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Senior Account Manager in Houston, TX at Owens & Minor, Inc.

Date Posted: 4/14/2019

Job Snapshot

Job Description

Job Description

 

POSITION SUMMARY

 

Sells the value of core distribution, programs and services when pursuing opportunities within existing Owens & Minor customer accounts that are generally of a large size and complexity.  Develops and executes account strategies with a strong attention to profitability.  Focuses on increasing the margin of core distribution, increasing the penetration of programs and providing sales support to a portfolio of defined Book of Business accounts.  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.  May manage lower level sales teammates.



ESSENTIAL JOB FUNCTIONS:

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

2.       Maintains profitability while increasing the margin and size of existing distribution contract through Core margin improvements (e.g., non-contract pricing, passing on freight charges, etc.) and product conversions (e.g. Emphasis/ Focus and MediChoice) and program penetration (e.g. PANDAC, SurgiTrack, etc.).

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

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 account�s 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.       Keeps attuned to the customer account in order to recognize triggers based on customer behavior in order to engage those who request to terminate or downgrade service.  Develops and oversees customer retention campaigns.

9.       Schedules meetings with department heads at the account in order to persuade conversion to Owens & Minor business.

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

11.   Works with the Client Engagement Center and other internal teams to resolve complex judgment calls relating to customers service (e.g. AR research, large usage changes, etc.) questions.

12.   Resolves pricing questions or significant disruption issues that need sales involvement.

13.   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.

14.   Coaches, mentors, develops and manages the daily work of subordinate sales teammates.  May be accountable for hiring, terminating and evaluating sales rep performance.

SUPPLEMENTAL JOB FUNCTIONS: 

1.       Travels to Owens & Minor distribution center or customer site 70% or more 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: 

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

�         Minimum, five (5) 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.

�         Minimum, one (1) year of sales management supervisory experience, preferred.



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.       General knowledge of 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 deliver effective presentations to internal and external customers.  Excellent communication and interpersonal skills with an aptitude for building strong client relationships.

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

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

8.       Good business acumen and the ability to monitor, analyze and interpret financial performance to goals.

9.       Ability to use critical-thinking, problem-solving and effective decision-making skills in driving toward collective, successful customer solutions.

10.   Strong project management, organizational and planning skills. 

11.   Ability to handle multiple tasks simultaneously under pressured deadlines.

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