Regional Vice President Commercial Services in Mechanicsville, VA at Owens & Minor, Inc.

Date Posted: 10/29/2018

Job Snapshot

Job Description

POSITION SUMMARY

 

Responsible for developing and executing corporate strategy to increase penetration of Owens & Minor products, programs and services in assigned regional market.  Accountable for selling the full array of Owens & Minor offerings to existing accounts scoped as large, complex and sophisticated.  Interacts primarily with the Health System C-suite to understand their target strategies and market position in order to influence purchasing decisions.  Accountable for the Region's Profit and Loss.  Leverages extensive operations knowledge to support sales and service of clients.  Develops and maintains strong relationships with O&M Enterprise Sales, Field Operations, the Client Engagement Center and other internal teams through regular engagement - functioning as the voice of the customer.

ESSENTIAL JOB FUNCTIONS: 

1.      Develops strategic relationships among existing large, complex and sophisticated healthcare system accounts. Understands their strategy and market position in order to identify goals, resources and action steps necessary to grow market share and earnings. Manages senior executive (C-Suite) relationships.

2.      Directly responsible for the Revenue, Gross Margin and Operating Earnings for a region.  Monitors sales performance and works with marketing department to enhance programs in the territories covered.  Participates in design of marketing plans to ensure sales and profit growth.  Conducts Strategic Business Reviews for the region and provides results at quarterly corporate meetings.  Prepares the sales expense budget and design and reporting of Revenues and Gross Margin for their territory assignment.

3.       Develops client strategies and successfully negotiates contracts that create value for the client and Owens & Minor-- adjusting products, sales and service as needed.  Creates sales strategy and actively markets and sells the full spectrum of Owens & Minor product and service offerings to current sophisticated and complex customer accounts.

4.      Provides overall leadership and direction to sales team and drives client service efforts of the region's market area. 

5.      Provides sales and marketing expertise to the sales team for and enhancing existing business. Actively works to develop a dynamic sales force design to address current and future client support and servicing strategy.  Engages in hiring, assessing, developing, coaching and mentoring the team to fulfill on that strategy.

6.      Monitors overall client satisfaction and develops a sales team to manage client service levels.  Serves as point of escalation in resolution of complex customer issues.  Leverages extensive field operations experience to resolve customer issues.

7.      Liaisons to the Home Office for input, exchange and strategy.  Consults with Regional and Corporate Operations Leaders to design and develop total customer solutions - bringing together sales, service and operations. 

8.      Leads engagement and alignment of internal and field resources (Account Management team, Client Engagement Center, Operations, etc.) to support initiatives, ensure a smooth implementation and provide after-sale support.

9.      Develops a total sales organization design to oversee the creation and implementation of strategies, goals, and measurements by sales team, territory and client.  Ensures that plans are carried through to the individual sales representative to establish specific goals and objectives. 

10.  Assists in the corporate decision-making and direction-setting process as part of the sales senior management team (including but not limited to:  new service options, pricing strategies, manufacturer evaluation, market analysis and client focus at the executive level).

11.  Models the effective use of Customer Relationship Management (CRM) tools and marketing strategies to maintain a strong business pipeline (i.e., prospecting, selling, qualifying, presenting and closing sales).

SUPPLEMENTAL JOB FUNCTIONS:  

1.      60% to 80% Travel, required.

2.      Performs additional duties as directed.



Qualifications

EDUCATION & EXPERIENCE REQUIRED:  

  • Bachelor degree or equivalent, required, in Sales & Marketing, Business, Supply Chain Management, HealthCare or other related discipline.
  • MBA or advanced degree, strongly preferred.
  • Minimum, fifteen (15) years of experience in B2B Sales (multi-million dollar deal closings), Account Management, Healthcare Supply Chain and Healthcare Products or a related industry, with prior P&L responsibilities, required.
  • Minimum, four (4) years, supervisory experience, required.

KNOWLEDGE SKILLS & ABILITIES:

  • Extensive industry knowledge as well as strong understanding of how large hospital system work.
  • Demonstrates sales leadership competencies on how to sell Owens & Minor's products, programs and service offerings, including adding to existing agreements and to building strong partnerships with new hospital systems. 

  • Demonstrated ability to profitably manage large complex customers as well as to significantly grow sales.
  • Strong understanding of advanced sales techniques, including strategic selling, team selling and consultative/conceptual selling and negotiation tactics; Demonstrated success in sales planning and execution.
  • Understanding of the use of CRM technology (such as Salesforce.com).
  • Excellent financial management skills; Demonstrated expertise in pricing services for profitability.
  • Strong leadership and people management skills with an ability to coach and mentor all levels of teammates.  Ability to penetrate and sell into the "C-Suite".

�         Excellent communication and interpersonal skills with an ability to influence senior level management and close sales; Ability to deliver effective presentations to internal and external customers.

�         Exceptional critical thinking and creative problem-solving skills with proven ability to collaborate with others to identify alternatives and drive to resolution.

�         Ability to exhibit a high-energy level with a keen sense of urgency.  Flexible and responsive to change.

�         Ability to work effectively autonomously and/or in a matrixed environment; Ability to be flexible and responsive to change.

�         Excellent project management, organizational and planning skills; Ability to manage details, to tight schedule and with deadlines.



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