National Accounts Manager, Healthcare

GENERAL PURPOSE OF THE JOB:

Primarily responsible for cultivating relationships and improving the revenue and profitability of existing and new National Accounts in the Healthcare Market, along with developing customer strategies within the National Accounts Program required to achieve, in part, the annual Tremco sales and profit plan.

ESSENTIAL DUTIES AND RESPONSIBILITIES: List the job's essential or most important functions and responsibilities. Include all important aspects of the job -- whether performed daily, weekly, monthly, or annually; and any that occur at irregular intervals.

Specific Responsibilities:

• Target new and develop existing National Account opportunities, specifically in the Healthcare Market.

• Establish senior level relationships within targeted Healthcare National Accounts.

• Establish agreements, contracts, LOC’s, MSA’s for long-term business with National Account Healthcare customers.

• Identify perceived gaps in our value offerings that present opportunities for Healthcare growth.

• Manage a revenue forecast process for each Healthcare National Account.

• Communicate closely with National Accounts Director, Business Development team within Tremco regarding National Account activity tied to product/service recommendations, bidding, estimating, quoting, project pipeline, forecast, etc.

• Identify and execute all required sales tools and resources required to positively impact Healthcare National Account customer satisfaction.

• Manage margin, revenue growth and account targeting in alignment with Tremco and National Accounts program goals.

• Manage, mentor, lead team members aligned to the National Accounts program to ensure program goals are obtained.

Key Activities:

• Customer meetings, presentations, and Healthcare events with Tremco / WTI / Grainger National Account team members.

• Develop programs, scopes-of-work, pricing, and contract negotiation for national projects within the Healthcare systems.

• Lead weekly / bi-weekly cadence calls with National Account customers and aligned National Account support teams to ensure all internal/external stakeholders are up to date on the status of the program.

• Account conflict resolution with corporate contacts and field sales as needed.

• Presentations to corporate and sales management on account development progress and success.

• Provide coaching to Tremco reps and Tremco corporate account representatives assigned to manage / develop National Account opportunities (communication, messaging, presentation preparation, pricing, best Healthcare practices, contract negotiations, proposal submission, etc.).

• Actively communicate with Tremco representatives to ensure they are aware of all National Account responsibilities within their territory (goals and parameters of specific National Account programs; key contract elements; messaging to local site level contacts; expectations, deliverables, and timelines etc.).

• Participate in monthly meetings with Tremco/Grainger teams to update on past 30 day / next 30-day activities tied to Healthcare National Account programs.

• Lead discussions with current and future National Account clients regarding OneTremco / WTI’s capabilities in the area of new construction and existing infrastructure.

• Identify and target Healthcare clients’ biggest pain point, and drive education centered around building envelope solutions specific to Healthcare (roofing, rooftop safety, HVAC, façade, flooring, air barrier, below-grade waterproofing, parking structures etc.).

• Collaborate with WTI’s Accounts team and aligned Tremco Corporate representatives to build complex, comprehensive long-term asset management plans (i.e. 5 to 10-year capital plans) that leverage cost avoidance opportunities by prioritizing proactive maintenance, repair, and restoration over replacement.

Accountability:

• Meet and exceed annual sales targets / plans based on Healthcare program goals.

• Add and develop new accounts within the Healthcare National Accounts portfolio.

• Develop and facilitate senior level relationships at strategic accounts to leverage incremental sales growth.

• Ability to support international team and coordinate projects remotely (U.S., Canada, International).

• Provide monthly / quarterly reports on Healthcare National Account activity.

• Assist in managing opportunities and reporting within Tremco’s CRM systems.

• Provide monthly status updates regarding Healthcare National Account activities, as part of the National Accounts intake process.

• Provide monthly updates as part of the National Accounts MPGT communication.

Other Requirements:

• Travel to National Account locations as needed based on priority business development.

• Actively participate in various tradeshows and Healthcare industry networking events, GPO, Grainger, AHSE.

• Must have previous experience in developing large Healthcare Systems.

• Team selling and leadership experience.

• Provide strategic and technical insight utilizing industry specific best practices.

• Ability to present to large groups and deliver Tremco’s value proposition.

• Proficient public speaker.

• Strong facilitation & communication skills.

• Proficient in PowerPoint, Excel, Word, Outlook etc.

Critical Success Factors:

• Self-starter - the ability to build something utilizing all available resources.

• Innovative – the ability to find new methods and solutions to complex and unique customer opportunities.

• Flexibility – the ability to work with multiple personality types across various divisions / functional areas.

• Technically Savvy – the ability to harness existing technology to become proficient at delivering a complete vision.

Originally posted on Himalayas