Director, Strategic Accounts Resume Sample
Kirk O'Kon
2386 Wunsch Villages,
Los Angeles,
CA
+1 (555) 232 4194
Work Experience
Director, Strategic Accounts
01/2017
-
PRESENT
Chicago, IL
- Make in person presentations – communicating verbally information about Campari’s brands and portfolio
- Responsible for coaching and developing direct reports for high performance
- Build relationships and trust in order to effectively manage direct reports virtually
- Responsible for account qualification and compliance to account governance protocol
- Superb critical thinking skills to link business ideas and to identify and construct smart business solutions
- Responsible for networking with C Level Executives to understand business engagement and drive external client development
- Develop and expand relationships higher and wider throughout the client organization
- Subject matter expert on customer structure, businesses, and synergies in alignment with Hilton
- Define the opportunity management strategy for the account and identify ways to increase the quality and revenue value amount
Senior Director, Strategic Accounts
10/2013
-
11/2016
San Francisco, CA
- Anticipate the long-term target market buying behaviors and align this with business vision and strategy with regard to barriers and opportunities
- Set, maintain, and upgrade the organization's client data integrity and collection standards in an effort to drive successful selling processes across the account team
- Combine expert knowledge of sales techniques and processes with business insight to serve as an authority on sales procedures in the organization
- Command and coordinate the client service approach across all business channels
- Partner with business leaders to define the organization's client account management strategy
- Collaborate with the organization's sales leader to ensure that CRM data is leveraged and utilized within the sales force and sales programs
- Responsible for account team management including coverage models to maximize optimization in all areas
Senior Director Strategic Accounts
11/2010
-
09/2013
Los Angeles, CA
- Collaborate amongst internal teams; B2B, IT, supply mgmt. etc., to provide total account solutions
- Responsible for coaching account Team Members
- Responsible for the overall account planning strategy to facilitate growth
- Aggregate client account-based growth data and evaluate areas of opportunity
- Model account-based trends on a weekly, monthly, and annual basis, and compare data with previous years' results and forecast future account-based growth rates
- Serve as a subject matter expert in all brands and closing the sale with clients while leading a team
- Ensure revenue targets are achieved
Education
Buena Vista University - Mason City Campus
2006 - 2010
Bachelor's Degree in Marketing
Professional Skills
- Advanced Excel skills and strong analytical skills
- Strong negotiation skills with a proven track record of driving successful outcomes
- Exhibits strong analytical, problem solving, negotiation, organizational, and teaching skills
- Multi-task, react to changing priorities and meeting deadlines. Time management skills
- Strong solution based selling skills
- Excellent leadership, energy, judgment, communication, interpersonal, management and analytical skills required; approachable and able to resolve conflict
- Excellent communications (verbal & written) presentation and interpersonal skills
How to write Director, Strategic Accounts Resume
Director, Strategic Accounts role is responsible for business, analytical, record, selling, negotiation, leadership, software, government, financial, training.
To write great resume for director, strategic accounts job, your resume must include:
- Your contact information
- Work experience
- Education
- Skill listing
Contact Information For Director, Strategic Accounts Resume
The section contact information is important in your director, strategic accounts resume. The recruiter has to be able to contact you ASAP if they like to offer you the job. This is why you need to provide your:
- First and last name
- Telephone number
Work Experience in Your Director, Strategic Accounts Resume
The section work experience is an essential part of your director, strategic accounts resume. It’s the one thing the recruiter really cares about and pays the most attention to.
This section, however, is not just a list of your previous director, strategic accounts responsibilities. It's meant to present you as a wholesome candidate by showcasing your relevant accomplishments and should be tailored specifically to the particular director, strategic accounts position you're applying to.
The work experience section should be the detailed summary of your latest 3 or 4 positions.
