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Director, Strategic Account Management in Jacksonville, FL at One Call

Date: 11/18/2018

Job Snapshot

Job Description

Director, Strategic Account Management

This position is responsible for all strategic relationships with key network service providers (NSP) and set the strategy to ensure satisfaction, account retention, and continued revenue growth (NetSource).  They will do so by overseeing a team of account managers who are actively involved in growth, management, and retention of our current base of key NSP, as well as sourcing for and identifying new opportunities.  Important objectives of the Strategic Account Management role are to differentiate One Call from the competition by executing the value proposition for our NetSource program, being a value-add resource for the NSP, and acting as the voice of NSP to One Call.

 GENERAL DUTIES & RESPONSIBILITIES:

  • Meet or exceed all revenue targets and goals in accordance with our NetSource plan and budget

  • Drive team to build new revenue while maintaining existing accounts within assigned territory

  • As required, travel with direct reports to oversee performance and provide leadership with strategic relationships

  • Provide necessary tools for team to ensure all accounts remain updated on status on referrals (authorizations and payments, network policies/procedures/compliance, marketing programs and account management tools/reports

  • Collaborate and lead conversations with cross functional leaders (operations, account payables, sales, marketing, product finance, and product) to share information, coordinate revenue opportunities, and ensure end-to-end NSP satisfaction that allows for maintenance/growth

  • Apply sound strategies and execute tactics for protecting established accounts and penetrating accounts held by competitors

  • Maintain a solid base of product, technology, industry and competitive knowledge in order to provide appropriate solutions

  • Enforce the utilization of Salesforce.com, and ensure team is managing opportunity funnel to analyze and track activity and providing accurate forecasts of pipeline. Maintain up-to-date NSP records relative to all account activity.

  • Gather market feedback relative to competitive landscape, customer trends, products, customer forecasts, etc. and share the information with your supervisor and the Marketing team

  • Travel to attend meetings, trade shows, vendor sites, etc. as needed.

  • Monitors staff performance, works with employees to implement goals and document progress, approves incentive compensation calculations and works with Human Resources on employee related issues.

  • Performs other related duties as assigned.


EDUCATIONAL REQUIREMENTS:
  • Bachelor’s degree or the equivalent combination of education, training, or work experience. Five (5) years or more with account management, strategic account management, and/or provider management, knowledge of business processes and/or handling or multiple projects that are deadline oriented.


GENERAL KNOWLEDGE, SKILLS & ABILITIES:
  • Experienced manager of account management resources

  • Excellent understanding of One Call products and services

  • Strong knowledge of the workers compensation industry & practices

  • Communicates ideas both verbally, in written form and via presentation in a clear, concise, and professional manner appropriate to audience including executive levels

  • Requires solid decision-making and problem solving skills

  • Analytical skills are required to determine NSP business needs and requirements

  • Ability to remain calm under various levels of pressure

  • Accessible at all times to NSP and leadership with regards to account activity

  • Ability to show established track record of involvement in industry trade groups preferred

  • Requires the ability to establish and maintain effective working relationships with all levels of management (internally/externally), employees, clients and public


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