Strategic Healthcare Account Executive

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 Touch140+ years serving healthcareOver 14,000 teammates worldwideServing healthcare partners in 80 countriesManufacturing facilities in the U.S., Honduras, Mexico, Thailand and Ireland40+ distribution centersPortfolio of 300 propriety and branded product offerings1,000 branded medical product suppliers4,000 healthcare partners servedBenefitsComprehensive 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.Job DescriptionThe anticipated salary range for this position is $85-90k Base salary, plus an uncapped variable target of 70K, at plan. The actual compensation offered may vary based on job related factors such as experience, skills, education and location.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. Performs relationship management, develops sales strategy, and provides service support for assigned accounts. Ensures customer needs are acknowledged and addressed in a timely manner.Accounts: UVA Community (Culpepper, VA) , Riverside (Newport News, VA), Sheltering Arms.Location: Would prefer someone living in or around the greater Richmond area. You will spend 2 days/week onsite at UVA Community and 2 days/week at Riverside.RESPONSIBILITIESCustomer Relationship ManagementIdentifies, 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 DevelopmentDevelops 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 ManagementCollaborates 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 ManagersActs 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 & EXPERIENCE4 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 requirementsKNOWLEDGE, SKILLS, & ABILITIESVery strong understanding of hospitals and how large hospital systems operate and/or the distribution industry and how warehouse/delivery operations functionDemonstrated functional knowledge of healthcare industry and the perioperative spaceDemonstrated understanding of advanced selling techniques, including strategic selling, team selling and consultative/conceptual selling and sales performance metricsDeep 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 solutionsDemonstrated ability to profitably manage a portfolio of customer accounts as well as to significantly grow salesAbility to create successful sales strategies for products, solutions and service offeringsVery strong leadership and people management skills with an ability to direct, coach and mentor all levels of teammatesAbility to deliver effective presentations to internal and external customersExcellent communication and interpersonal skills with an aptitude for building strong client relationshipsExcellent negotiation skills with an ability to influence most senior levels in an organizationDemonstrated ability to use critical-thinking, problem-solving, quick alternatives identification and effective decision-making skills in driving toward collective, successful customer solutionsExcellent project management, organizational and planning skillsAbility to handle multiple tasks simultaneously under pressured deadlines#LI-CS2If 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. #J-18808-Ljbffr