Senior Account Manager in Kansas City, MO at Owens & Minor, Inc.

Date Posted: 12/1/2019

Job Snapshot

Job Description

Job Description




Responsible for leading and executing field sales activities for all Distribution or Provider Solutions products and services to customers within a specific geographic market, account value or customer type.  Creates and fosters relationships with the management of healthcare provider organizations.  Assesses customers� needs and develops tailored sales strategy to position and close sales of Provider Solutions program offering.  Collaborates with other Owens & Minor sales teams to develop and execute holistic strategies to grow product and/or services sales and margin within an assigned region.  May also work to create and communicate consistent strategies specifically for the healthcare provider organizations. 

1.      Identifies, develops and closes sales opportunities within a designated geographic market and account level with a strong attention to profitability. Analyzes customers� needs, crafts tailored sales strategies and closes sales of potential products and consulting services.

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

3.      Independently calls on mid to senior-level executives and other representatives to generate sales.  Develops margin budget projections for an assigned region or group of customers.

4.      Develops strategic relationships with management of key healthcare providers that support the positioning, marketing and selling of O&M products, services and technologies.

5.      Responsible for negotiating contract terms, ensuring sales profitability and adherence to pricing goals and standards.  Analyzes financial data to make sound recommendations to customers to assist them in taking cost out of the supply chain.

6.      Manages the contracting process for services delivered, partnering with Home Office Contacts department effectively.  Ensures that all customer commitments are made in accordance with Owens & Minor policies and that the commitments made can be fulfilled and implemented.

7.      Collaborates with counterparts in Owens & Minor Distribution team to ensure that all O&M programs are supported in a cost effective manner as it relates to the sale and on-going relationship with the customer.

8.        Teams with other internal groups to identify new product and service sales opportunities and with the ongoing management of high level accounts.

9.        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.

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

11.  May assist with onsite training of clinical staff on use of the technology platform.


1.      Travels to 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.



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

2.      Minimum, five (5) years of selling experience, required, in Account Management, Technology Solutions Sales, Business-to-Business Sales, Marketing, Supply Chain Management, Healthcare Distribution or a related disciplinary area or an equivalent combination of education and experience to meet the above requirements

3.      Prior experience in successful selling technology solutions into hospital systems, strongly preferred.


1.       Comprehensive knowledge of the hospital industry and how large hospital systems operate. 

2.       Ability to speak competently about clinical equipment found in hospital environments.

3.       Knowledge of materials management, information systems and basic statistics.

4.       Demonstrated knowledge of selling techniques, including strategic selling, team selling and consultative/conceptual selling.  Knowledge of sales performance metrics.

5.       Understanding of or the ability to learn CRM software and Account Management software systems (e.g. Salesforce, Zoho CRM or HubSpot).

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

7.    Demonstrated ability to apply technical, industry and product expertise to increase the provider�s efficiency and reduce duplication of effort.

8.    Ability to influence others to achieve results; Ability to negotiate solution sales to closure in a consultative manner.

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

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

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

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

        Note: Owens & Minor is not accepting unsolicited assistance from search firms for this employment opportunity. Please, no phone calls or emails. All resumes submitted by search firms to any employee at our Company via email, the Internet, or in any form and/or method without a valid written search agreement in place for this position will be deemed the sole property of our Company. No fee will be paid in the event the candidate is hired by our Company as a result of the referral or through other means.


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