Representative Director, Strategic Accounts resume experience can include:
- Demonstrated matrix management skills; proven ability to work with cross-functional teams
- Excellent planning, financial and negotiation skills
- Demonstrated financial acumen, including strategic and analytical skills
- Outstanding negotiating skills; ability to deal with c- suite situations in a positive manner
- Outstanding problem solving skills and ability to apply the appropriate tools and level of analysis to a specific situation
- Business acumen, marketplace and industry knowledge, communication, negotiation, presentation, relationship building and consultative selling skills
Education on a Director, Strategic Accounts Resume
Make sure to make education a priority on your director, strategic accounts resume. If you’ve been working for a few years and have a few solid positions to show, put your education after your director, strategic accounts experience. For example, if you have a Ph.D in Neuroscience and a Master's in the same sphere, just list your Ph.D. Besides the doctorate, Master’s degrees go next, followed by Bachelor’s and finally, Associate’s degree.
Additional details to include:
- School you graduated from
- Major/ minor
- Year of graduation
- Location of school
These are the four additional pieces of information you should mention when listing your education on your resume.
Professional Skills in Director, Strategic Accounts Resume
When listing skills on your director, strategic accounts resume, remember always to be honest about your level of ability. Include the Skills section after experience.
Present the most important skills in your resume, there's a list of typical director, strategic accounts skills:
- Supervisor/Manager experience of at least five to ten (5-10) people, including proven and demonstrated leadership skills
- Proven leadership skills and team-building acumen across a diverse group of individuals
- Effective project management skills that organizes internal teams to ensuring client objectives are consistently met
- Strong negotiation, leadership qualities and communication skills with an ability to influence others
- Excellent communication (verbal, written, presentation) skills required
- Excellent communication skills and the ability interact and develop relationships with executives of medical facilities and key IDN customers
List of Typical Experience For a Director, Strategic Accounts Resume
1
Experience For Senior Director, Strategic Accounts Resume
- Software sales experience in an individual contributor and management role, including 3-5+ years sales management experience
- Demonstrated track record growing revenue with existing relationships
- Related experience in sales/strategic planning and execution (preferably in the technical industry)
- Experience in pharmaceutical services, life sciences, health care services or high tech specifically in highly matrixed organizations
- Provide strong leadership, vision and direction
- Collaborating across marketing, sales and market access to develop and implement specific payer plans where needed
- Willing to travel at least 75% of the within region, including some overnights
- Willing to travel at least 75% of the time within region, including some overnights and attendance at select national meetings and conventions
2
Experience For Director Strategic Accounts Resume
- Willing to travel atleast 50% of the time
- Executing strategic and tactical plans and leading coordination with field sales in select integrated accounts
- Collaborating across marketing, sales and market access to develop and implement specific payer plans and leverage approved resources
- Meeting quarterly and annual sales goals and change sales into revenue
- Promoting Lexicon’s corporate identity and establish the commercial role of Lexicon
- Working on corporate brand-specific initiatives to support growth and adapt into customer-specific strategies, tactics, and solutions
- Leading cross-functional teams in supply management that are designed to develop and implement new products and services for our customers
- Partnering with corporate management to identify hotel purchasing program opportunities
3
Experience For Senior Director Strategic Accounts Resume
- Recognized as a senior strategic and operational leader with expert competence in developing customer relationships and sales planning and selling
- Work closely with Sales Planning group to ensure advertising campaigns performance metrics are met/exceeded
- Works closely with our marketing team to develop Account Based Marketing strategies for corporate owned and franchisor/franchisee accounts
- Develop strategic long term relationships with key customers aimed at helping patients and achieving business results
- Develop strategic long-term relationships with key customers aimed at helping patients and achieving business results
- Balance being an advocate for the clients’ interests with implementing Avendra’s goals with the customer
4
Experience For Sales Director, Strategic Accounts Resume
- Aptitude for making organizational improvements to craft and implement new cutting edge initiatives
- Responsible for overseeing the Strategic Accounts Management and support staff
- Focus on increasing Strategic Account sales growth year over year in the region
- Ensure rollouts, implementations Total Cost of Ownership and reporting requirements for all Strategic National Accounts within the regional company happen in a timely manner
