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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