Corporate Account Manager

Merz North America•Raleigh, NC

About The Position

The Corporate Account Managers (CAMs) will represent Merz Ax by supporting purchasing decisions of strategic partners nationally and regionally. They will maintain strategic partnerships in the effort to help grow Merz's Aesthetic products portfolio. CAMs will collaborate with Senior Aesthetic Leadership and cross-functional teams to implement and execute growth strategies in selected accounts. The CAM will work closely with Vice President, Corporate Accounts & Strategic Alliances and report to the Sr. Corporate Account Director as well as support other Directors of Corporate Accounts on the team.

Requirements

Bachelor of Business Administration (B.B.A.) Sales, Marketing, or related field
7-10 years prior experience in Corporate Accounts (specialty injectables / Capital equipment / Medical device / skincare )
Proven track record of success in sales, business development, or account management, with a focus on developing large multi site accounts and building C-suite partnerships.
Strong understanding of the Aesthetics industry, including market trends, competitor landscape, and customer needs.

Nice To Haves

Master of Business Administration (M.B.A.)
Ability to work independently
Strategic and analytical mindset
Aligns and engages the team vision
Embraces and initiates change and demonstrates learning agility
Sound understanding and experience in Aesthetic Sales and commercial acumen
Builds collaborative relationships
Excellent communication skills
Excellent organizational skills
Good knowledge of MS Office tools/Teams, Tableau, especially Excel.
Strategic thinker with a results-oriented mindset and a proactive approach to problem-solving.
Ability to thrive in a fast-paced, dynamic environment and effectively manage multiple priorities.

Responsibilities

Support Key Initiatives House Accounts.
Support existing and new customer partnerships and alliances as directed by leadership.
Work with management and team to upsize existing customer relationships through pull through and coordination efforts.
Tasked to accelerate Merz portfolio adoption/expansion and diagnose potential growth opportunity across each brand.
Isolate opportunities prescribe tactics (that support the strategy) to support each account's potential.
Work to develop relationships with key stakeholders in accounts.
Develop these relationships and leverage to implement growth plans within assigned accounts to mirror Merz Aesthetics Corporate Account KPI focuses. Tools such as peer to peer training events, Merz Aesthetics Xchange (MAX), in-services, marketing resources, conferences, to enhance education and hands-on product exposure will be utilized
Targeting includes: Medspa chains (franchise, corporate), Online Skincare vendors, large volume competitor strongholds, New Model Opportunities (such as door to door concierge providers), PE backed HCP groups are included but not limited in the scope of contract targets.
Support customized customer training curriculums and commercial launch plans
Work with team to build customized training and implementation plans to help execute on contract wins.
Execute on plans and remain nimble and proactive if necessary pivots are needed. Examples Include: Hosting Teams Product Education calls with customers, Sales pitches, in-office trainings, Neology Events, and Device Install Trainings.
Work closely with Medical Affairs (MACs and MSLs) and Merz Professional Development Teams.
Work with Key Trend Leaders, Key Advocacy Leaders, Patient Advocacy Associations and Merz relationships within accounts/groups to drive portfolio utilization.
Work with Sr. Director of Corp Accounts to strategically maximize all resources at Merz disposal to educate and build brand awareness.
Work with Marketing team to deploy digital campaigns (test & measure) and marketing events. Approach efforts in a budget conscious manner.
Build and maintain two-way communication infrastructure between key points of contact in the effort to validate and ultimately maximize each opportunity.
Liaison for specified Strategic Partnerships & point of contact for specified account opportunities
Serve as a primary Executive liaison for each of the Directors of Corporate Accounts with specified accounts (and new partner “potentials”).
Work closely with Sr. Director of Corporate Accounts to determine priority targets and key initiatives.
People & Partnerships
Work synergistically with the Corporate Accounts Team, Merz Pricing Committee members, as well as Sales and Marketing Leadership to develop new contract support solutions and programs.
Partner with all internal business stakeholders to deliver value beyond product and price - Departments included but are not limited to: Sales, Marketing, Professional Industry Relations, Medical Affairs, Legal, Finance, Contracting, Compliance, Analytics, Regulatory, Training, etc.
Remain fully committed to customers and colleagues and consistently work together to deliver trusted results.
Work closely with Directors to deploy sample plans across assigned accounts as well as help develop commercial product forecasts so the team can meet planned initiatives.
Analytics
Partner with Merz data analytics team and Director to understand relevant reporting tools to support accounts and overlapping field counterparts.
Leverage reporting to analyzing market dynamic and customer data to win, grow, and protect brand adoption.
Use data to exceed KPIs and to accelerate contract performance and example brand adoption.
Work with Directors to help educate customers on how to maximize purchasing incentives, rebates, and promotions to spread their margin and increase practice valuation.
Analyze data and translate results to customize customer solutions and contracts.
Leverage analytics to help build robust QBR for contracted customers and help educate field sales as they prepare for account hand-off in latter quarters.