Area Sales Director

Owens & Minor; Chicago (IL); In loco; USD 140.000 - 160.000; Tempo pieno

Vantaggi offerti da questo lavoro

Healthcare plan

Educational assistance

Employer-paid life insurance

Voluntary supplemental programs

Adoption assistance

Fertility benefits

401(k) and HSA

Paid leave

Well-being programs

Descrizione del lavoro

Owens & Minor seeks an Area Sales Director to lead a high-performing sales team across Chicago, IL; Minneapolis, MN; St. Louis, MO; Detroit, MI.

This full-time role requires strategic account management, executive relationship building, and strong leadership to drive revenue in a large healthcare market. The position offers a base salary range of $140,000–$160,000 with an incentive plan, plus comprehensive benefits starting day one, including medical, dental, vision, life insurance, 401(k) and

Competenze

• Bachelor’s Degree or equivalent in a related field.
• 13+ years of B2B sales or healthcare-related experience.
• 6+ years of diversified sales management leadership experience.
• Experience in healthcare/hospital systems is preferred.

Mansioni

• Cultivate and drive territory customer relationships for assigned accounts.
• Identify key account decision-making structure and develop relationships with C-suite executives.
• Coordinate needs and opportunity assessments across accounts.
• Drive regular communications with key decision makers including senior leaders.
• Provide comprehensive account support and quarterly business reviews (QBR).
• Oversee pricing approvals and contract terms to ensure compliance.
• Develop and execute territory gain-share strategy and action plans.
• Lead and mentor sales teammates to achieve goals and growth.

Conoscenze

Leadership

Strategic selling

Account management

Negotiation

Relationship building

Presentation

Team coaching

Communication

Formazione

Bachelor’s Degree

Strumenti

Salesforce

MS Excel

CRM software

Descrizione del lavoro

Area Sales Director

Location: Chicago, IL, Minneapolis, MN, St. Louis, MO, Detroit, MI

Time Type: Full time

Job Description

Owens & Minoris a global healthcare solutions company providing essential products, services and technology solutions that support care delivery in leading hospitals, healthsystemsand research centers around the world. For over140years, Owens & Minor has delivered comfort and confidence behind thescenes,so healthcare stays at the forefront, helping to make each day better for thehospitals,healthcare partners, and communities we serve. Powered by more than 14,000 teammates worldwide, Owens & Minor exists because every day, everywhere,Life Takes Care™.

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 educationalassistanceto all eligible teammates enrolled in an approved, accredited collegiate program.
• Employer-Paid Life Insurance and Disability-We offer employer-paid life insurance and disabilitycoverage.
• 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)and401(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, andadditionaltypes 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.

Manages sales directly to end-users of the company’s products, solutions, and services to achieve revenue, margin and sales targets within a defined territory or group of assigned customer accounts. Leads, supervises, develops, and evaluates performance a team of sales professionals within a defined territory toward the accomplishment of goals and objectives. Engages and inspires sales team, providing an environment that fosters teammates’ growth and success.

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

RESPONSIBILITIES

Cultivatesand drives Territory customer relationship management for assigned accounts

• Identifies key account decision-making structure and develops corporateand c-suiterelationships.
• Understands the customer life cycle and contract timeframe.
• Coordinates needs and opportunity assessments across accounts.
• Drivesregular communications with key decision makersincluding c-suite executivesat 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.

Developsand winsnew business within assigned area

• Develops gain sharestrategy 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/BusinessDevelopment/Marketingteams, 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

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.