drive results through influence and cross-functional collaboration. The ideal candidate will proactively manage global relationships, align internal resources, and execute strategic initiatives to ensure consistent, profitable year-over-year growth.

Tasks and Responsibilities

• Gather credible data and develop a deep working knowledge on customer(s) organization, structure, strategies, competitors (customer and Trelleborg Medical Solutions), and economic trends relating to the account(s) globally.
• Develop a relationship with all relevant roles within the customer globally, with an emphasis on the C suite.
• Lead and manage by influence and with the right use of the right networks externally.
• Organize regular strategic alignment sessions with the account(s) and develop a road map including short and long term strategy.
• Collaborate cross-functionally to ensure alignment with the customer’s five-year and beyond business objectives, delivering measurable results and sustainable growth.
• Actively use Sales Excellence framework in execution of the strategic plan.
• Identify the core business product and service offerings required for Trelleborg Medical Solutions to compete effectively for the account(s).
• Identify and pursue new business opportunities within assigned accounts to drive growth within the customer’s global markets.
• Develop a business plan from the aligned customer road map to include detailed expectations with projects, sales, profit, cash and resource targets. Proactively manage negotiations of contracts, pricing, agreements, etc. Is accountable for execution of the plan globally.
• Identify the people and resources required to support the account(s) regionally. (R&D, Marketing, Strategic Initiatives, New Product Development, Customer Success Team, Quality and SCM, etc.). Align those resources through coaching and communication globally to deliver exceptional service and solutions to clients.
• Provide accurate and timely pipeline and sales forecasts to ensure supply chain and manufacturing can plan accordingly. Report out to appropriate Marketing President, Marketing Director and the Executive Board as required.
• Work collaboratively with Market Segment Managers (some will report directly to this role in some regions), Product Managers, & Product Line Directors, in an effort to identify market wide product needs and services.

Education and Experience

• 5 years of experience leading through influence, preferably in a sales organization.
• A Bachelors degree in Business, Marketing, or Engineering, or 5 years in a related field; MBA preferred.
• Sales or Business Development experience in a Global Organization.
• Strong Technical aptitude beneficial.
• Strong understanding of global markets and cultural nuances.
• Experienced in creation and implementation of high level 5 year business plans and strategies
• Understanding of global regulatory requirements such as FDA and MDR requirements, ISO 13485, cleanroom standards and marker related requirements e.g. Biocompatibility, Extractables & Leachables preferred

Competencies

• Understanding of the Value Chain, Total Cost of Ownership, etc
• Strong business acumen
• Clear thinker, with ability to analyze complex issues and develop clear and appropriate plans.
• Results oriented with a focus on prioritizing issues which impact on business performance.
• Resilience in achieving goals
• Excellent networking skills with the ability to influence without having direct authority.
• Effective and well organized with the ability to manage a high and varied workload.
• Truly Global outlook with proven ability to work with colleagues from different countries and work across borders
• Has vision and supports continuous improvement.

Geography and Travel Requirements 

• Remote based with global collaboration
• Domestic and International travel requirements up to 70%

Compensation Information

• $120,000 - $160,000 base salary dependent on experience and location
• Commission
• Short Term Incentive