POSITION SUMMARY
The Strategic Accounts Manager (Sales Channel) drives growth and performance of the Industrial Partner (IP) and conduit dealer sales channel across the organization. This role acts as a central business partner, managing assigned strategic accounts and strengthening customer-centric partnerships. The role emphasizes transparency, cross-functional collaboration, and a holistic organizational approach to sales channel management.
ROLE AND RESPONSIBILITIES
Industrial Partner & Conduit Dealer Sales Channel Performance Management
- Drive sales performance and market share growth through effective management of Industrial Partners & conduit dealers.
- Monitor and evaluate sales channel performance using defined KPIs and dashboards.
- Identify gaps and implement corrective actions to improve partner effectiveness
- Ensure contract compliance and actuality.
- Facilitate cross-functional collaboration across divisions to address sales channel needs.
- Align organizational resources to deliver value-driven solutions to channel partners and customers.
Stakeholder Engagement & Governance
- Conduct regular business reviews and stakeholder meetings with Industrial Partners, conduit dealers and internal teams.
- Ensure consistent communication cadence and alignment on priorities.
Customer-Centric Execution
- Ensure solutions are aligned with overall customer outcomes and system-level value.
- Drive adoption of integrated solutions across the sales channels.
Reporting & Insights
- Maintain visibility on pipeline, performance, and partner activities.
- Provide insights to leadership on trends, risks, and opportunities within the Industrial Partner and conduit dealer channel.
CRM Management (Salesforce and Other Digital Tools)
- Maintain accurate and up to date customer information in the CRM (Salesforce) and other required company platforms.
- Create, manage, and track leads, sales opportunities, customer visits and other sales related activities in CRM (Salesforce) ensuring accurate and complete data integrity.
- Utilize CRM (Salesforce) and BI (ei. PowerBI) dashboards, insights, and analytics to monitor performance and support effective territory planning and management
- Ensure compliance with data privacy, documentation protocols, and internal systems standards.
REQUIREMENTS
- Bachelor’s degree in Business Management, Marketing, Life Sciences, or related field
- At least 10 years of experience in medical device sales, key account management, or channel management
- Experience managing Industrial Partners, conduit dealers or channel-based sales models (preferred)
- Strong stakeholder management and influencing skills
- Proven track record in driving revenue growth and managing complex accounts
- Strong analytical and strategic thinking skills
- Excellent communication and collaboration abilities
- Proficiency in CRM systems and Microsoft Office
CORE VALUES:
• Value Diversity
o Appreciate and include diverse perspectives
o Foster Equity
o Show empathy
• Be Accountable
o Learn Actively
o Act with Customer Focus
o Deliver Performance and Results
• Show Trust
o Influence positively
o Drive Ideas and Change
o Cooperate Constructively
COMPETENCIES
Enterprise Account Orchestration
- Aligns multiple business units around a single account strategy
- Drives a unified “one organization” customer approach
Channel Performance Management (Industrial Partners)
- Sets clear KPIs and drives partner accountability
- Improves partner capability and performance
Stakeholder Influence & Horizontal Leadership
- Influences without authority across functions
- Builds strong cross-functional relationships
Customer-Centric Strategic Thinking
- Translates customer needs into integrated solutions
- Focuses on long-term partnership value
Commercial Acumen & Results Orientation
- Drives market share and revenue growth
- Makes decisions with strong commercial bias
ADDITIONAL INFORMATION
Key Performance Indicators
- Market share growth (Industrial Partner channel)
- Revenue growth from assigned accounts
- Partner performance improvement metrics
- Stakeholder satisfaction and engagement
- Cross-divisional collaboration effectiveness
- Transparency and reporting compliance
- Reduction of silos / increased horizontal alignment