Strategic Accounts Manager - Sales Channel

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