- Confirm that Airgas and all strategic account locations are adhering to contract commitments. Ensure non-active accounts that require national contact are escalated to the national group
5
Experience For Account Director, Strategic Accounts Resume
- Review proposals, presentations and pricing agreements for Strategic accounts that have been developed by Strategic Account Managers
- Analyze existing regional company customer database; identify new potential prospects; develop and implement strategies to acquire as well as solidify and enhance existing client relationship
- Work with sales force and Area Vice Presidents to identify strategic account sales opportunities. Develop & prioritize targets based on our ability to solidify & enhance our existing position with these targets
- Utilizing knowledge and expertise of key customers and market dynamics to shape our strategy and tactics to drive business results
- Leading critical strategic aspects of our Key Account Management model
- Leads a team of HSA directors to develop, establish, and maintain strategic working relationships with targeted IDN's at an executive level
- A set of extraordinarily talented and dedicated peers, all the way from Sales Engineering to Customer Support
6
Experience For Director Strategic Accounts Hospitality Resume
- Retain and expand Volt's current named accounts by providing thought leadership and strategic direction
- Responsible for the overall hiring of quality staff. Coordinate and conduct annual performance/salary reviews
- Keen evaluator of talent, with the ability to lead high performing team
- Responsible for retaining 99% of strategic account portfolio (number of customers)
- Responsible for maintaining an average health Net Promoter Score across the strategic account portfolio
- Has the ability to quickly develop expert knowledge of all or a majority of IGT products, IGT’s brand and the market positioning and sales strategies
- Has the ability to quickly develop expert knowledge of the competitive and regulatory landscape and of current competitive trends affecting customers
- A diverse background that includes sales, leading people, support roles and operations
- Travel up to 60 percent to client and/or vendor offices, training or convention venues, and retail establishments
7
Experience For National Director, Strategic Accounts Resume
- Collaborative; able build trusting relationships and deliver projects on time
- Think strategically about partnership across multiple business units (marketing, network partners, product, brand, etc.)
- Leads the team and is responsible for the negotiation of "shared value" agreements with targeted, strategic IDN customers by HSAD's
- Leverage and expand market penetration of Merit Medical products
- Align IDN strategies with GPO agreements
- Represent and interpret national GPO contracts within all key IDN customers; meet with national GPO customers to review existing agreements and to identify/target sales opportunities
- Facilitates the development of working relationships with Merit Regional Sales Managers and Sales Representatives
- Provides "economic buyer" sales training to Regional Sales Managers and Sales Representatives
- Identify strategic opportunities for market expansion through "Shared Value" IDN agreements
8
Experience For Group Account Director, Strategic Accounts Resume
- Represent Merit at targeted GPO and IDN-related industry meetings and conferences; promote products and educate internal and external customers
- Work closely with internal cross functional teams (Sales, Market Access, Brands) to appropriately achieve business objectives and meet customer needs
- Align pull-through activities with the field management team, sales representatives and Market Access team to ensure favorable formulary position and maximize pull-through at the local hospital level when needed
- Monitor and maintain a high level of awareness and understanding of industry trends and the institutional market; provide input to internal teams on IDNs and Hospital Systems
- Maintain a complete understanding of targeted customers, their business models and their business needs and align the cross-functional team members on the customers’ needs, account objectives and the resulting action plan
- Strong SEM, Display and/or CRM experience helpful
- Monitor client satisfaction, facilitate improvement as needed, and regularly communicate with clients’ key stakeholders in conjunction with the Account Executive. Manage client escalations to ensure client satisfaction. Issue resolution skills and experience are required, coupled with excellent follow-up skills
- Increase ‘wallet share’ among Fiserv Strategic client base
9
Experience For Director Strategic Accounts, Lab Resume
- Work closely with internal teams to identify key strategies to maximize impact of clients’ campaigns on the WebMD Health Network
- Relevant experience working within across the continuum of care for/or providers, supply manufacturers, distributors and group purchasing organizations with familiarity with healthcare supply chain contracting processes and operations
- Directs team of Staff Associates to work with Strategic Account Executives to provide operational management and optimized strategic focus for the company’s high profile customers
- Establish and develop Constellation Brands Strategic Account business to secure our position as a leading player in the accounts where fine wines and spirits are sold
