Qualcomm Senior Director, Strategic Account Management in Andover, Massachusetts

Job Description:

Job Id N1957685

Job Title Senior Director, Strategic Account Management

Post Date 08/04/2017

Company-Division Qualcomm Life, Inc.

Life at http://www.qualcomm.com/solutions/healthcare

Job Area Sales

Location Massachusetts - Andover

Job Overview The Senior Director of Strategic Account Management is the leadership position for Qualcomm Lifes Strategic Account Management (SAM) Team. Reporting to the VP of Global Sales, this individual will be responsible for developing, initiating and executing the SAM strategies and provide sales leadership and direction to the SAM team in the United States and Canada. Additionally, this role is expected to expand into global responsibility. This position is critically important to the sales success of Qualcomm Life.

The SAM Team creates, maintains and expands C-Suite relationships with strategically important customers, Health Systems and Integrated Delivery Networks. They represent the entire range of company products and services, while leading the customer account planning cycle and ensuring customers needs and expectations are met. The Strategic Account Management Team is the main point-of-contact for adding value to the relationship. They are the primary person focused on developing and executing the QCL C-Suite selling strategy that will drive sales results for Qualcomm Life from the highest levels in these organizations.

The Senior Director, SAM must be a dynamic leader who can comfortably serve as the central point of contact for the customers executives and stakeholders while providing guidance to the SAM Team. The Senior Director is expected to be actively involved in developing these C-Suite relationships and driving the sales success of the SAM Team.

Expected capabilities:

  • Effectively build, motivate and develop a strategic sales team

  • Establish strong long-term customer relationships at the executive level

  • Manage our key accounts portfolio

  • Achieve assigned strategic account objectives

  • Establish strong, long-term client relationships

  • Communicate with major clients on a regular basis and respond to specific queries

  • Suggest solutions and innovative ideas to meet client needs

  • Handle complaints and problems in a timely and effective manner

  • Act as the liaison between key customers and internal teams

  • Identify new opportunities to increase sales

  • Identify and approach new potential strategic customers

  • Monitor sales performance metrics

  • Prepare monthly, quarterly and annual reports and forecasts

  • Ensures the correct products and services are delivered to customers in a timely manner

  • Expands the relationship with the customer by continuously proposing solutions that meet their needs

  • Resolve issues and problems faced by customer and deal with complaints to maintain trust

Minimum Qualifications

  • 15+ years sales experience in acute care hospitals

  • 5+ years as a Strategic Account Manager or Key Account Manager in multi-hospital health systems

  • 5+ years managing a sales or key account team

  • 50% travel required *this is a field based role*

Preferred Qualifications

  • 20+ years sales experience in acute care hospitals

  • C-Suite selling experience in large hospital Health Systems and IDNs

  • Understanding of sales performance metrics

  • Excellent communication and interpersonal skills with an aptitude for building strong client relationships at the executive level in large hospital health systems

  • Strong negotiation and problem-solving skills at the executive level in large hospital health systems

Education Requirements Required: Bachelor's

Preferred: Master's

*Preferred business degree or MBA, clinical background or relevant field

EEO employer: including race, gender, gender identity, sexual orientation, disability & veterans status.