Area Sales Director

Emploi pas sur LinkedIn

🕒 il y a 1 mois

🦌 Connecticut, Massachusetts, +1 états de plus – Distant

🦌 Connecticut – Remote 🍂 Massachusetts – Remote 🍁 Vermont – Remote

💵 $150 000 - $170 000 / an

⏰ Temps Plein

🔴 Expert

🤑 Commercial

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Owens & Minor

Site WebLinkedInTous les Emplois

10 000+ employés

Fondée en 1882

⚕️ Assurance santé

💰 Post-IPO Debt en 2022-03

Healthcare Insurance

Owens & Minor est une entreprise mondiale de solutions de santé qui fournit des produits et services essentiels pour soutenir les soins allant de l'hôpital à la maison. L'entreprise se spécialise dans la logistique de santé, la gestion des stocks, les solutions de chaîne d'approvisionnement et la prévention des infections. Elle propose des solutions logistiques pour réduire les coûts et éliminer les complexités pour les environnements de soins de santé aigus et non aigus. Owens & Minor est également impliquée dans le conseil pour améliorer les chaînes d'approvisionnement en soins de santé et les partenariats. L'entreprise est dédiée à autonomiser les prestataires de soins de santé et à servir les patients, les fabricants et les communautés avec sa gamme de produits et services.

Description

• Cultivates and drives Territory customer relationship management for assigned accounts. • Identifies key account decision-making structure and develops corporate and c-suite relationships. • Understands the customer life cycle and contract timeframe. • Coordinates needs and opportunity assessments across accounts. • Drives regular communications with key decision makers including c-suite executives at assigned accounts, measuring customer satisfaction and developing strategies to improve. • Provides comprehensive account support for assigned accounts. • Responsible for comprehensive customer QBR. • Stays abreast of new product or service offerings, and provides related support to customers and the sales account teammates. • Develops and wins new business within assigned area. • Develops gain share strategy and execution plans for territory. • Identifies and develops resource needs, sales targets, profitability goals and action plans necessary to drive new business within both new and existing customer agreements. • Drives market share growth through gaining new business. • Oversees account business development in CRM software (Salesforce). • Communicates business development plans, actions, and progress with Sales leadership. • Participates in Business Development reviews with Sales leadership to review strategy and progress. • Maintains full responsibility and accountability for contract compliance for assigned accounts. • Oversees pricing approvals and new contract liaison between product management. • Ensures company adherence to contract terms and conditions. • Own regional or territory supplier relationships. • Drives the RFP Process for assigned accounts. • Develops and communicates pre-RFP and renewals positioning and strategy. • Maintains full RFP/contracting responsibility, accountability, and management. • Communicates with all internal company functional groups on RFP requests and provides updates on RFP response development. • Develops RFP response action plans with RFP and Finance teams, detailing required actions, responsibility, and completion dates. • Provides forecasting information for assigned accounts. • Develops and justifies forecasting information and account potential assessments. • Prepares sales expense budgets reporting on results for sales leadership in order to evaluate success and recommend adjustments to territory sales goals and objectives. • Utilizes internal and external sources to formulate accurate assessments (Sales/Business Development/Marketing teams, Customer, etc.). • Drives and manages the business review process for assigned accounts. • Conducts business reviews per quarterly/per customer requirements. • Hands off smaller account locations to virtual sales team as needed. • Ensures full utilization of internal specialist teams in support of assigned accounts. • Coordinates specialist activities for all customers across the region/territory (Distribution, Product, Service, etc.). • Coaches, mentors, develops and provides regular performance feedback to assigned sales teammates, empowering them to take responsibility for achieving work goals. • Provides support to sales reps in the management of customer profitability. • Provides oversight and direction to a team of sales representatives. • Leads the team toward achieving company quality, productivity and profitability expectations. • Prepares cost comparisons to assist in justifying use of the company’s products, solutions and services. • Fosters a spirit of teamwork and unity within sales team. • Shares company information through appropriate communication channels. • Models the effective use of Customer Relationship Management (CRM) tools and marketing strategies to maintain a strong business pipeline.

🎯 Exigences

• Bachelor’s Degree • 13 or more years of relevant experience (Business to Business Sales, Account Management, Healthcare Supply Chain, Healthcare Products, or related industry experience) • 6 or more years of diversified sales management leadership, planning, communication, organization, and people motivation experience. • 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 • 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.

🏖️ Avantages

• 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.