Strategic Account Manager

Radiological Society of North America•Oak Brook, IL

2d•$100,000 - $150,000•Remote

About The Position

RSNA is a global professional society serving medical imaging professionals in more than 160 countries. The Society hosts the world's largest medical imaging scientific meeting and publishes six leading peer-reviewed journals. RSNA is building a new Business Development function and is seeking an experienced Strategic Account Manager to develop and grow relationships with radiology private practice groups, hospitals and academic institutions. This is a founding role responsible for building a portfolio of strategic relationships from the ground up, establishing senior-level relationships, identifying organizational needs and selling RSNA products, services, bundles and future solutions. The role will focus on identifying and building strategic relationships with leadership at radiology private practice groups, hospitals and academic institutions, serving as the voice of the customer by translating organizational needs, operational challenges and emerging opportunities into recommendations for future products, services and business growth, and generating revenue through sales, renewals and expansion and achieving sales targets. The Strategic Account Manager will work closely with internal product managers and a commercial analyst to identify market needs, shape offerings and bring solutions to market. The portfolio will initially focus on U.S.-based independent radiology practices, large regional and multi-state radiology groups, hospitals and academic institutions.

Requirements

Bachelor's degree in business, healthcare administration, marketing, or a related field, or an equivalent combination of education and experience.
Seven or more years of enterprise sales, business development or strategic account management experience within healthcare, medical imaging, healthcare technology or related markets.
Established knowledge of radiology, medical imaging or the broader healthcare provider market.
Demonstrated success developing new business and achieving revenue goals.
Experience managing complex sales cycles, including customer discovery, solution development, negotiation, contracting and account growth.
Strong executive presence and the ability to build credibility with clinical, operational, financial and administrative leaders.
Comfortable building new processes, approaches and relationships in a growing business environment.
Strong communication, presentation, analytical and relationship-building skills.
Strong organizational skills with experience managing account, pipeline and forecasting information.
Ability to travel occasionally for customer meetings, conferences and internal planning.

Nice To Haves

Established relationships with executive and administrative leaders within radiology private practice groups.
Experience selling enterprise education, healthcare technology, clinical solutions, medical devices, imaging services, software or other complex healthcare offerings.
Experience creating a territory, prospect list or sales process where limited infrastructure previously existed.
Experience using customer insight to influence product design and market strategy.

Responsibilities

Build and own a portfolio of prospective accounts by identifying, qualifying and prioritizing organizations, contacts and opportunities.
Establish trusted relationships with executive, clinical, operational and administrative decision-makers at practice groups and hospitals and maintain regular strategic engagement.
Conduct customer discovery to understand business priorities, buying criteria, budget cycles and unmet needs.
Serve as the voice of the customer by translating market insights into clear recommendations for future products to serve the enterprise level of the practice or institution.
Partner with a commercial analyst and product managers to identify market needs, assess opportunities and shape solutions.
Develop business cases and communicate the value of RSNA solutions to multiple stakeholders within practice groups and hospitals.
Create and execute account plans that generate new opportunities, support revenue growth and build a sustainable pipeline.
Sell RSNA products and services through a variety of ways such as enterprise agreements, group membership, customized bundles, pilots and a la carte purchases.
Own the full account lifecycle, including prospecting, proposals, presentations, negotiations, contracting, onboarding, renewal and expansion.
Maintain accurate account, contact, activity, pipeline and forecast information.
Provide revenue forecasts, market intelligence and recommendations on target markets, product gaps and growth opportunities.
Coordinate with product development, finance, marketing and other internal partners to support implementation and account success.
Represent RSNA at customer meetings, industry events and conferences, including the RSNA Annual Meeting.
Perform other duties as assigned.