Area Sales Director
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Job Description
Area Sales Director for Owens & Minor responsible for cultivating customer relationships and driving new business in healthcare sectors across regions.
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.).
- 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.
- 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.
Requirements:
- 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.
- 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
- 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.
Benefits:
- Comprehensive Healthcare Plan - Medical, dental, and vision plans start on day one of employment for full-time teammates.
- Educational Assistance - We offer educational assistance to all eligible teammates enrolled in an approved, accredited collegiate program.
- Employer-Paid Life Insurance and Disability - We offer employer-paid life insurance and disability coverage.
- Voluntary Supplemental Programs – We offer additional options to secure your financial future including supplemental life, hospitalization, critical illness, and other insurance programs.
- Support for your Growing Family – Adoption assistance, fertility benefits (in medical plan) and parental leave are available for teammates planning for a family.
- Health Savings Account (HSA) and 401(k) - We offer these voluntary financial programs to help teammates prepare for their future, as well as other voluntary benefits.
- Paid Leave - In addition to sick days and short-term leave, we offer holidays, vacation days, personal days, and additional types of leave – including parental leave.
- Well-Being – Also included in our offering is a Teammate Assistance Program (TAP), Calm Health, Cancer Resources Services, and discount programs – all at no cost to you.
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