Owens & Minor is looking to increase revenue, margin, and sales targets within a defined territory or group of assigned customer accounts by managing sales directly to end-users of the company’s specialty products, solutions, and services.
Requirements
- 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
- Demonstrated understanding of advanced selling techniques, including strategic selling, team selling and consultative/conceptual selling and sales performance metrics
- Very strong understanding of hospitals and how large hospital systems operate and/or the distribution industry and how warehouse/delivery operations function
Responsibilities
- Serves as customers’ primary specialty products and services sales contact.
- Manages the relationship with each account in an effort to ensure customer satisfaction through ongoing identification of customer needs and expectations.
- Identifies, builds, and maintains customer and stakeholder relationships.
- Networks and manages customer relationships throughout the supply chain in support of assigned territory/accounts.
- Continuously grows and maintains understanding of the hospital value analysis team and the relationships between manufacturers, distributors, Group Purchasing Organizations, and procedural supply chain.
- Thoroughly learns and maintains current knowledge of the company’s specialty products, services, and competitors’ landscape.
- Works with department administrators, clinicians, supply chain, and value analysis teams on all customer issues.
Other
- 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
- 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