- Effective planning and management of the Prestige Strategic Accounts business
- Responsible for meeting or exceeding company sales goals and providing leadership to your assigned teams to accomplish the accurate and timely execution of all company initiatives, programs, brand building activation and execution standards
10
Experience For Director Strategic Accounts, West Resume
- Track and manage account activity, working cross-functionally to ensure goals are met
- Drive the development and execution of a strategic plan that results in ongoing profitable growth in the national on premise account channel
- Ensure the plan encompasses key measures and consideration, to include but not limited to
- Communicate the Veritas product value proposition
- Develop overall strategy to grow account, find new areas of business and understands customer needs
- Strong collaboration with the broader BSD commercial team and Thermo Fisher’s Strategic Accounts team. Develop relationships with other key stakeholders across Thermo Fisher operating businesses in support of the total company value proposition
- Exceptional oral and written communication skills. Ability to understand clients’ requirements and to be able to devise and articulate the most appropriate solutions
List of Typical Skills For a Director, Strategic Accounts Resume
1
Skills For Senior Director, Strategic Accounts Resume
- Strong demonstration of the ability to build business partnerships, effectively interact with senior management and lead others
- Solid computer skills (i.e. PowerPoint, Database programs)
- Partnering effectively with our sales team to support our pull through strategy and facilitate demand creation
- Healthcare management experience including large group healthcare practice experience required
- Superior organizational and planning skills; ability to earn respect from all levels both internally and externally
- Experience in a leading-edge organization that makes a best-practices sale culture a top priority
- Prior experience managing a sales teams
- Superior relationship building and persuasion skills with the ability to motivate and influence others
- Advanced planning, project management and organization skills
2
Skills For Director Strategic Accounts Resume
- Well-founded and practiced formal problem-solving skills
- Well-developed written skills to prepare monthly reports, reviews and white papers, as well as preparing presentations to a variety of audiences
- Proven track record and transferable skill set to replicate success as the business grows
- Exceptional Challenger, Consultative Selling and training skills
- Ales/operations experience and seasoned management experience
- Previous solid demonstratable SAP experience
- Keen interpersonal and customer relationship skills
- Collaboration and delegation skills
3
Skills For Senior Director Strategic Accounts Resume
- Evidence of forward-thinking, problem solving, multi-tasking, detail-oriented, analytical behaviors required
- Excellent understanding of the e-Commerce, advertising ecosystem
- Skill evaluations: Math 90%, Spelling 90%, Typing 40 wpm, Excel 70%
- Experience in building and maintaining C-Level relationships
- Typically has 10+ years of experience in strategic sales and account management as well as developing and enhancing customer relations
- Excellent knowledge of local market, including key customers, plans, and payers, and understanding of the formulary process
- Demonstrated results in the areas of developing payer business plans and tactics and developing pull through strategy
4
Skills For Sales Director, Strategic Accounts Resume
- Demonstrated results in the areas of developing payer business plans and tactics and developing pull through strategy for organized customers
- Strong working knowledge of Microsoft Office Applications (Excel, PowerPoint, Word and Outlook)
- Relevant experience leading teams focused on revenue growth
- Demonstrated success in managing large, complex business relationships
- Team player that thrives within white-space, demonstrated ability to deliver in challenging situations where problem or resolution is ambiguous
- Proven ability to influence others in a cross functional and matrix environment; has understanding of operational cadence in their specific areas
5
Skills For Account Director, Strategic Accounts Resume
- Experience in sales management, strategic accounts, marketing or finance is required
- Experience in the healthcare with one of the following
- Proven record of successfully leading in a goal-oriented, highly accountable strategic accounts environment
- Establish and maintain strong working relationships with the appropriate corporate office support and executive suite
- Experience in managing a major cost center in large development organization
- Able to develop strong working relationships within and across multiple departments and/or functions within the company and across geographies
- Display excellent judgment through sound, well-informed decision-making
6
Skills For Director Strategic Accounts Hospitality Resume
- Proven success selling diversified product solution and services
- Advertising sales experience
- Strong Digital and data-centric background centered around understanding cross-channel campaign development and test-design
- Demonstrated track record of client relationship building and service
