Surgical Sales Executive- Charlotte at Owens & Minor Distribution Inc. — Charlotte, NC

Global Reach with a Local Touch

• 140+ years serving healthcare
• Over 14,000 teammates worldwide
• Serving healthcare partners in 80 countries
• Manufacturing facilities in the U.S., Honduras, Mexico, Thailand and Ireland
• 40+ distribution centers
• Portfolio of 300 propriety and branded product offerings
• 1,000 branded medical product suppliers
• 4,000 healthcare partners served

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.

The anticipated salary range for this position is $80-90k +/- plus $70K incentive .The actual compensation offered may vary based on job related factors such as experience, skills, education and location

Territory: Western Carolina and South Carolina.

Manages sales directly to end-users of the company’s specialty products, solutions, and services to achieve revenue, margin and sales targets within a defined territory or group of assigned customer accounts. Performs relationship management, develops sales strategy, and provides service support for assigned accounts. Ensures customer needs are acknowledged and addressed in a timely manner.

RESPONSIBILITIES

Customer Relationship Management

• Serves as customers’ primary specialty products and services sales contact.
• Manages the relationship with each account in an effort to ensure customer satisfaction through ongoing identification of customer needs and expectations.
• Identifies, builds, and maintains customer and stakeholder relationships. Networks and manages customer relationships throughout the supply chain in support of assigned territory/accounts.
• Continuously grows and maintains understanding of the hospital value analysis team and the relationships between manufacturers, distributors, Group Purchasing Organizations, and procedural supply chain.
• Thoroughly learns and maintains current knowledge of the company’s specialty products, services, and competitors’ landscape.
• Works with department administrators, clinicians, supply chain, and value analysis teams on all customer issues.
• Logs sales activities into the Customer Relationship system.

Sales Strategy Development

• Orchestrates a strategic and tactical approach and selling plan to drive sales.
• Forecasts, meets, and exceeds assigned sales quota through specialty product sales.
• Provides accurate pipeline management and reporting and execute tactical sales plans.
• Pursues business opportunities to ensure retention of existing revenue, while widening product usage and increasing customer penetration for the company’s products.
• Manages contract & pricing negotiations, and performs contract management.
• Provides quotes and supports all aspects of the bidding process. Maintains and corrects pricing for accuracy.
• Handles sales positioning, analysis, and implementation with customers.

Account Management

• Grows and manages assigned specialty product accounts/territory efficiently and effectively.
• Conducts sales presentations and product demonstrations.
• Closes sales in accordance with sales policies and procedures.
• Partners with internal teams to resolve customer service questions (AR research, large usage changes, etc.) or significant disruption issues requiring sales involvement.
• Communicates shipping schedules with Distribution Center.
• Performs additional duties as directed.

EDUCATION & EXPERIENCE

• 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

ADDITIONAL REQUIREMENTS

• Up to 40% travel required

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