National Account Manager
Brisbane, CA or Remote
Commercial /
Full-Time /
Remote
About Avive:
Avive Solutions, Inc. (https://avive.life) is a growth stage Automated External Defibrillator (AED) company with a connected response system that is rapidly gaining market share. We are a mission driven team that is quite literally saving lives. Sudden Cardiac Arrest (SCA) is a leading cause of death in the United States, and we are on a mission to change that! We are a dynamic organization that builds elegant, creative solutions to solve complex problems. Ultimately, our mission is for all cardiac arrest victims to have rapid access to life-saving defibrillation.
Avive is taking a fresh approach to addressing this decades-old problem by innovating AED technology, coupled with a first-of-its-kind software platform solution to enable a quicker and more streamlined response to SCA emergencies. We believe that this unique combination of deploying advanced – yet still accessible – hardware, and software, has the potential to revolutionize out-of-hospital cardiac arrest response and massively impact SCA survival rates.
Check out this short video that shows a glimpse of how our team is working to re-think cardiac arrest response and save lives! https://www.youtube.com/watch?v=2p4zfOWo62E
Learn more about working at Avive: https://avive.life/careers/
About the Role:
The National Account Manager will play a critical role to support, expand, and aggressively grow our Enterprise and Fortune 5000 client base as we bring revolutionary technology and software to a client base looking for our solution to problems they are facing in their AED programs.
What you'll do:
- Sales Growth and Expansion:
- Develop and implement strategic sales plans to achieve company sales goals and revenue targets for the Avive Connect AED and REALConnect Softeware
- Identify and pursue new business opportunities within defined National Accounts, expanding product penetration and market share for Avive’s product and software suite.
- Grow large, $MM pipeline in first Twelve-Months, while Supporting close of Pipeline deals
- Account Management:
- Develop and maintain strong, long-term relationships with national accounts and key decision-makers.
- Act as the primary point of contact for assigned national accounts, ensuring a high level of customer satisfaction and support.
- Conduct regular business reviews with accounts to assess needs, growth opportunities, and performance metrics.
- Market and Industry Knowledge:
- Maintain up-to-date knowledge of the AED market, including competitor activities, industry changes, and legislation requirements that may contribute to opportunities to grow overall business.
- Leverage industry insights to identify potential opportunities and threats, consulting with the VP of Sales and National Sales Director in proactive manner.
- Provide feedback to the product development team based on market insights and customer feedback.
- Sales Forecasting and Reporting:
- Prepare accurate sales forecasts and reports, presenting during Pipeline reviews with Sales management.
- Monitor overall sales and pipeline performance, track key performance indicators (KPIs), and adjust sales strategies as needed to achieve targets put forth by Sales leadership.
- Use CRM software to manage sales activities, track customer interactions, and maintain comprehensive records.
- Cross-Functional Collaboration:
- Collaborate with marketing, business operations, customer care, and operations teams to ensure seamless execution of full-cycle National Account closure and support.
- Participate in the development and execution of marketing campaigns and trade shows to promote products and engage with customers.
- Engage with Product Management when customer requests may enable us to increase opportunity size for continued innovation and support.
- Contract Negotiation:
- Lead contract negotiations with national accounts, ensuring favorable terms and compliance with company policies – support from VP of Sales, Sales Enablement Manager, National Sales Director, and Legal team.
- Manage pricing, discounts, and promotional programs to maximize profitability while maintaining competitive positioning.
- Travel & National Account Management:
- Travel as required to meet with national accounts (Travel 50%+), Attend industry conferences, and represent the company at trade shows and events.
- Effectively manage time and resources to maximize coverage across assigned territories, ensuring optimal account support and development.
Who you are:
- Proficiency in CRM software (e.g., Salesforce) and data analysis tools (e.g., Excel, Tableau).
- Strong analytical and problem-solving skills with a keen attention to detail.
- Excellent communication and interpersonal skills, with the ability to collaborate effectively across teams.
- Ability to work independently and manage multiple projects simultaneously.
- Preferred Experience and Qualifications
- Bachelor’s degree in Business, Marketing, or Related Field
- 4 – 6 Years in Large Strategic Sales Accounts; AED Industry Experience Optional
- Proven track record of over-quota performance with large, key, strategic accounts
- Experience selling into Fortune 5000 Accounts
- Complex RFP Response (Capture Management or Proposal Management) Strongly Preferred
Equal Employment Opportunity
It is the policy of the company to provide equal employment opportunity to all persons regardless of age, color, national origin, citizenship status, physical or mental disability, race, religion, creed, gender, sex, sexual orientation, gender identity and/or expression, genetic information, marital status, status with regard to public assistance, veteran status, or any other characteristic protected by federal, state or local law. In addition, the company will provide reasonable accommodations for qualified individuals with disabilities.
NOTE: This Job Description in no way states or implies that these are the only duties or functions to be performed by the incumbent. Personnel are required to follow any other job-related instructions and to perform any other job-related duties/functions requested by their supervisor.
Anticipated OTE: $200,000
