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Business Development Director, Facility Solutions, Vertical Markets
3 months ago
Staples is business to business. You’re what binds us together.
Our world class sales and sales support teams work directly with businesses of all sizes to offer products and services to meet our customers’ unique needs. We are committed to understanding our customers and use best-in-class sales tools and technology to find the best solutions. We’re constantly discovering new ways to reach our goals, taking time to develop our skills and investing in our career growth, so we can enjoy lucrative opportunities and grow our careers both within and beyond sales.
What you’ll be doing:
- Responsible for the aggressive pursuit of targeted acute & non-acute Healthcare opportunities within an assigned geographic region or territory.
- Drive new logo and market share penetration for Healthcare prospects
- Work side by side with internal HC team that manages GPOs, IDNs, Consortiums
- Develop strong relationships with GPO partners who administer and represent contracts
- Execute business development strategies to move targeted prospects to active opportunities, while positioning Staples Facility Solutions as the preferred solution for decision makers and influencers of target opportunities.
- Actively engage networking contacts, professional affiliations, industry groups, trade shows, etc., and other lead sources as required.
- Build an internal and external network that enables client success and identifies new target clients, following through on leads from a variety of sources.
- Prepare for consultative engagement with prospects through diligent and thorough research, demonstrating knowledge of the acute and non-acute space within the Healthcare (EVS) industry and specific business issues and challenges facing them.
- Engage customers including, but not limited to building customer facing presentations; preparing pricing proposals including profitability analysis; engaging in customer meetings/presentations.
- Collaborate with all stakeholders to develop strategic acquisition and pricing to differentiate Staples from competitors.
- Provide guidance on RFPs/RFIs; pricing strategy; and legal agreements.
What you bring to the table:
- Ability to connect easily with customers at C-Level and become a trusted advisor
- Ability to win high revenue GPO, IDN and Strategic healthcare accounts
- Understanding of healthcare industry language and protocol
- Adept at navigating complex sales/business development cycles that factor in numerous influencers and decision makers.
- Collaborative approach with team members and customers themselves, to ensure successful outcomes
- Highly motivated, self-starter with a hunger to close business
- Inclusive nature that leaves every person feeling equally heard and valued
- Commitment to self-improvement, self-awareness, and growth
- Superior presentation skills
What’s needed- Basic Qualifications
- High School diploma
- 5+ years related experience working with large, complex healthcare customers
What’s needed- Preferred Qualifications
- Bachelor’s degree
- 10+ years related experience working with large, complex healthcare customers
- Experience working with large multi-hospital IDN’s made up of acute and non-acute sites.
- Understanding Healthcare (EVS) terminology
- Understanding supply chain, Jan/San, EVS industry, and infectious control
- Experience with Medical/Surgical agreements in the EVS Space
- Previous experiencing exceeding performance metrics
- Previous contract experience, negotiating large, complex, national contracts
- Experience working with entire Microsoft suite
We Offer:
- Inclusive culture with associate-led Business Resource Groups
- Flexible PTO (22 days) and Holiday Schedule (7 observed paid holidays)
- Online and Retail Discounts, Company Match 401(k), Physical and Mental Health Wellness programs, and more
