Account Executive in Ashland, VA at Owens & Minor, Inc.

Date Posted: 9/15/2018

Job Snapshot

Job Description

Interacts directly with the materials manager, buyers, and other decisions makers to provide product and program knowledge to ultimately influence purchasing decisions at the account. Focuses on increasing the margin of core distribution and increasing penetration of programs (e.g., MediChoice, PANDAC, etc). Develops and executes account strategies with strong focus on profitability. Works under minimal supervision on complex, large to medium accounts and may assist less experienced peers. Reports to a Sales Director or AVP and often works in concert with Account Managers and Account Specialist.



ESSENTIAL JOB FUNCTIONS:

1.      Manages day to day relationship with materials manager, or relevant counterpart, to ensure high customer satisfaction and distribution loyalty. Has periodic business reviews with customer.

2.      Identifies and researches opportunities for new accounts.  Qualifies lead potential through analysis of financial and operational information.

3.      Increases 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, CSS, etc.)

4.      Manages the negotiation process including needs identification, strategy development, negotiation rehearsal, and outcome management.

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

6.      Works with sales support to resolve complex judgment calls relating to customers service (e.g. AR research, large usage changes, etc.). Delegates most customer service inquires/issues to assigned CSS or CSR.

SUPPLEMENTAL JOB FUNCTIONS:

1.      Represents company at trade and professional affiliation meetings.

2.      Perform additional duties as directed



QUALIFICATIONS:

 

A.     EDUCATION & FORMAL TRAINING:

      Broad knowledge of a discipline such as finance, sales & marketing, business administration, or distribution preferred. Equal to a complete 4 year college or university education or equivalent work experience required.

B.     WORK EXPERIENCE:

 

      Seven, up to and including ten years, of experience in managing sales territory. Experience in healthcare or manufacturing industry a plus.

C.     KNOWLEDGE, SKILLS & ABILITIES:

 

  • Strong analytical and problem solving ability
  • Excellent written, verbal, and interpersonal skills                   
  • Ability to create successful sales strategies for Owens & Minor products/services
  • Advanced selling techniques, including strategic selling, team selling, and consultative/conceptual selling
  • Ability to deliver effective presentations to internal and external customers
  • Excellent project management, organizational and planning skills
  • Grasp of financial concepts to include cost justification
  • Ability to work in a highly autonomous role


EQUIPMENT, TOOLS AND WORK AIDS:

1.      General office equipment to include PC.

2.      Automobile, cellular phone, product, directories

 

 

WORKING CONDITIONS AND ENVIRONMENTAL HAZARDS:

     Travels from client to client and throughout client facilities. May be required to follow-up with client organization during evening and weekend hours.

     No environmental hazards indicated for this classification.

 

 

 

STRENGTH REQUIREMENT:

     Sedentary Work: Exerting up to 10 pounds of force occasionally and/or a negligible amount of force frequently or constantly to lift, carry, push, pull, or otherwise move objects, including the human body.  Sedentary work involves sitting most of the time, but may involve walking or standing for brief periods of time.  Jobs are sedentary if walking and standing are required only occasionally and all other sedentary criteria are met.

 

 

TYPE OF PHYSICAL REQUIREMENTS:

      Acuity, near

     Clarity of vision at 20 inches or less.

     Handling

     Seizing, holding, grasping, turning, or otherwise working with hands. Fingers are involved only to the extent that they are an extension of the hand. 

     Fingering

     Picking, pinching, or otherwise working with fingers primarily (rather than with whole hand or arm as in handling).

     Talking

     Expressing or exchanging ideas by means of the spoken word.  Talking is important for those activities in which workers must impart oral information to clients or to the public, and in those activities in which they must convey detailed or important spoken instructions to other workers accurately, loudly, or quickly.

     Hearing

     Perceiving the nature of sounds.  Hearing is important for those activities which require ability to receive detailed information through oral communication, and to make fine discriminations in sound, such as when making fine adjustments on running engines. 

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