Director of Key Account Management

Job Summary:

The Director of Key Accounts is responsible for leading and managing a team of Key Account Managers with a primary focus on driving revenue growth through account expansion acquisition of new key accounts and ensuring high retention and renewal rates. This role requires a strategic leader who can build strong relationships with highvalue clients implement effective account management strategies and foster a highperformance sales culture.

Key Responsibilities & Essential Functions:

Achieves assigned sales quota revenue growth and profitability objectives for a portfolio of designated Key Accounts consisting of a subset of Nixon customers and new prospects. Establishes productive relationships with key personnel in assigned customer accounts.

Proactively leads a joint companykey account planning process that develops mutual performance objectives financial targets and critical milestones (existing revenue agreement renewal new sales revenue)

Account Growth & Expansion

Develop and implement strategic account plans to drive revenue growth from existing accounts.

Identify crosssell and upsell opportunities within key accounts to maximize client value.

Collaborate with internal teams (e.g. marketing service finance) to develop solutions tailored to client needs. (Key Account Teaming)

New Business Acquisition

Work with the Key Account Managers to identify and secure new highvalue key accounts.

Set clear goals and strategies for acquiring new business within target industry.

Leverage market insights and competitive analysis to penetrate new accounts.

Takes a leadership role to be directly involved assigns ownership or personally leads to secure new business as required.

Retention & Renewals

Ensure a proactive approach to contract renewals and retention minimizing churn.

Oversee client engagement initiatives to strengthen relationships and enhance customer satisfaction.

Address escalations and resolve client concerns effectively to maintain longterm partnerships.

Leadership & Team Development

Leads through a direct staff and matrix management process to empower and leverage crossfunctional teams secure key account retention and build revenue growth

Manage coach and mentor a team of Key Account Managers driving performance and professional growth.

Work closely with Regional Sales Mangers/Territory Sales Managers on selling strategies.

Set clear KPIs and objectives aligned with revenue goals and customer success.

Focuses the team on achieving leading and lagging indicator results.

Foster a culture of accountability collaboration and continuous improvement.

Coordinates the involvement of company personnel including support service and management resources to meet account performance objectives and customers expectations

Strategic Planning & Reporting

Develop and track key performance metrics (growth retention acquisition).

Provide regular reports and insights to senior leadership on account performance and opportunities.

Stay updated on industry trends competitors and emerging market opportunities.

Required Skills & Abilities:

Demonstrates highly effective leadership skills through ability to influence others build consensus and drives results from multiple parties

Highly organized disciplined and effective time management skills to balance multiple activities

Preparation planning efficient and effective field work using all tools available

Selfmotivated highly competitive hardworking assertive and demonstrates firm commitment to audience

Able to manage complex accounts through sales process close deals independently

Demonstrates expert level negotiations skills to plan predict and address issues that achieve optimal results close deals and sign new agreements

Positive can do attitude is resilient in the face of obstacles delays or setbacks

Strong interpersonal skills and awareness (tact friendliness balance & perspective)

Team oriented. A desire and willingness to help others. Able to adapt and remain flexible

Demonstrate a thorough and detailed nature to complete work assignments.

Advanced communication skills. Able to ask high value questions listen to client needs; write concisely and clearly; and align with market value and customer needs.

Highly proficient at public speaking and presentations

In the field (on the job) coaching & team selling a minimum of 3 days per week

3040 Minimum Overnight Travel Required

Required Credentials:

10 years of Sales Experience with a proven track record of success with goal attainment in key account management sales leadership or business development preferably in healthcare.

5 years of experience as a manager of a sales team or organization

Bachelors Degree

Proven track record of growing and retaining enterpriselevel accounts.

Strong leadership experience managing highperforming sales/account management teams.

Deep understanding of strategic selling contract negotiation and customer success strategies.

Excellent communication problemsolving and relationshipbuilding skills.

Ability to work crossfunctionally and influence internal stakeholders.

About Nixon Medical:

For more than 55 years Nixon Medical has been a trusted leader in providing premium medical apparel and linens to outpatient healthcare centers. Our commitment to exceptional service has earned us partnerships with some of the largest regional health systems in the United States and we proudly serve over 10000 locations every week.

As a missiondriven organization weve built an awardwinning workplace culture rooted in respect integrity and growth. Our mission to grow and create opportunities that enrich each others lives comes to life through a culture focused on helping our associates become the best versions of themselves while empowering our customers to deliver outstanding patient care.

Nixon Medical is proud to partner with Work Step a cuttingedge text messagingbased associate feedback platform to drive an amazing culture of associate engagement and continuous improvement.

We believe to grow and create opportunities that enrich each others lives opportunities must be available to all. Our commitment to having a diverse equitable and inclusive workforce will strengthen our progress to continue offering longterm career opportunities while providing best in class solutions for our customers.

Nixon Medical is an EEO/Affirmative Action Employer.