Client Director in New York, NY at Owens & Minor, Inc.

Date Posted: 7/1/2018

Job Snapshot

Job Description

Interacts directly with all levels of customers including C-Suite, material managers, buyers, and other decisions makers to provide product and program knowledge and feedback to ultimately influence purchasing decisions at the account. Focuses on increasing the margin of core distribution and increasing penetration of programs and services. Develops and executes account strategies with strong focus on profitability. Works under minimal supervision on complex and large to medium accounts. Reports to an AVP or Lead Partner and often works in concert with Account Specialist(s).  Must manage account(s) with Revenue $100M +.



ESSENTIAL JOB FUNCTIONS:

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

2.   Increases margin and size of existing distribution contract through Core margin improvements including Product and  Program conversions penetration.

3.   Manages contract compliance and customer satisfaction through ongoing identification of customer needs and expectations.  Ensure compliance to all terms and conditions of the contract.

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

5.   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:

EDUCATION & FORMAL TRAINING:

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

WORK EXPERIENCE:

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

KNOWLEDGE, SKILLS & ABILITIES:

A.  Strong analytical and problem solving ability

B.  Excellent written, verbal, and interpersonal skills

C.  Ability to create successful sales strategies for Owens& Minor products/services

D.  Advanced selling techniques, including strategic selling, team selling, and consultative/conceptual selling.

E.  Ability to deliver effective presentations to internal and external customers

F.   Excellent project management, organizational and planning skills

G.  Grasp of financial concepts to include cost justification.

H.  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:

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

2.  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.

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