Area Sales Analyst in Richmond, VA at Owens & Minor, Inc.

Date Posted: 6/27/2019

Job Snapshot

Job Description

Responsible for coordinating and analyzing customer program metrics and identifying opportunities for area sales teams.

Responsible for coordinating and analyzing customer program metrics and identifying opportunities for area sales teams. Monitors and reports area sales team progress for all key sales performance indicators (sales, margin, penetration, etc). Makes recommendations regarding Owens & Minor products and services to the customer and sales team.  Coordinates data needs for margin programs and projects, prepares monthly margin analysis reports and assists the Sales Team as needed. Works with area and regional management team to prepare responses to Request for Proposals, Executive Summaries, and/or cover letters. Analyzes GPO's in order to provide analysis to AVP and Sales Directors.  This position reports to the Area Vice President.


1.       Prepares and runs reports on margin and sales trends involving initiatives for the area. Reviews and reports on Area performance against key indicators.

2.       Identifies key opportunities for area sales team by creating reports, developing relationships with key suppliers, and working with Home Office Supplier Relations and Category Management teams. Determines the best course of action in which to proceed.

3.       May create collateral sales materials as needed to promote Owens & Minor products and Services.

4.       Identifies areas of margin loss and provides recommendations to the area sales team on possible resolutions.

5.       Reviews survey results and makes recommendations on whether to move forward with the program within an account.

6.       Tracks guaranteed savings and makes recommendations on managing the inventory to ensure guarantees are met. Makes recommendations to customers concerning increasing or decreasing par levels, removing slow moving items, configuration of stocking locations, etc.

7.       Assists with the rollout of private label initiatives and provides follow-up and ad-hoc reporting to assure accuracy of pricing and margin data.

8.       May develop and present strategies for overcoming adverse market events such as product recalls, competitive forces, and sales gaps.

9.       Provides market research information on new, potential and existing business to educate Sales Director's, Area Vice President, and the sales force.

10.    Creates comprehensive sales analysis reports for customers and buy groups through Business Objects.

11.    Develops working knowledge in various software programs such as Word and Excel, Business Objects and other necessary programs or project tools.

12.    Assists the process of organizing, writing, collecting and compiling data for RFP's through interaction with the Pricing Committee, Legal Department, Distribution Center, Corporate Accounts and Logistics.

13.    Assists in analysis and development of business plans.

14.  Becomes knowledgeable of all O & M programs, to promote the programs, where appropriate, for targeted accounts.



1.       Maintains various electronic files. Develops appropriate back-up procedures of key databases that contain critical programs or project information.

2.       May represent Owens & Minor in booths or at tables at trade shows and other customer attended events.

3.       Performs additional duties as directed.


                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. 


                Acuity, near

                Clarity of vision at 20 inches or less.


                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.


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


                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. 



                A.            EDUCATION & FORMAL TRAINING:

                               Equal to a two year degree including specialized training in computer systems, MIS, or data management and reporting.

                B.            WORK EXPERIENCE:

                                At least three years, up to and including, five years of experience preferably in a financial or contract administration position that required an attention to detail, data management and data reporting.

                C.            KNOWLEDGE, SKILLS & ABILITIES:

Good interpersonal skills, including the ability to perform in a dual reporting relationship.

Data management skills.

Strong PC skills with a good understanding of Excel, Word and Access software.

Planning and organizational skills.

Good verbal and written communication skills.

Detail oriented.

Ability to work under structured supervision, independently and as part of a team.

General understanding of margins and margin trends.

Demonstrated coordination and project management skills.


                General office equipment to include PC.


                Inside working conditions.

                No environmental hazards indicated for this classification.

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