Owens & Minor

Commercial Technology Account Executive

Owens & Minor

full-time

Posted on:

Location Type: Office

Location: Phoenix • Arizona • California • United States

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About the role

  • Identifies, 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.
  • Develops 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.
  • Collaborates 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.
  • Acts 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.

Requirements

  • 4 or more years of relevant sales experience (Business to Business Sales, Account Management, Healthcare Supply Chain, Healthcare Products, etc.)
  • 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.
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.
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
sales strategiescontract negotiationfinancial analysispricing managementsales performance metricsportfolio managementcost justificationproject managementCRM softwareaccount management
Soft Skills
leadershipcommunicationinterpersonal skillsnegotiationcritical thinkingproblem-solvingdecision-makingorganizational skillsplanning skillspresentation skills