Strategic Accounts Executive – Physician Office
Medline Industries, LP
full-time
Posted on:
Location Type: Remote
Location: Remote • Florida, Mississippi • 🇺🇸 United States
Visit company websiteSalary
💰 $115,440 - $173,160 per year
Job Level
SeniorLead
About the role
- Lead Medline’s Sales efforts within a primarily select group of highly complex or major accounts of regional, national or strategic significance.
- Provide a consultative approach in partnership with field sales to fulfill customer needs by identifying optimum product mix for customers and identifying customer cost-savings opportunities, implementation, inventory availability and issue resolution.
- Responsible for maintaining existing business and growing market share through the development of sales plans, strategies, and objectives aligned to broad corporate sales and marketing objectives.
- Responsible for operational execution, profitability, maintenance of existing sales volume and development of sales growth.
- Develop and execute a vision and account strategy aimed at long-term profitable growth consistent with business plans.
- Ensure the development of sales plans, strategies, objectives, policies and procedures conform to broad corporate sales and marketing objectives.
- Manage internal forecasting procedures.
- Evaluate needs and demands of the customer and develop a business case for feasibility using the appropriate processes.
- Identify, evaluate, plan and champion ongoing cost reduction initiatives.
- Continuously gather intelligence, log and share on product performance, customers, competitors, consumers’ attitudes, new opportunities, pricing, promotions, products, etc.
- Responsible for creating and developing consultative relationships with key decision makers in various levels of large strategic groups or accounts.
- Sell Medline capabilities to prospective prime vendor accounts as well as manage and direct existing prime vendor accounts.
- Apply expert market and customer knowledge to Medline Field Sales teams, Specialists, and Product Divisions.
- Responsible for understanding the account and building the business through fact-based knowledge by positioning products, programs and promotions to help them maximize sales.
- Track sales performance against objectives and inform management of results.
- Work directly with other key sales personnel to launch new contracts and on any "save" opportunities to contracts under threat or loss.
- Develop and maintain existing sales programs.
- Collaborate closely with the Medline Field Sales team to promote sales goals and initiatives.
- Act as team leader for account projects; guide Strategic Accounts sales support team operations.
- Provide timely and effective communication with all stakeholders including healthcare accounts, internal product divisions, sales teams and corporate customers.
- Responsible for developing the sales presentation (content, format, etc.).
- Responsible for the completion of Requests for Proposal (RFP’s) for all new and existing product contract opportunities.
- Own process for non-formal RFPs and help manage retention of existing deals as they come up for expiration.
- Monitor and measure progress against the budget and alter plans, strategies, etc. to ensure achievement of the sales budget.
- Manage account program costs, (i.e., advertising, rebates, buyback and slotting allowance, etc.) while maximizing sales.
- Monitor and distribute monthly reports, and specialized reports on contracts, programs and focus areas.
Requirements
- Typically requires a Bachelor’s degree in a business or clinical-related field.
- At least 7 years of direct sales and/or account management experience to include experience in a similar role in the healthcare industry.
- Demonstrated ability to engage and present to senior management or C-suite with the purpose of influencing company or client decisions.
- Demonstrated understanding of customer and market dynamics and requirements.
- Proven ability to identify, connect with, build consensus and close new business; ability to negotiate contracts and close deals.
- Experience assessing and initiating actions independently; experience taking charge of a situation, team or project.
- Ability to diagnose, isolate, and resolve complex issues and implement strategies to resolve.
- Demonstrated experience applying standard financial, accounting and business problem-solving skills to business problems with multiple variables.
- Experience working with cross-functional teams and facilitating teams to identify and implement solutions to complex problems.
- Time management skills such as prioritizing/organizing and tracking details and meeting deadlines of multiple projects with varying completion dates.
- Exposure to and use of Customer Relationship Management (CRM) software.
- Proficiency in CRM software and Microsoft Office Suite.
- Position requires travel up to 80% of the time for business purposes (overnight, within state and out of state).
Benefits
- health insurance
- life and disability
- 401(k) contributions
- paid time off
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
sales managementaccount managementcontract negotiationfinancial analysisbusiness problem-solvingcost reduction strategiessales forecastingmarket analysissales strategy developmentcustomer needs assessment
Soft skills
consultative sellingcommunicationleadershipteam collaborationtime managementinfluencingproblem-solvingrelationship buildingstrategic thinkingindependent decision-making