Owens & Minor Non-Acute Markets Sales Leader

4 weeks ago

Orlando, Florida, United States Owens & Minor, Inc. Full time

At Owens & Minor, Inc., we empower our customers to advance healthcare by providing integrated technologies, products, and services across the full continuum of care. Our success starts with our teammates, who are critical to the healthcare process. With 50+ facilities across the US and 18,000 teammates in over 90 countries, we offer a dynamic work environment that fosters growth and development opportunities.

As a Fortune 500 company, we strive to provide our customers with exceptional service, innovative solutions, and a commitment to excellence. Our customer-centric approach ensures that we meet the evolving needs of our customers, from hospitals and healthcare providers to pharmaceutical and medical device manufacturers.

We are seeking an experienced Sales Leader to join our team in a Non-Acute Markets role. The successful candidate will be responsible for identifying, developing, and closing sales opportunities within a designated geographic market/account, with a strong focus on profitability. This role requires a deep understanding of the healthcare industry, advanced selling techniques, and the ability to create successful sales strategies for products, solutions, and service offerings.

The ideal candidate will have 4 or more years of relevant sales experience, with a strong understanding of hospitals and large hospital systems, as well as the distribution industry and warehouse/delivery operations. They will also possess excellent leadership and people management skills, with the ability to direct, coach, and mentor all levels of teammates. The successful candidate will be able to deliver effective presentations to internal and external customers, and possess excellent communication and interpersonal skills with an aptitude for building strong client relationships.

We offer a competitive salary range of $120,000 - $180,000 per annum, depending on experience, as well as a comprehensive benefits package, including medical, dental, and vision insurance, 401(k) eligibility, employee stock purchase plan, tuition reimbursement, and development opportunities to grow your career with a global company.

Responsibilities:

  • 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.

Requirements:

  • 4 or more years of relevant sales experience (Business to Business Sales, Account Management, Healthcare Supply Chain, Healthcare Products, etc.).
  • Or any combination of relevant education and experience to meet the above requirements.

Knowledge, Skills, & Abilities:

  • 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.

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