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

Leadership

• Coaches, mentors, develops and provides regular performance feedback to assigned sales teammates, empowering them to take responsibility for achieving work goals.
• Provides support to sales reps in the management of customer profitability.
• Provides oversight and direction to a team of sales representatives. Leads the team toward achieving company quality, productivity and profitability expectations.
• Supports sales reps in the scheduling of meetings with department heads at the account in order to persuade conversion. Prepares cost comparisons to assist in justifying use of the company’s products, solutions and services.
• Fosters a spirit of teamwork and unity within sales team.  Shares company information through appropriate communication channels.
• Models the effective use of Customer Relationship Management (CRM) tools and marketing strategies to maintain a strong business pipeline (i.e., prospecting, selling, qualifying, presenting and closing sales).
• Performs additional duties as directed.

Customer Management:

• Communicate strategy and expectations to Account Executive/Clinical Product Specialist assigned to relative program accounts

• Implement and execute customer strategy
• Work with AE/CPS to manage implementation and ensure both Owens & Minor and customer goals are being achieved
• All Other Accounts – Managed within the Area
• Understands customer’s strategic objectives and supports local team on strategic offerings
• Oversees company and customer adherence to contract terms and conditions
• Develops a detailed understanding of the customer's contract life cycles
• Oversees pricing negotiations
• Responsible for pop-up RFPs in accounts with Owens & Minor revenue potential under $1M
• Possess the ability to articulate a comprehensive understanding Owens & Minor Value Proposition
• Develop business relationships with appropriate-level customer contacts
• Execute implementation with Account Executive/Clinical Product Specialist team
• Identify opportunities
• Create customer strategy
• Manage RFP process with Account Executive/Clinical Product Specialist, leveraging centralized resources and AVP review
• Provides direction & supports RFP/contracting (resigns should start minimum 18 months out)
• Develops relationships within customer's supply chain, finance & clinical leadership

Team Management:

• Sets expectations regarding distribution, products, and services goals for the region
• Ensures all duties of Account Executive and Clinical Product Specialist teammates are covered within the region
• Oversees the business review process (at least quarterly)
• Supports account management team in collaboration with subject matter experts related to distribution, products and services to identify efficiency &/or opportunity

Selling Activity:

• Owns the distribution sales process to close for pursuits in the region (outside of Key Account  targets) or delegates those pursuits to the local team as appropriate. Coach AE to the level to own / co-own pursuit with AE.
• Define the sales strategy for their region.
• Supports the sales teammates in their region as needed for all other selling activities
• Manages customer issue escalations only when needed

RESPONSIBILITIES

Provides forecasting information for assigned accounts 

• Develops and justifies forecasting information and account potential assessments. 
• Prepares sales expense budgets reporting on results for sales leadership in order to evaluate success and recommend adjustments to territory sales goals and objectives.
• Utilizes internal and external sources to formulate accurate assessments (Sales/Business Development/Marketing teams, Customer, etc.). 

Drives and manages the business review process for assigned accounts 

• Conducts business reviews per quarterly/per customer requirements. 
• Hands off smaller account locations to virtual sales team as needed. 
• Ensures full utilization of internal specialist teams in support of assigned accounts. 
• Coordinates specialist activities for all customers across the region/territory (Distribution, Product, Service, etc.). 

EDUCATION & EXPERIENCE

• Bachelor’s Degree
• 13 or more years of relevant experience (Business to Business Sales, Account Management, Healthcare Supply Chain, Healthcare Products, or related industry experience)
• 6 or more years of diversified sales management leadership, planning, communication, organization, and people motivation experience.
• Or any combination of relevant education and experience to meet the above requirement

KNOWLEDGE, SKILLS, & ABILITIES

• Very strong leadership and people management skills with an ability to direct, coach and mentor all levels of teammates
• Deep 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
• 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
• Ability to travel up to 50%

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If you feel this opportunity could be the next step in your career, we encourage you to apply. This position will accept applications on an ongoing basis.

Owens & Minor is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, national origin, sex, sexual orientation, genetic information, religion, disability, age, status as a veteran, or any other status prohibited by applicable national, federal, state or local law.