Account Executive, Strategic Markets

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

RESPONSIBILITIES

Customer Relationship Management

• Identifies, develops, and closes sales opportunities within a designated geographic market / account, with strong attention to profitability.
• Analyzes customers’ needs, crafts tailored sales strategies, and closes sales of the company’s products and services.
• Independently calls on mid to senior-level executives and other representatives to generate sales.
• Develops margin budget projections for an assigned region or group of customers.
• Manages the contracting process for services delivered, and effectively partners with support departments.
• Ensures all customer commitments are made in accordance with company policies and can be fulfilled and implemented.
• Handles all Enterprise-wide support issues (e-Business, pricing, contract terms, etc.).
• Coordinates information and leads all contract compliance calls. Manages pricing maintenance and approval for accounts.
• Monitors and reports on sales productivity. Logs sales activities into the Customer Relationship Management (CRM) system.

Sales Strategy Development

• Develops strategic relationships with management of key healthcare providers that support the positioning, marketing, and selling of company products, services and technologies.
• Negotiates contract terms for non-enterprise, ensuring sales profitability and adherence to pricing goals and standards.
• Analyzes financial data, to making sound recommendations to customers to assist them in taking cost out of the supply chain.

Account Management

• Collaborates with counterparts within the region in Owens & Minor Services team to ensure that all Owens & Minor sales and ongoing customer relationship programs are supported in a cost-effective manner.
• Partners with other internal teams to manage high level accounts, and to identify new product and service sales opportunities.
• Partners with customer experience, and other internal teams to resolve significant disruption issues and customer service questions (A / R research, large usage changes, etc.).
• Supports the Enterprise Regional Director with customer QBR.
• Responsible for monthly KPIs.

Develops Customer Managers

• Acts as liaison between hospital and division department heads or other representatives at the account to ensure smooth conversions.
• Acts as liaison between the customer account and manufacturers to ensure accuracy of materials and supplies.
• Communicates regularly with the account (by onsite visits, email, phone, etc.) to continually assess and meet the customer's needs and expectations.
• May assist with onsite training of clinical staff on use of the technology platform.
• Driving proprietary products with existing and new customer targets.
• Performs additional duties as directed.

EDUCATION & EXPERIENCE

• 4 or more years of relevant sales experience (Business to Business Sales, Account Management, Healthcare Supply Chain, Healthcare Products, 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 (Salesforce)
• General understanding of MS Office (particularly MS Excel)
• Very strong financial management skills specifically in pricing, forecasting and developing cost justifications for product or service solutions
• Demonstrated ability to profitably manage a portfolio of customer accounts as well as to significantly grow sales
• Ability to create successful sales strategies for products, solutions and service offerings
• Very strong leadership and people management skills with an ability to direct, coach and mentor all levels of teammates
• 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
• Excellent project management, organizational and planning skills
• Ability to handle multiple tasks simultaneously under pressured deadlines

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