Customer Execution Director

At Owens & Minor, we are a critical part of the healthcare process. As a Fortune 500 company with 350+ facilities across the US and 22,000 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.

• The anticipated salary range for this position is $140-160K, plus incentive package. The actual compensation offered may vary based on job-related factors such as experience, skills, education, and location.

Maintains and grows Owens & Minor’s customer relationships for assigned accounts, driving revenue growth through expansion of existing accounts. Serves as primary account support for issue resolution and communication between assigned large customers and cross-functional areas of the company. Drives revenue development for assigned accounts, working with internal teams on bi-directional competitive intelligence, forecasting, and driving RFP processes.

RESPONSIBILITIES

Customer Relationship Management

• Identifies and develops sales opportunities within a designated geographic market/account.
• Analyzes customers’ needs, crafts tailored customer development strategies, and creates demand for the company’s commercial offerings.
• Independently calls on senior-level executives and other representatives to generate demand, business development opportunities and strategy development.
• Serves as subject matter expert to support content development by relevant internal teams (Marketing, Sales Executives, Customer Services, etc.).
• Monitors and reports on business development productivity.

• Understands the customer life cycle and contract time frame.
• Coordinates needs and opportunity assessments across accounts.

Maintains full responsibility and accountability for contract compliance for assigned accounts.

• Coordinates information and leads all contract compliance calls.
• Manages pricing maintenance and approval for accounts.
• Ensures company adherence to contract terms and conditions.
• Conducts reviews of pricing regularly for accounts.
• Conducts supplier negotiations and involvements in contract compliance issues and information requests.

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 Owens & Minor functional groups on RFP requests, and provides updates on RFP response development.
• Develops RFP response action plans with RFP Project Manager and Finance Manager, detailing required actions, responsibility, and completion dates.

Develops increased market penetration within assigned accounts.

• Develops share gain strategy and execution plans for assigned accounts.
• Communicates development plans, actions, and progress with VP.
• Participates in development reviews with Sales leadership to review strategy and progress.
• Provides forecasting information for assigned accounts.
• Develops and justifies forecasting information and account potential assessments.
• 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 IDN accounts.
• Conducts business reviews per quarterly/per customer requirements.
• Performs additional duties as directed.

Leadership

• Coaches, mentors, develops and provides regular performance feedback to assigned commercial teammates, empowering them to take responsibility for achieving work goals.
• Provides support to sales reps in the management of customer profitability.
• Supports sales reps in the scheduling of meetings with department heads at the account in order to persuade conversion.
• Fosters a spirit of teamwork and unity within commercial 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)

EDUCATION & EXPERIENCE

• Bachelor’s Degree or equivalent required.  Concentration in Sales & Marketing, Business, Supply Chain Management, Healthcare, or other related discipline preferred.
• Ten (10) or more years of experience in Business to Business Sales, Account Management, Healthcare Supply Chain and Healthcare Products or a related industry.
• Or any combination of relevant education and experience to meet the above requirements.

KNOWLEDGE, SKILLS, & ABILITIES

Strong understanding of advanced selling techniques, including strategic selling, team selling and consultative/conceptual selling and negotiation tactics

• Understanding of the use of CRM technology (Salesforce.com)
• Ability to deliver effective presentations to internal and external customers
• Ability to create successful sales strategies for Owens & Minor products/services
• Demonstrated pipeline development with a strong ability to reach the purchase decision-maker
• Demonstrated negotiation and persuasive abilities with strong sales closure skills
• Strong analytical and problem solving ability
• Excellent written, verbal, and interpersonal skills
• Excellent project management, organizational and planning skills
• Strong business acumen including the demonstrated ability to grasp financial concepts
• Proficient in MS Outlook/Excel/Word/PowerPoint
• Self-starter with strong work ethic and the ability to work independently to drive commercial performance

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If you feel this opportunity could be the next step in your career, we encourage you to apply. 

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.