Sales Account Manager, Provider Solutions in Chicago, IL at Owens & Minor, Inc.

Date Posted: 7/18/2019

Job Snapshot

Job Description

POSITION SUMMARY

 

Responsible for the organic sales growth of existing Owens & Minor customer accounts in order to achieve monthly and/or quarterly sales targets while maintaining a high level of customer satisfaction.  May independently perform service support at assigned accounts.  May be accountable for ensuring that hospitals and surgery center needs are acknowledged and addressed in a timely manner.



ESSENTIAL JOB FUNCTIONS

1.      Researches and identifies product, technology and/or service program opportunities within an assigned group of existing accounts.  Conducts the sales campaign in an effort to increase sales penetration for the account in a profitable manner.

2.      May grow sales by selling the value of core distribution.  May grow sales by working toward adding new departments/programs in newly acquired hospitals and surgery centers or by increasing the adoption/expansion of technology services.  Presents new functionality, upgrades and modules to existing customer base.  

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

4.      Engages in account maintenance activities by traveling to a group of existing, assigned accounts.  Works to provide customers problem resolution, effective program implementation and/or technical support.

5.       Manages the relationship with each account in an effort to ensure customer satisfaction through ongoing identification of customer needs and expectations.  

6.       Works with the home office legal team to develop contracts, contract amendments and to proactively provide contract renewals when applicable.  Ensures compliance to all terms and conditions of the contract.

7.      Supports achieving savings expectations and targets set forth in contractual agreements.

8.      Performs regular Quarterly Business Reviews; Prepares and delivers presentations to existing customers that propose solutions that reduce costs and increase productivity.

9.      Acts as liaison between Hospital Supply Chain, Clinical division department heads and Owens & Minor.

10.  May assist with providing onsite training of clinical staff for use of the technology platform.

11.  May act as Technical Services special project lead on assigned accounts.

12.  May partner with internal teams (such as the Client Engagement Center) to resolve customer service questions (e.g. AR research, large usage changes, etc.) or significant disruption issues requiring sales involvement.

13.  May check inventory levels to determine the customer�s usage levels converting new customer account product numbers to Owens & Minor's product numbers.

SUPPLEMENTAL JOB FUNCTIONS:  

1.      Provides support for Technical Demonstrations, Data Analytics, Physical Assessments, RFPs and Sales Proposals when required.

2.      May travel up to 65% of the time.

3.      Performs additional duties as directed. 



Qualifications

EDUCATION & EXPERIENCE REQUIRED:

1.      Bachelor�s degree, required in Sales & Marketing, Business Administration, Information Technology, Supply Chain Management or a related disciplinary area or an equivalent combination of education and experience.

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

3.      Prior selling experience into hospital systems, preferred.



KNOWLEDGE SKILLS & ABILITIES:

1.      General knowledge of distribution industry.  General understanding of hospitals and how large hospital systems operate.

 

2.      General knowledge of salesmanship. Ability to learn consultative selling techniques.

3.      Strong computer skills (Word, Excel, PowerPoint, and Microsoft Outlook).

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

5.      General knowledge of competitive products, pricing, strategy, accurate/appropriate market share, etc. as well as knowledge of O&M products.

6.      Ability to implement sales strategies.

7.      Ability to follow up and follow through to ensure customer commitments are kept.

8.      Ability to deliver effective product presentations through use of clear and accurate verbal and written communication.

9.      Awareness of applicable government regulations and their impact on the business.

10.  Ability to meet deadlines.  Demonstrated project planning and organizational skills.

11.  Ability to work independently as well as part of a team.

12.  Ability to recognize business or incremental sales opportunities.

13.  Ability to display sound business judgement on a consistent basis.

14.  Good business sense.  Demonstrates honesty and integrity.

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