Strategic Account Manager

Total Target Earnings are composed of base salary target incentive. Target Earning potential is $125,000-$200,000 annually. Total compensation may be higher or lower dependent upon individual performance.

What we're looking for:

RSNA is a global professional society serving medical imaging professionals in more than 160 countries. The Society hosts the world's largest medical imaging scientific meeting and publishes six leading peer-reviewed journals.

RSNA is building a new Business Development function and is seeking an experienced Strategic Account Manager to develop and grow relationships with radiology private practice groups, hospitals and academic institutions. This is a founding role responsible for building a portfolio of strategic relationships from the ground up, establishing senior-level relationships, identifying organizational needs and selling RSNA products, services, bundles and future solutions.

The role will focus on these key objectives:

• Identifying and building strategic relationships with leadership at radiology private practice groups, hospitals and academic institutions
• Serving as the voice of the customer by translating organizational needs, operational challenges and emerging opportunities into recommendations for future products, services and business growth
• Generating revenue through sales, renewals and expansion and achieving sales targets

The Strategic Account Manager will work closely with internal product managers and a commercial analyst to identify market needs, shape offerings and bring solutions to market. The portfolio will initially focus on U.S.-based independent radiology practices, large regional and multi-state radiology groups, hospitals and academic institutions.

Target Earnings pay is only one component of RSNA’s compensation package, which includes outstanding medical/dental benefits, incredible long-term savings benefits, generous time off (including a week-long Winter Break), paid parental leave and more.

This job might be for you if you're interested in:

• Building a new enterprise sales portfolio and approach from the ground up.
• Creating trusted relationships with senior and administrative leaders.
• Using consultative sales and customer discovery to shape products as well as generate revenue.
• Working in a mission-based organization with a global role in radiology and medical imaging.
• Joining a collaborative environment with strong benefits, work-life balance, and professional development opportunities.

What you'll do:

Build relationships and understand customers

1. Build and own a portfolio of prospective accounts by identifying, qualifying and prioritizing organizations, contacts and opportunities.
2. Establish trusted relationships with executive, clinical, operational and administrative decision-makers at practice groups and hospitals and maintain regular strategic engagement.
3. Conduct customer discovery to understand business priorities, buying criteria, budget cycles and unmet needs.

Shape solutions and market strategy

1. Serve as the voice of the customer by translating market insights into clear recommendations for future products to serve the enterprise level of the practice or institution.
2. Partner with a commercial analyst and product managers to identify market needs, assess opportunities and shape solutions.
3. Develop business cases and communicate the value of RSNA solutions to multiple stakeholders within practice groups and hospitals.

Drive sales and account growth

1. Create and execute account plans that generate new opportunities, support revenue growth and build a sustainable pipeline. 
2. Sell RSNA products and services through a variety of ways such as enterprise agreements, group membership, customized bundles, pilots and a la carte purchases.
3. Own the full account lifecycle, including prospecting, proposals, presentations, negotiations, contracting, onboarding, renewal and expansion.

Manage and grow the business

1. Maintain accurate account, contact, activity, pipeline and forecast information.
2. Provide revenue forecasts, market intelligence and recommendations on target markets, product gaps and growth opportunities.
3. Coordinate with product development, finance, marketing and other internal partners to support implementation and account success.
4. Represent RSNA at customer meetings, industry events and conferences, including the RSNA Annual Meeting.
5. Perform other duties as assigned.

What you'll bring:

Required Qualifications

• Bachelor's degree in business, healthcare administration, marketing, or a related field, or an equivalent combination of education and experience.
• Seven or more years of enterprise sales, business development or strategic account management experience within healthcare, medical imaging, healthcare technology or related markets.
• Established knowledge of radiology, medical imaging or the broader healthcare provider market.
• Demonstrated success developing new business and achieving revenue goals.
• Experience managing complex sales cycles, including customer discovery, solution development, negotiation, contracting and account growth.
• Strong executive presence and the ability to build credibility with clinical, operational, financial and administrative leaders.
• Comfortable building new processes, approaches and relationships in a growing business environment.
• Strong communication, presentation, analytical and relationship-building skills.
• Strong organizational skills with experience managing account, pipeline and forecasting information.
• Ability to travel occasionally for customer meetings, conferences and internal planning.

Preferred Qualifications

• Established relationships with executive and administrative leaders within radiology private practice groups.
• Experience selling enterprise education, healthcare technology, clinical solutions, medical devices, imaging services, software or other complex healthcare offerings.
• Experience creating a territory, prospect list or sales process where limited infrastructure previously existed.
• Experience using customer insight to influence product design and market strategy.

The Radiological Society of North America is an equal opportunity employer and prohibits discrimination and harassment of any kind. RSNA is committed to hiring and employing qualified people without regard to race, color, religion, sex, marital status, national origin, age, disability, veteran status, citizenship status, genetic information, sexual orientation, unfavorable military discharge, ancestry, order of protection status, pregnancy, or any other legally protected characteristic. All employment decisions at RSNA are based on business needs, job requirements, and individual qualifications.