Area Sales Director

At Owens & Minor, we are a critical part of the healthcare process. As a Fortune 500 company with 50+ facilities across the US and 18,000 teammates in over 90 countries, we provide integrated technologies, products and services across the full continuum of care. Customers—and their patients—are at the heart of what we do.

Our mission is to empower our customers to advance healthcare, and our success starts with our teammates.

Owens & Minor teammate benefits include:

• Medical, dental, and vision insurance, available on first working day
• 401(k), eligibility after 30 days of employment
• Employee stock purchase plan
• Tuition reimbursement
• Development opportunities to grow your career with a global company

RESPONSIBILITIES

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.).

Leadership

• 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.
• Supports sales reps in the scheduling of meetings with department heads at the account in order to persuade conversion. 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 (i.e., prospecting, selling, qualifying, presenting and closing sales).
• Performs additional duties as directed.

EDUCATION & EXPERIENCE

• 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.
• Or any combination of relevant education and experience to meet the above requirement

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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If you feel this opportunity could be the next step in your career, we encourage you to apply. This position will accept applications on an ongoing basis.

Owens & Minor is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, national origin, sex, sexual orientation, genetic information, religion, disability, age, status as a veteran, or any other status prohibited by applicable national, federal, state or local law.