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Account Manager in Corpus Christi, TX at Owens & Minor, Inc.

Date Posted: 4/11/2019

Job Snapshot

Job Description

POSITION SUMMARY

 

Sells the value of core distribution, programs and services within a defined Book of Business of existing Owens & Minor customer accounts of generally a small size and complexity.  Focuses on increasing the margin of core distribution and the penetration of programs in order to meet monthly and quarterly sales targets while maintaining a high level of customer satisfaction. Engages in account maintenance activities by providing sales support to assigned accounts.  Ensures that product and service customer needs are met with timely problem resolutions.



ESSENTIAL JOB FUNCTIONS

1.          Interacts with existing customers to increase the sales of Owens & Minors core distribution, programs and services.  Works to achieve sales and margin goals within a defined territory. 

2.          Provides materials managers, buyers and other local account decision-makers product and program knowledge in order to ultimately influence their purchasing decisions.

3.          Researches and identifies product and service opportunities within assigned accounts and conducts the sales campaign in an effort to increase sales penetration for the account in a profitable manner.

4.          Logs sales activities into the Customer Relationship Management (CRM) in order to monitor and report on sales productivity.

5.          Manages the daily relationship with the customer accounts materials manager, or relevant counterpart, to ensure high customer satisfaction and distribution loyalty.

6.          Performs periodic business reviews with customer.  Prepares cost comparisons to assist in justifying use of Owens & Minor products and distribution services.

7.          Schedules meetings with materials managers and buyers at the account to ensure the accuracy and timeliness in purchase orders.

8.          Partners with the Client Engagement Center (CEC) and other internal teams to resolve customer service questions (e.g. AR research, large usage changes, etc.) or significant disruption issues requiring sales involvement.

9.          Checks inventory to determine the customers usage levels. Converts new customer account product numbers to Owens & Minor's product numbers.

10.      Acts as liaison between hospital and division department heads to ensure smooth conversions. Acts as liaison between the customer account and manufacturers to ensure accuracy of materials and supplies.

 

SUPPLEMENTAL JOB FUNCTIONS: 

1.       Travels to Owens & Minor distribution center or customer site, approximately 70% of the time.

2.       Communicates regularly with the account, by onsite visits, email and telephone, to continually assess and meet the customer's needs and expectations. 

3.       Performs additional duties as directed.



Qualifications

EDUCATION & EXPERIENCE REQUIRED:

         Bachelors degree, required, in Marketing, Supply Chain Management, Psychology or a related disciplinary area or an equivalent combination of education and experience.

         Minimum, three (3) years of experience, required, in Customer Service, Account Management, Business-to-Business Sales, Marketing, Supply Chain Management, Healthcare Distribution, or a related disciplinary area or an equivalent combination of education and experience.



KNOWLEDGE SKILLS & ABILITIES:

1.       General knowledge of distribution industry.  Ability to develop an understanding of hospitals and how large hospital systems operate.

2.       General knowledge of salesmanship.  Ability to learn consultative selling techniques. Strong computer skills (Word, Excel, PowerPoint, and Microsoft Outlook).

3.       Ability to learn CRM software and Account Management software systems (e.g. Salesforce, Zoho CRM or HubSpot). 

4.       Effective verbal and written communication skills showing confidence, tact and a persuasive manner. 

5.       Ability to demonstrate effective problem resolution skills including the anticipation of customer needs and matching them with appropriate Owens & Minor products and services.

6.       Ability to work independently with limited supervision while handling multiple tasks simultaneously under pressured deadlines.

7.       Good business sense and the ability to monitor, analyze and interpret financial performance to goals.

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