Strategic Account Manager

Location: Corporate Office - Tomball / Houston, TX
Work Model: Remote - Home Office / Onsite (Nationally 40-60%)
Department: Sales
Reports To: CEO

About Proximity Systems

Proximity Systems is a leading U.S. manufacturer of technology-ready workstations, cabinets, and custom solutions that improve safety, efficiency, and workflow across healthcare, government, commercial, and retail environments. Our products are designed and built in Texas and used in more than 1,500 facilities nationwide. We are a mission-driven, quality-focused organization that values integrity, teamwork, and delivering exceptional customer experiences.

Position Overview

The Strategic Account Manager exists to drive profitable revenue growth through closing enterprise deals, nurturing relationships, and advancing strategic health system accounts while expanding Proximity’s footprint through standardization and upselling.

This role converts its strategic pipeline (generated in partnership with Inside Sales) into long-term system adoption, repeat business, and multi-facility expansion. Focused on acute care facilities and hospitals, clinics, and surgery centers, the Strategic Account Manager will be responsible for moving Proximity from project-based wins to trusted system standard.

Key Responsibilities

Strategic Pipeline Development (35%)

• Build multi-level relationships across clinical, facilities, IT, sourcing, and executive stakeholders.
• Influence capital planning, renovation cycles, and equipment standards.
• Advance Proximity toward preferred or standard vendor status within assigned systems.
• Identify and activate upsell and cross-sell pathways across facilities.
• Record all activities in Salesforce to support accurate forecasting and reporting.

Success Metrics:

• System adoption milestones achieved
• Target Growth met in repeat revenue within assigned systems
• Account plans documented for top 10 targets

Opportunity Advancement & Closing (35%)

• Conduct effective discovery, demos, and executive presentations
• Navigate complex, multi-stakeholder healthcare sales cycles
• Lead competitive displacement without compromising integrity
• Maintain a balanced pipeline of new, expansion, and upsell deals
• Collaborate with operations and customer service to quickly resolve issues

Success Metrics:

• $950k annual revenue quota attainment
• Win rate ≥ 30% on qualified opportunities
• Forecast accuracy within ±10%
• Margin performance aligned with company standards

Revenue Expansion & Account Retention (20%)

• Identify expansion opportunities within 90 days of each closed project.
• Increase average deal size through configuration optimization and product mix.
• Maintain proactive communication post-installation to strengthen retention.
• Reduce Revenue volatility by growing recurring and repeat business.

Success Metrics:

• YOY Revenue Growth
• Upsell revenue contribution
• Repeat project rate within assigned accounts
• Customers retention  ≥90%

Sales Execution Discipline & Collaboration (10%)

• Maintain real-time, accurate Salesforce data.
• Provide clean weekly forecasts and quarterly territory plans.
• Partner with Inside Sales for quoting, demo coordination, and re-order execution.
• Escalate pricing exceptions and strategic risks.

• Salesforce accuracy ≥ 99%
• Pipeline coverage  ≥ 3X quota
• On-time forecast submissions

Qualifications

Education & Experience

• Bachelor’s degree in Health Administration or related field preferred (experience considered).
• 5+ years outside B2B experience in enterprise healthcare required.  Demonstrated acute care  facilities or hospitals and/or integrated delivery networks is a major plus.
• 3+ years selling small-medium sized capital equipment to multi-level decision makers including IT integration and clinical staff / nurses is required.  Including decision makers for architectural design is a plus.
• 2+ years demonstrated success building symbiotic sales strategies  with partner vendors to increase sales footprints for both companies.
• Demonstrated experience achieving $900k+ in individual annual quotas and relevance to company-wide quotas.

Skills & Attributes

• Entrepreneurial mentality - taking ownership of your marketing to source qualified prospects
• Consultative, value-based selling approach
• Executive communication and presentation skills.
• Complex deal navigation
• Competitive positioning and negotiation skills
• Self-directed territory management
• Demonstrates Proximity Systems values:
  - Follow the Golden Rule
  - Be Driven
  - Exhibit Ownership Thinking
  - Operate with Integrity
  - Put “We” Above “Me”

Physical Requirements

This role includes extended periods of sitting, computer use, occasional to moderate standing/walking through sites of varying sizes, situational awareness on-site, and lifting up to 30 lbs. Work settings may include: Active healthcare facilities, construction or renovation areas (wear PPE as required), and airports, hotels, and customer meeting locations. Reasonable accommodations are available in accordance with applicable laws.

Why Join Proximity Systems

• Contribute to a growing U.S. manufacturing company with a national footprint.
• Work directly with leadership and exercise autonomy for sales success.
• Enjoy a collaborative, supportive environment with strong values.
• Work from your home office after training. In-office is the prospect's / client's place of business.
• Opportunities for professional growth.

Apply Now

We review applications quickly and encourage early submission. If you are motivated, detail-oriented, and ready to grow your sales career, we want to hear from you.