Commercial Technology Sales Director

At Owens & Minor, we are a critical part of the healthcare process. As a Fortune 500 company with 50+ facilities across the US and 18,000 teammates in over 90 countries, we provide integrated technologies, products and services across the full continuum of care.

Customers and their patients are at the heart of what we do.

Our mission is to empower our customers to advance healthcare, and our success starts with our teammates.

Owens & Minor teammate benefits include :

• Medical, dental, and vision insurance, available on first working day
• 401(k), eligibility after 30 days of employment
• Employee stock purchase plan
• Tuition reimbursement
• Development opportunities to grow your career with a global company

Commercial Technology Sales Director

This person can live and will be responsible to travel to the following states : TX, OK, KS, NE, SD, ND, MT, WY, CO, NM, AZ, UT

Creates demand and business development opportunities for the company’s technology applications products, solutions, and services, and responds to incoming leads within a defined territory or group of assigned customer accounts.

Performs relationship management, forms and executes business development strategies, and provides service support for assigned accounts.

Ensures customer needs are acknowledged and addressed in a timely manner.

Customer Relationship Management

• Calls on mid to senior level executives and other Integrated Delivery Network (IDN) representatives to generate technology applications sales.
• Collaborates with Medical Distribution counterparts to ensure that all company programs are supported in a cost-effective manner as it relates to the sale and ongoing customer relationship.
• Liaises between hospital and division department heads to ensure smooth conversions.
• Partners with Technology Support Team, Technology Implementation team, Customer Success Team, and other internal teams to resolve issues.
• Maintains and ongoingly strengthens relationships with influential regional stakeholders.

Sales Strategy Development

• Researches and identifies product, technology, and / or service program opportunities within an assigned market and account level.
• Develops strategic relationships with leaders of key Integrated Delivery Network (IDN) that support the positioning, marketing and selling of O&M services and technologies.
• Partners with other sales teams to develop and implement a holistic strategy for sales solutions for customers within an assigned market.
• Teams with other internal groups to identify new product and service sales opportunities, and to support management of high-level accounts.
• Manages the entire sales cycle from prospecting through to opportunity close. Coordinates all efforts related to active pursuits and focuses on advancing opportunities through the sales cycle.
• Effectively positions oneself as a trusted advisor and subject matter expert.
• Creates customer-facing proposals. Partners with internal teams to develop contracts. Leads negotiations in accordance with company policies and ensures all parties can meet commitments.

Account Management

• Analyzes customers’ needs, crafts tailored sales strategies, and closes sales of technology products and consulting services.
• Develops margin budget projections for assigned markets / customers.
• Ensures customer commitments are made in accordance with company policies and all commitments can be fulfilled and implemented.
• Manages the contracting process for services delivered, partnering with Home Office contacts department effectively.
• Negotiates contract terms, ensuring sales profitability and adherence to pricing goals and standards.
• Analyzes financial data to make sound recommendations to customers.
• Logs sales activities into the Customer Relationship Management (CRM) system in order to monitor and report on sales productivity.
• Communicates regularly with the account through onsite visits, email and telephone, to continually assess and meet the customer's needs and expectations.
• Assists with onsite training of clinical staff on use of the technology platform.
• Performs additional duties as directed.

EDUCATION & EXPERIENCE

Bachelor’s degree required in Sales & Marketing, Business Administration, Information Technology, or a related disciplinary area.

Master’s degree preferred.

• 10 or more years of relevant sales / business development experience .
• 8 or more years of directly related experience (Healthcare / Life Sciences Business to Business Sales, Account Management / Business Development, Healthcare Supply Chain, Healthcare Products, Technical Sales, etc.).
• Or any combination of relevant education and experience to meet the above requirements.

KNOWLEDGE, SKILLS & ABILITIES

• Very strong understanding of hospitals and how large hospital systems operate and / or the distribution industry and how warehouse / delivery operations function.
• Demonstrated functional knowledge of healthcare industry and the perioperative space.
• Demonstrated understanding of advanced selling techniques, including strategic selling, team selling and consultative / conceptual selling and sales performance metrics.
• Deep knowledge and understanding of CRM software and Account Management software systems
• General understanding of MS Office.
• Demonstrated ability to profitably manage a portfolio of customer accounts as well as to significantly grow sales.
• Demonstrated understanding of advanced selling techniques, including strategic selling, team selling and consultative / conceptual selling and sales performance metrics.
• Very strong financial management skills specifically in pricing, forecasting and developing cost justifications for product or service solutions.
• Ability to create successful sales strategies for products, solutions and service offerings.
• Ability to deliver effective presentations to internal and external customers.
• Excellent communication and interpersonal skills with an aptitude for building strong client relationships.
• Excellent negotiation skills with an ability to influence most senior levels in an organization.
• Demonstrated ability to use critical-thinking, problem-solving, quick alternatives identification and effective decision-making skills in driving toward collective, successful customer solutions.
• Ability to perform effective technical demonstrations.
• Excellent project management, organizational and planning skills.
• Ability to handle multiple tasks simultaneously under pressured deadlines.
• Up to 70% travel required.
• May assist with data analytics, physical assessments, RFIs, RFPs, RFQs, implementations, and other tasks as assigned.
22 days ago