Surgical Sales Executive-Raleigh, NC

Halyard Health; North Carolina; Hybride; USD 85 000 - 160 000; Plein temps

Résumé du poste

Owens & Minor is seeking a seasoned healthcare sales professional to manage key accounts in the Raleigh, NC to Richmond, VA territory. You will drive revenue, build strategic relationships with hospitals and GPOs, and lead contract negotiations.

Responsibilities include maintaining CRM records, forecasting and meeting quotas, and coordinating with supply chain, value analysis teams, and admin staff to deliver seamless service.

Qualifications

• 4+ years of relevant B2B sales experience.
• Experience with hospital systems or supply chain is a plus.
• Strong understanding of CRM and pricing/forecasting.

Responsabilités

• Manage relationships with assigned accounts to grow revenue.
• Forecast and meet sales quotas.
• Negotiate contracts and pricing.
• Coordinate with internal teams to resolve issues.
• Maintain CRM records.

Connaissances

CRM software

Strategic selling

Negotiation skills

Communication skills

Forecasting

Pricing strategies

Project management

Account management

Team leadership

Formation

Bachelor's degree

Outils

Salesforce

MS Excel

Description du poste

Owens & Minor is a global healthcare solutions company providing essential products, services and technology solutions that support care delivery in leading hospitals, health systems and research centers around the world. For over 140 years, Owens & Minor has delivered comfort and confidence behind the scenes, so healthcare stays at the forefront, helping to make each day better for the hospitals, 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 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.

The anticipated salary range for this position is $85-95k +/- Base salary, plus an uncapped variable target of 70K, at plan. OTE, 155-160K The actual compensation offered may vary based on job related factors such as experience, skills, education and location.

Territory: Raleigh, NC to Richmond, VA. Main Accts: Duke, UNC, VCU, Sentara, etc. 3-5 overnights per month to cover territory effectively.

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

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.

At Owens & Minor, our greatest strength is the unrivaled dedication of our teammates. Powered by more than 14,000 teammates worldwide, Owens & Minor delivers comfort and confidence behind the scenes so healthcare stays at the forefront. The contributions, experiences, and perspectives of all our teammates helps strengthen our company as we innovate and grow to serve our healthcare customers. We appreciate your interest in joining Team O&M!