Owens & Minor

Customer Advocate

• Ensures that the customer is satisfied with company products and services.
• Works closely with Sales Account Executives and oversees day-to-day relationship with customer.
• Ensures schedules and budgets are met according to contractual agreements.
• Develops and maintains strong, account-specific operational processes and performance with the customer.
• Performs duties on-site with the customer, reacting in a timely manner to customer information and requests.
• Manages and ensures contract compliance to all agreed terms and conditions.
• Collaborates with off-site personnel to ensure accurate and consistent information is present for the customer.
• Acts as liaison between the Hospital and division department heads to ensure smooth conversions.
• Drive conversions and manages data.
• Provides sales analytics and daily reporting (add to stock part number changes, contract compliance, new quotes, loading/maintaining substitution list, ship to adds, customer set up, etc.).
• Completes Sales analysis for customers and sales teams.
• Supports strategy of the territory sales leader, driving proprietary products with existing and new customer targets.
• Manages pricing, including sharing pricing information and addressing pricing issues with customers.
• Maintains critical products lists, reviews backorder notes with customers/requests action, discusses at risk items, and plans course of action with the customer.
• Manages product substitutions including monitoring inventory, providing suggested substitute options to the customer, and establishing customer approved substitutions.
• Evaluates usage spikes with the customer.
• Reviews remaining allocations with customers and sends requests for additional allocations to PAS.
• Converts additional Not Stocked products to Stock.
• Sets up new accounts/ship-to information.
• Manages reporting needs (providing inventory reports on COI OH balances, providing customer contacts for required reporting & SF cases (OMM), analyzing customer request for custom reports, etc.).
• Performs additional duties as directed.

Account Executive

• 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.
• 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.).
• 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.