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 using advanced materials for high-reliability, severe environments, 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.

VISION

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

MISSION

To create value through specialty materials solutions, profitably grow, and share our success with all stakeholders.

CULTURE

• Teamwork and Collaboration– 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
• 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.

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

• Increase revenue and profit margins through the development of new business (new parts, new customers).
• Requires experience supporting NPI or early-phase product development within Medical Device OEM’s or Med-Tech ECMs.
• Identify next-generation customer program needs, early pipeline development and supporting 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 such as reporting structure, next-generation programs, 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

Preferred Skills

Experience Requirements

• 5 - 10 years of work-related experience

Education Requirements

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.