Strategic Accounts Executive- HME

Medline; United States; À distance; USD 116 000 - 174 000; Plein temps

Avantages offerts par ce poste

Health insurance

401(k) contributions

Paid time off

Résumé du poste

Medline is seeking a senior sales leader to drive the company’s sales efforts within major accounts of strategic significance. You will partner with field sales to identify optimum product mixes, cost‑savings opportunities, inventory availability and issue resolution while maintaining and growing existing business.

The role focuses on developing sales plans and strategies aligned to corporate objectives, forecasting, and cross‑functional collaboration.

Qualifications

• Bachelor’s degree in a business or clinical-related field.
• At least 7 years of direct sales and/or account management in healthcare.
• Ability to engage and present to senior management (C‑suite).
• Familiarity with CRM software and Microsoft Office.
• Willingness to travel up to 80% for business.

Responsabilités

• Develop and execute consultative account strategies for long‑term growth.
• Sell Medline capabilities to prime vendor and other large accounts; nurture existing contracts.
• Collaborate with internal teams on projects, pricing, and implementations.
• Forecast, track performance, and report outcomes to management.
• Lead day‑to‑day activities of the sales support team and ensure targets are met.

Connaissances

Executive communication

Account management

Strategic selling

Forecasting

Travel up to 80%

Formation

Bachelor's degree in business or clinical-related field

Outils

CRM software

Microsoft Office

Description du poste

Job Summary

Lead Medline’s Sales efforts within a primarily select group of highly complex or major accounts of regional, national or strategic significance. Provide a consultative approach in partnership with field sales to fulfill customer needs by identifying optimum product mix for customers and identifying customer cost-savings opportunities, implementation, inventory availability and issue resolution. Responsible for maintaining existing business and growing market share through the development of sales plans, strategies, and objectives aligned to broad corporate sales and marketing objectives. Responsible for operational execution, profitability, maintenance of existing sales volume and development of sales growth.

Job Description

MAJOR RESPONSIBILITIES:

Sales Planning

Develop and execute a vision and account strategy aimed at long-term profitable growth consistent with business plans.Ensure the development of sales plans, strategies, objectives, policies and procedures conform to broad corporate sales and marketing objectives.Manage internal forecasting procedures.Evaluate needs and demands of the customer and develop a business case for feasibility using the appropriate processes.Identify, evaluate, plan and champion ongoing cost reduction initiatives.Continuously gather intelligence, log and share on product performance, customers, competitors, consumers’ attitudes, new opportunities, pricing, promotions, products, etc.

Account Management

Responsible for creating and developing consultative relationships with key decision makers in various levels of large strategic groups or accounts.Sell Medline capabilities to prospective prime vendor accounts as well as manage and direct existing prime vendor accounts.Apply expert market and customer knowledge to Medline Field Sales teams, Specialists, and Product Divisions.Responsible for understanding the account and building the business through fact‑based knowledge by positioning products, programs and promotions to help them maximize sales.Assess competitive price position, assuring competitive pricing to maximize sales and profitability within account and consistent with brand positioning.Track sales performance against objectives and inform management of results.Work directly with other key sales personnel to launch new contracts and on any "save" opportunities to contracts under threat or loss.Develop and maintain existing sales programs.

Internal Partnership

Collaborate closely with the Medline Field Sales team to promote sales goals and initiatives.Collaborate with key internal groups on projects, product conversions and implementations.Act as team leader for account projects; guide Strategic Accounts sales support team operations.Provide timely and effective communication with all stakeholders including healthcare accounts, internal product divisions, sales teams and corporate customers.

Sales Administration

Responsible for developing the sales presentation (content, format, etc.).Responsible for the completion of Requests for Proposal (RFP’s) for all new and existing product contract opportunities.Own process for non-formal RFPs and help manage retention of existing deals as they come up for expiration.Monitor and measure progress against the budget and alter plans, strategies, etc. to ensure achievement of the sales budget.Manage account program costs, (i.e., advertising, rebates, buyback and slotting allowance, etc.) while maximizing sales.Monitor and distribute monthly reports, and specialized reports on contracts, programs and focus areas.

Leadership

This is a high‑level individual contributor role – management responsibilities limited to leading day‑to‑day activities and outcomes of a group of employees.May be involved in training and development of staff, estimating personnel needs, assigning work, meeting completion dates.

MINIMUM JOB REQUIREMENTS:

Education

Typically requires a Bachelor’s degree in a business or clinical-related field.

Certification / Licensure

None

Work Experience

At least 7 years of direct sales and/or account management experience to include experience in a similar role in the healthcare industry.

Knowledge / Skills / Abilities

Demonstrated ability to engage and present to senior management or C‑suite with the purpose of influencing company or client decisions. Demonstrated understanding of customer and market dynamics and requirements. Proven ability to identify, connect with, build consensus and close new business; ability to negotiate contracts and close deals. Experience assessing and initiating actions independently; experience taking charge of a situation, team or project. Ability to diagnose, isolate, and resolve complex issues and implement strategies to resolve. Demonstrated experience applying standard financial, accounting and business problem-solving skills to business problems with multiple variables. Experience working with cross-functional teams and facilitating teams to identify and implement solutions to complex problems. Time management skills such as prioritizing/organizing and tracking details and meeting deadlines of multiple projects with varying completion dates. Exposure to and use of Customer Relationship Management (CRM) software. Proficiency with Microsoft Office Suite products. Position requires travel up to 80% of the time for business purposes (overnight, within state and out of state). Environment includes office setting and medical facilities. Position may require non-traditional work hours during in-services.

PREFERRED JOB REQUIREMENTS:

Education: None

Certification / Licensure: None

Work Experience: None

Knowledge / Skills / Abilities: None

Benefits and Compensation

Medline Industries, LP, and its subsidiaries, offer a competitive total rewards package, continuing education & training, and tremendous potential with a growing worldwide organization. The anticipated salary range for this position: $116,000.00 - $174,000.00 Annual The actual salary will vary based on applicant’s location, education, experience, skills, and abilities. This role is bonus and/or incentive eligible. Medline will not pay less than the applicable minimum wage or salary threshold. Our benefit package includes health insurance, life and disability, 401(k) contributions, paid time off, etc., for employees working 30 or more hours per week on average. For roles where employees work less than 30 hours per week, benefits include 401(k) contributions, paid time off, as well as access to the Employee Assistance Program, Employee Resource Groups and the Employee Service Corp.

Company Culture

We’re dedicated to creating a Medline where everyone feels they belong and can grow their career. We strive to do this by seeking diversity in all forms, acting inclusively, and ensuring that people have tools and resources to perform at their best. Explore our Belonging page here.

Equal Opportunity Statement

Medline Industries, LP is an equal opportunity employer. Medline evaluates qualified individuals without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, age, disability, neurodivergence, protected veteran status, marital or family status, caregiver responsibilities, genetic information, or any other characteristic protected by applicable federal, state, or local laws.

Candidate Profile

If you’re a self-starter, eager to grow your career within a high-performing environment, this is the place for you.

About Medline

Medline is the largest provider of medical-surgical products and supply chain solutions serving all points of care. Through its broad product portfolio, resilient supply chain and leading clinical solutions, Medline helps healthcare providers improve their clinical, financial and operational outcomes. Headquartered in Northfield, Illinois, the company employs more than 43,000 people worldwide and operates in more than 100 countries and territories. To learn more about how Medline makes healthcare run better, visit www.medline.com.