Account Executive at Owens & Minor

Richmond, Virginia, United States

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$80,000 – $85,000Compensation

Mid-level (3 to 4 years)Experience Level

Full TimeJob Type

UnknownVisa

HealthcareIndustries

Requirements

Ability to manage sales directly to end-users to achieve revenue, margin, and sales targets within a defined territory or group of assigned customer accounts
Skills in relationship management, sales strategy development, and service support for assigned accounts
Capability to ensure customer needs are acknowledged and addressed in a timely manner
Experience identifying, developing, and closing sales opportunities with attention to profitability
Proficiency in analyzing customers’ needs and crafting tailored sales strategies
Ability to independently call on mid to senior-level executives to generate sales
Competence in developing margin budget projections
Knowledge of managing contracting processes and partnering with support departments
Familiarity with handling enterprise-wide support issues (e-Business, pricing, contract terms)
Skills in monitoring sales productivity and logging activities into CRM systems

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 and logs sales activities into the CRM system
Develops strategic relationships with management of key healthcare providers to support 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 make sound recommendations to customers to assist in taking cost out of the supply chain
Collaborates with counterparts within the region in Owens & Minor Services team to ensure sales and customer relationship programs are supported cost-effectively
Partners with other internal teams to manage high-level accounts and 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 and is 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
Drives proprietary products with existing and new customer targets
Performs additional duties as assigned