Strategic Account Manager (Remote)

Strategic Account Manager Medical Device Sector

Full Time + Benefits (Medical, Dental, Vision, 401k with Company Match, PTO)

Job Type: Hybrid

Travel Requirements: 30% to 40%

Salary Range: $130,000.00 - $160,000.00

Location: Remote servicing multiple locations

Fralock is an engineered solutions provider of specialty components and subassemblies using advanced materials for high reliability, severe environment, and technically challenging applications. We develop and manufacture custom integrated solutions. Established in 1967, we are a critical solutions provider to Fortune 500 corporations, government, and targeted OEMs in a variety of industries including Semiconductor Equipment Manufacturing, Medical and Life Science, Aerospace and Defense, Industrial, Electronics, and Energy. Fralock is headquartered in Valencia, CA with manufacturing locations located throughout Northern and Southern California.

Vision

To be recognized by our customers as a leading solutions provider of proprietary engineered advanced materials for high reliability, severe environment, and technically challenging applications.

Mission

To create value, profitably grow, and share our success with all stakeholders.

Culture

• Respect We treat others the way they want to be treated.
• Integrity We practice a high standard of ethics in our business dealings with customers, suppliers, and employees.
• Responsiveness We have a sense of urgency in responding to internal and external requests and work proactively to solve problems.
• Excellence/Competence We empower our people to continuously improve and execute high quality work.
• Teamwork We work together to achieve Fralock business objectives by communicating at a high level, by listening and having clarity in our expectations of one another.
• Individual Accountability and Personal Responsibility We do what we have committed to do when we committed to doing it.
• Continuous Improvement across all segments of the company

This position requires access to information controlled under the International Traffic in Arms Regulations (ITAR) or the Export Administration Regulations (EAR), the successful candidate must be a "U.S. person" as defined in the ITAR and EAR (which generally means (i) be a citizen or national of the United States; or (ii) be a lawful permanent resident of the United States; or (iii) have been admitted to the United States as a refugee, or have been granted asylum, as specified under applicable law.)

Job Summary

Strategic Account Manager (SAM) develops, maintains and expands relationships with multiple accounts and is accountable for achieving assigned strategic objectives. This role represents the entire range of company products and services to targeted accounts at the engineering and commercial levels while ensuring that customer needs and expectations are met or exceeded. The position requires technical aptitude in the areas of materials, manufacturing and applications. Customer analysis, reporting, strategy development and execution are key aspects of this role. Additionally, the role requires collaboration with internal colleagues and the management of Opportunities (i.e. Projects) at various stages of the product life cycle.

The SAM is tasked with growing the business (and Fralock's presence) by uncovering new opportunities within targeted customers, submarkets and the like. Additionally, the focus is on selling the full line of products and services, driving revenue growth by prospecting (for new), building relationships, penetrating accounts and becoming a resource at the engineering level. Total engagement with the account is expected during the sales cycle while drawing upon necessary company resources as needed to properly support customers. Managing the B2B relationships as required (vendors, customers, representatives, etc.)

Key Responsibilities

• Supporting customer engineering departments in both new and existing opportunities (projects).
• Scheduling and making sales calls to promote Fralock's capabilities/offerings and making technical presentations on a scheduled frequency.
• Developing new contacts with the customer and recording their contact information in our CRM system.
• Gathering of Requirement Definitions for new applications, revision changes to facilitate the Design Development process.
• Will be involved in other areas of account management, specifically generating monthly, quarterly and annual account plan updates.
• Assist with project/program management as needed.
• Account penetration at the engineering level and commercial level.
• Obtain pertinent customer information such as reporting structure, next generation programs, competitive landscape, and other business intelligence. Also, present and capture this information in CRM and formal management presentations (PPT).
• Increase revenue and profit margins through the development of new business (new parts, new customers).
• Increase application knowledge to improve problem-solving capabilities.
• Prepare reports (sales, forecasts, month end, etc.).
• Responsible for developing relationships up and down the 'food chain' in engineering, purchasing, supply chain, and management.
• Proactive involvement in quotation, product development [Design & Development], and sampling activities.
• Coordinating customer interactions including joint sales calls, technical presentations, Business Review Meetings, customer onsite visits and the like.
• And other related functions that support customer intimacy, customer satisfaction and business development.

Required Skills

• Strong salesmanship skills,
• Excellent communication skills: listening, written and verbal,
• Proficient with MS Office tools (Word, Excel, PPT),
• "Engineered Application" selling experience,
• Professional business acumen,
• Experience with CRM software (Salesforce preferred),
• Valid Driver's License, Insurance and Acceptable driving record
• Minimum 5 years selling into Medical Device OEMs. * This is MANDATORY *

Preferred Skills

• Industry experience in selling engineered solutions including seals, gaskets, flexible/Rigid-Flex circuit assemblies and ceramics into Medical Device companies such as Abbott, Boston Scientific, Edwards Life Science, GE Healthcare, Medtronic, Siemens, and the like.
• Materials knowledge in one or more of the following: films, foils, foams, elastomers, polymers, ceramics.
• Proven track record of penetrating customer organizations
• High Emotional Intelligence

Experience Requirements

• 5 - 10 years of work-related experience

Education Requirements

• HS Diploma AND Bachelors Degree in Engineering (i.e. Electrical, Mechanical), or Technical Degree, or minimum of 10 years experience in a Technical Sales Role

Physical Requirements

• Trade show set/dismantle requiring some lifting (up to 35 lbs.)

All offers of employment at Fralock are contingent upon clear results of a background check. Background checks may include some or all the following depending on job title and responsibilities:

• Social Security Verification
• Prior Employment Verification
• Criminal History
• Personal and Professional References
• Motor Vehicle Records

Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions of a position.

Fralock provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws.