Strategic Account Manager

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. Plus, Bonus Potential of 30% of base salary

Location: Remote – servicing multiple locations

Fralock, established in 1967, is an engineered solutions provider of specialty components and subassemblies that use advanced materials for high-reliability, severe-environment, and technically challenging applications. We develop and manufacture custom integrated solutions to Fortune 500 corporations and targeted OEMs in a variety of industries, including Medical and Life Science, Semiconductor Equipment Manufacturing, Aerospace and Defense, Industrial, Electronics, and Telecommunications. Fralock is headquartered in Valencia, CA, with five (5) manufacturing locations located throughout Northern and Southern California.

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 the company's products and services to targeted accounts at the engineering and commercial levels, ensuring that customer needs and expectations are met or exceeded. The position requires technical aptitude in materials, manufacturing, and applications. Customer analysis, reporting, strategy development, and execution are key aspects of this role. Additionally, the role requires collaborating with internal colleagues and managing 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 complete line of products and services, driving revenue growth through prospecting (new), building relationships, penetrating accounts, and becoming a resource at the engineering level. Total engagement with the account is expected throughout the sales cycle, drawing on necessary company resources to support customers adequately. Managing the B2B relationships as required (vendors, customers, representatives, etc.)

Key Responsibilities

• Increase revenue by developing new business (new parts, new customers).
• Requires experience supporting NPI or early-phase product development within Medical Device OEMs or Med-Tech ECMs.
• Identify next-generation customer program needs, early pipeline development, and support customer engineering departments in both new and existing opportunities (projects).
• Prospecting, scheduling sales calls, and presenting Fralock’s technical capabilities/offering
• Qualifying new opportunities to align Commercial Team Goals and Objectives with the organization's existing (and future) capabilities.
• Expand relationships into adjacent business units and cross-functional teams. Developing new customer contacts within engineering and commercial departments 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.
• Obtain pertinent customer information, including reporting structure, next-generation programs, the competitive landscape, and other business intelligence. Capture this information in CRM and formal management presentations (PPT).
• Increase application knowledge to improve problem-solving capabilities.
• Prepare structured account plans and present updates, reports (sales, forecasts, month-end, etc.).
• Proactive involvement in internal Engineering, Program Management, Operations, and Product Management teams; 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

·        Ideal candidates may come from Business Development, Technical Sales, or Program Management roles within the Medical Device sector

·        Demonstrated Technical Aptitude expectations, including the ability to understand engineering drawings/prints, materials, engineering workflow, and qualification processes

·        Excellent communication skills: listening, writing, verbal, and being able to type 30 wpm min.

·        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 an Acceptable driving record

·        Minimum 5 years of experience in supporting engineered solutions or NPI-related development within Medical Device OEMs or ECMs.

Preferred Skills

·        Industry experience in selling engineered solutions, including flexible/Rigid-Flex circuit assemblies, seals, gaskets, 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.

·        Demonstrated track record of penetrating customer organizations

·        High Emotional Intelligence with the ability to navigate complex organizational structures typical in large OEMs

Experience Requirements

• 5 - 10 years of work-related experience

Education Requirements

·        HS Diploma AND

·  Bachelor's Degree in Engineering (i.e., Electrical, Mechanical), or Technical Degree, OR

·        Minimum of 10 years of 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 of 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.