- Brand and agency sales experience within adtech
- Strong understanding of IDNs and Health Systems within the assigned territory
- Strong understanding of health care industry
- Demonstrated ability to motivate and lead sales professionals
- Strong financial acumen with ability to achieve revenue and profit growth across a wide range of products and services
7
Skills For National Director, Strategic Accounts Resume
- Demonstrated ability to participate and thrive in a dynamic, fast paced and successful sales environment
- Strong strategy, product, financial and team development capabilities
- Customer and Enterprise Leadership experience are required
- Experience with joint value creation and customer solutions is required
- Experience with financial acumen, healthcare market knowledge & analytics are required
8
Skills For Group Account Director, Strategic Accounts Resume
- Experience in highly regulated industry is required
- Experience in relationship management, consultative sales, operations, and/or solution architecture roles
- Excellence in personal effectiveness and credibility with management and customers
- Payments product and/or technology experience
- Parallel project management experience
9
Skills For Director Strategic Accounts, Lab Resume
- Professional selling experience in technology sales
- Demonstrated success working in a global, matrixed-environment with ability to influence
- Experience in a client service environment
- Senior-level experience required for consideration
- Experience with CRM tools i.e. Salesforce.com
10
Skills For Director Strategic Accounts, West Resume
- Experience working within IDN’s in an assigned Territory
- Experience with complex negotiations and contracting
- Proven track record of success in a goal-oriented, highly accountable strategic accounts environment
- Sales experience with capital equipment sales or software sales or hospital services
List of Typical Responsibilities For a Director, Strategic Accounts Resume
1
Responsibilities For Senior Director, Strategic Accounts Resume
- Work cross-functionally with our Product, Operations, and Sales teams to make sure top merchants have the best possible experience when working with Postmates
- Coordination of preparations for bids, proposals and presentations determining billing rates to obtain optimum operating income
- Works closely with the Sourcing Team keeping them abreast of market conditions from a Strategic Account field sales perspective
- Provide direction to pre-sales resources, including engineering resources
- Drive the group’s organization (sales, operations, customer service, billing, etc.) to change to meet the customers’ needs
- Develops sales and marketing strategies in conjunction with the Directors of Generic Commercialization and Strategic Account VP’s, GVPs
- Works directly with large, strategic Retail customers on growing value through the sale of generic programs and products. Some overnight travel required
- Fundamental understanding of Value Based Healthcare and Value Based Procurement frameworks
- Mentor and assist in training and development of Divisional Strategic Accounts team
2
Responsibilities For Director Strategic Accounts Resume
- Responsible for consistently increasing portfolio value by 1-4% % YOY
- Function as the strategic and functional leader for implementation of assigned segment initiatives in a group
- Function as the tactical voice of the segment customer
- Implement sales structure, compensation plan, reporting mechanisms, and sales training for the segment-based sales organization in coordination with Area Sales Managers
- Work closely with the Group Sales Vice President, Segment Vice President, and Area Sales Managers to modify value propositions for individual segments and make certain that service can be provided to meet the unique needs of the customer segment
- Coach and manage Segment Reps who are responsible for new business, retaining current customers, and managing pricing for all customers within the segment. Reviews and gains agreement with each Area Sales Manager in regards to segment sales and marketing plans for the Area
3
Responsibilities For Senior Director Strategic Accounts Resume
- Promote communication and coordination within the group’s sales organization across all segments by compiling and analyzing segment sales data to provide trend data to the Area Segment sales forces
- Work with all tiers of the sales organization within the group and above market sales resources to drive revenue generating marketing programs for the segment
- Ensure all segment sales messages and marketing communications within the group are consistent
- Drive the growth and financial performance of the segment within the group
- Monitor and analyze group sales results against program projections. Communicate progress to Group, Segment, and Area leadership
- Develop the strategies needed to help Brand Product teams and Agencies make informed decisions through a consultative sales approach
- Communicate performance to Account Owners as it relates to revenue, sales, volume and retention
- A stable, respectful and collaborative work environment
4
Responsibilities For Sales Director, Strategic Accounts Resume
- Travel and regularly work on site with Customer Staff to train (MPP, Contracts, OTA, Forms, Provista Processes), execute documents, manage customer websites, to move the National Account through the implementation process. 50 % travel required, based on Account Load and Customer Service Level Agreement
- The delivery of our account management strategy for key National, Regional and select strategic integrated customers
- Partner with the Directors to create business plans and sales strategy and drive business improvement initiatives
- Ensure consistent business practices throughout named industry verticals
- Manage and hold staff accountable to job expectations. Ensure corrective action plan is initiated and executed for lack of performance
5
Responsibilities For Account Director, Strategic Accounts Resume
- Overall responsibility for compliance with customer's contract, SLA's and KPI's
- Provide effective leadership through motivation and staff development by mentoring, training and career readiness. High-level risk mitigation, sound business judgments, problem-solving techniques
- Troubleshoot and resolve all customer service issues
- Coordinate, analyze and support business development and employee relations efforts
- Develop strategy and drive diversification of business by skill set and service offering within the named industry verticals to ensure increased operating income and GM%
- Responsible for oversight of Quarterly Business Reviews and surveys
6
Responsibilities For Director Strategic Accounts Hospitality Resume
- Contribute to the continuous improvement of the tools utilized to support strategic accounts
- Monitor and ensure the utilization of Volt policies and procedures and compliance controls
- Foster teamwork between Talent, Sales and Shared Services organizations
- Create and foster reward and recognition programs
- Create business plans and sales strategy and drive business improvement initiatives
- Perform special assignments and complete projects as needed
- Develops tools and processes to measure and monitor program compliance
- Monitors market pricing and works with the Strategic Sourcing team to ensure our acquisition prices allows for our targeted sell side margin as well as market share attainment
7
Responsibilities For National Director, Strategic Accounts Resume
- Manages our market pricing and price file utilization
- Develops and Supports S.A. New Business Acquisitions VP, with sales programs in support and preparation of both proposal and presentation formats
- Works with SA Finance team to generate sales forecasts and monitors actual performance against plan on a monthly and yearly basis. Support annual FY Plan development efforts
- Responsible for all S.A. Directors of Generic Commercialization, associate relations functions for direct reporting staff including hiring, terminating, performance management, development and training
- Ongoing mentoring and development of the sales team, includes recruiting, on-boarding and training new Strategic Account Executives
8
Responsibilities For Group Account Director, Strategic Accounts Resume
- Supporting direct reports by participating and leading in prospect meetings and engaging other corporate resources as required
- Conducting weekly forecast meetings. Coaching direct reports on strategies to drive closure
- Monitors department expenses and reinforces the need to adhere to fiscal year budget
- Working closely with other teams; field marketing, outbound sales development to drive market awareness and build pipeline for sales team to achieve revenue targets
- Currently and successfully managing a team of Strategic/Enterprise Account Executives in a B2B software solution sales environment
- Grow Cardinal Brand and Distribution Partners market share and profitability through the execution of consultative sales strategies and tactics within Strategic Accounts, GPO, SSO and Regional Health Authorities
- Lead the Account planning process and develop long-term relationships with key decision makers within Strategic accounts
- Facilitate Regional business planning; communicate real-time updates to all appropriate stakeholders
9
Responsibilities For Director Strategic Accounts, Lab Resume
- Lead solution development efforts that best address customer needs, while coordinating the involvement of all necessary company personnel and teams
- Lead contract lifecycle management process: compliance, rebates programs, and strategic
- Utilize Cardinal Health’s CRM to maintain accurate records, track business, monitor sales leads and enact retention and expansion strategies
- Provide reliable competitive intelligence and industry insights to appropriate stakeholders
- Professionally represent Cardinal Health at industry associations and conferences
- Self-starter; able to determine independently solutions that ensure business objectives are achieved
10
Responsibilities For Director Strategic Accounts, West Resume
- CHE, SAMA, and/or ICD designations are an asset
- Operationalize Strategic Market Access Opportunities to support Business Unit/Product Objectives
- Collaborate to Shape and Define Market Access Strategy for key Disease States and Brands
- Manage key Account relationships at senior executive level (C- suite or senior decision maker), across Regional Purchasing Coalition, Integrated Delivery Network or Dealer
- Responsible for overall account profitability, to include leading deal modeling and approval processes, developing and executing account profitability strategies across Segment
- Negotiating agreements, rebate and discount programs, and resource deployment across account
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