The posting
Owens & Minor is a global healthcare solutions company providing essential products, services and technology solutions that support care delivery in leading hospitals, health systems and research centers around the world. For over 140 years, Owens & Minor has delivered comfort and confidence behind the scenes, so healthcare stays at the forefront, helping to make each day better for the hospitals, healthcare partners, and communities we serve. Powered by more than 14,000 teammates worldwide, Owens & Minor exists because every day, everywhere, Life Takes Care™.
Global Reach with a Local Touch
- 140+ years serving healthcare
- Over 14,000 teammates worldwide
- Serving healthcare partners in 80 countries
- Manufacturing facilities in the U.S., Honduras, Mexico, Thailand and Ireland
- 40+ distribution centers
- Portfolio of 300 propriety and branded product offerings
- 1,000 branded medical product suppliers
- 4,000 healthcare partners served
Benefits
- Comprehensive Healthcare Plan - Medical, dental, and vision plans start on day one of employment for full-time teammates.
- Educational Assistance - We offer educational assistance to all eligible teammates enrolled in an approved, accredited collegiate program.
- Employer-Paid Life Insurance and Disability - We offer employer-paid life insurance and disability coverage.
- Voluntary Supplemental Programs – We offer additional options to secure your financial future including supplemental life, hospitalization, critical illness, and other insurance programs.
- Support for your Growing Family – Adoption assistance, fertility benefits (in medical plan) and parental leave are available for teammates planning for a family.
- Health Savings Account (HSA) and 401(k) - We offer these voluntary financial programs to help teammates prepare for their future, as well as other voluntary benefits.
- Paid Leave - In addition to sick days and short-term leave, we offer holidays, vacation days, personal days, and additional types of leave – including parental leave.
- Well-Being – Also included in our offering is a Teammate Assistance Program (TAP), Calm Health, Cancer Resources Services, and discount programs – all at no cost to you.
Manages sales directly to end-users of the company’s products, solutions, and services to achieve revenue, margin and sales targets within a defined territory or group of assigned customer accounts. Leads, supervises, develops, and evaluates performance a team of sales professionals within a defined territory toward the accomplishment of goals and objectives. Engages and inspires sales team, providing an environment that fosters teammates’ growth and success.
The anticipated salary range for this position is $140-160K Base salary, plus an incentive plan. The actual compensation offered may vary based on job related factors such as experience, skills, education and location
RESPONSIBILITIES
Cultivates and drives Territory customer relationship management for assigned accounts
- Identifies key account decision-making structure and develops corporate and c-suite relationships.
- Understands the customer life cycle and contract timeframe.
- Coordinates needs and opportunity assessments across accounts.
- Drives regular communications with key decision makers including c-suite executives at assigned accounts, measuring customer satisfaction and developing strategies to improve.
- Provides comprehensive account support for assigned accounts.
- Responsible for comprehensive customer QBR.
- Stays abreast of new product or service offerings, and provides related support to customers and the sales account teammates.
Develops and wins new business within assigned area
- Develops gain share strategy and execution plans for territory.
- Identifies and develops resource needs, sales targets, profitability goals and action plans necessary to drive new business within both new and existing customer agreements.
- Drives market share growth through gaining new business.
- Oversees account business development in CRM software (Salesforce).
- Communicates business development plans, actions, and progress with Sales leadership.
- Participates in Business Development reviews with Sales leadership to review strategy and progress.
Maintains full responsibility and accountability for contract compliance for assigned accounts
- Oversees pricing approvals and new contract liaison between product management.
- Ensures company adherence to contract terms and conditions.
- Own regional or territory supplier relationships
Drives the RFP Process for assigned accounts
- Develops and communicates pre-RFP and renewals positioning and strategy.
- Maintains full RFP/contracting responsibility, accountability, and management.
- Communicates with all internal company functional groups on RFP requests and provides updates on RFP response development.
- Develops RFP response action plans with RFP and Finance teams, detailing required actions, responsibility, and completion dates.
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.).
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.
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 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
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.
