Account Development Manager, Healthcare - Print

Account Development Manager, Healthcare Print

Our world class sales and sales support teams work directly with businesses of all sizes to offer products and services to meet our customers' unique needs. We are committed to understanding our customers and use best-in-class sales tools and technology to find the best solutions. We're constantly discovering new ways to reach our goals, taking time to develop our skills, and investing in our career growth, so we can enjoy lucrative opportunities and grow our careers both within and beyond sales.

Staples is dedicated to serving the healthcare industry. You're the link that brings us together. Our exceptional sales and support teams focus on engaging with healthcare entities to provide tailored solutions and services. We are committed to comprehending the unique needs of our healthcare customers, utilizing cutting-edge sales tools and technology to deliver optimal solutions. We continuously explore innovative approaches to achieve our objectives, invest time in skill development, and foster career growth for lucrative opportunities within and beyond healthcare sales.

Duties and Responsibilities

As a Healthcare Account Development Manager, you will research and prospect healthcare organizations, scheduling in-person presentations with top-level executives. Your responsibilities will include:

• Identifying the unique needs of healthcare institutions and developing a comprehensive customer acquisition strategy which drives value.
• Developing new print business opportunities within existing healthcare accounts.
• Partnering with Key Account Executives and Print Key Account Executives to identify opportunities within existing customer base.
• Independently scheduling appointments, typically with Marketing, Procurement, or Operational executives
• Developing tailored programs with customized pricing using a consultative selling approach
• Develop account sales and strategy as well as manage the account handoff process in a team selling environment.
• Achieve/exceed sales targets for a defined sales and GP quota and earn uncapped commissions above target.
• Responsible for $7.5M+ in new pipeline annually, $2.5M+ in won business, $1.5M+ in incremental billed revenue.
• Up to 30% travel throughout assigned geography (multiple states) for customer meetings.

Impact on Business

• The primary responsibility of the Account Development Manager is to identify, develop, and nurture key accounts within the healthcare vertical. This includes understanding the unique needs and challenges of healthcare organizations, and aligning Staples Print solutions to address those specific requirements. The ADM is instrumental in driving sales and revenue growth, thus making a significant contribution to the overall success of the business.
• The success of the Account Development Manager in the healthcare vertical directly contributes to Staples Print's overall business success. By penetrating and expanding the healthcare market, the ADM enhances the company's market share, strengthens its competitive position, and establishes Staples Print as a preferred partner for healthcare organizations seeking print solutions.
• The ADM is responsible for aligning account development plans with the overall business objectives, ensuring that the strategies employed within the healthcare sector are consistent with the broader organizational goals.
• The position primarily involves executing strategy, translating overarching business goals into actionable plans for the healthcare vertical. While the Account Development Manager may not be directly responsible for defining or modifying the company's overall strategy, they play a crucial role in tailoring and implementing strategies that specifically address the unique needs and opportunities within the healthcare market.
• The focus of the Account Development Manager is typically both long-term (3-5 years) and short- to mid-term (12-18 months). In the long term, the ADM contributes to the development of multi-year account plans that align with the organization's strategic vision. This involves forecasting market trends, anticipating changes in customer needs, and planning for sustainable growth.
• In the short to mid-term, the ADM is actively involved in the day-to-day execution of these plans, adapting strategies based on immediate market conditions, competitor actions, and evolving customer requirements.

Communications and Interactions

• Cross-Functional Collaboration: Engage in regular communication with various internal teams, such as sales, marketing, product development, and customer service, to align strategies, share insights, and coordinate efforts.
• Account Planning Meetings: Participate in internal account planning meetings to discuss and strategize on how to best meet the needs of healthcare clients. Collaborate on the development and execution of account plans.
• Reporting and Analysis: Communicate performance metrics, sales forecasts, and account status reports to internal stakeholders. Present data-driven insights to inform decision-making and strategy adjustments.
• Feedback Sessions: Provide feedback to internal teams based on interactions with healthcare clients. Share valuable insights to enhance product offerings, improve service delivery, and address any challenges that may arise.
• Training and Development: Collaborate with internal training and development teams to ensure that the sales and service teams are equipped with the knowledge and skills needed to effectively engage with healthcare clients.
• Strategy Discussions: Engage in strategic discussions with leadership to align account development goals with overall business objectives. Provide input on market trends and customer needs that may influence the organization's strategy.

External Communication:

• Client Meetings and Presentations: Conduct regular meetings with healthcare clients to understand their needs, present solutions, and discuss account plans. Deliver presentations on Staples Print offerings, emphasizing how they address specific challenges in the healthcare sector.
• Negotiations and Contract Discussions: Account Reviews: Communicate with healthcare clients during contract negotiations, discussing pricing, terms, and service level agreements. Ensure that contractual agreements align with both parties' expectations.
• Account Reviews: Conduct periodic account reviews with healthcare clients to assess the performance of products and services, gather feedback, and identify opportunities for improvement or expansion of services.
• Email and Written Communication: Use written communication, including emails and formal documents, to provide updates, share information, and document important aspects of the client relationship.
• Customer Workshops or Training Sessions: Organize and facilitate workshops or training sessions for healthcare clients, providing them with insights into industry trends, new products, and best practices for optimizing Staples Print solutions.
• Networking and Relationship Building: Engage in networking events within the healthcare industry to build and maintain relationships with key stakeholders. Leverage external relationships to stay informed about industry changes and potential business opportunities.

Basic Qualifications:

• Bachelor's preferred in Sales or Marketing or related field
• Computer knowledge, including extensive internet navigation and demonstrated experience using Microsoft Office Suite
• Previous print marketing knowledge, program sales preferred
• General Knowledge: Healthcare Products Pricing, Competition, and Sales Objectives
• Previous experiences using Salesforce.com or a comparable sales tool

We Offer

• Inclusive culture with associate-led Business Resource Groups
• Flexible PTO (22 days) and Holiday Schedule (7 observed paid holidays)
• Online and Retail Discounts, Company Match 401(k), Physical and Mental Health Wellness programs, and more!
• Base salary $75,000 - $100,000 plus incentive opportunity

Equal Opportunity Statement

Staples is an Equal Opportunity Employer who values the diversity of our people, products, and services. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, protected veteran status, disability, or any other basis protected by federal, state, or local law. The salary range represents the expected compensation for this role at the time of posting. The specific base pay may be influenced by a variety of factors to include the candidate's experience, skill set, education, geography, business considerations, and internal equity. In addition to base pay, this role may be eligible for bonuses or other forms of variable compensation.

This is a remote position with a regional focus. This position supports customers in New York, New Hampshire, Massachusetts, Michigan, Vermont, and Connecticut. While the role primarily supports working from home, the individual performing this role would live within or adjacent to this region.