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Sales Director, Provider Solutions - West Region in Los Angeles, CA at Owens & Minor, Inc.

Date Posted: 4/22/2019

Job Snapshot

Job Description

We Provide Solutions to Help Healthcare Work. Better.

Are you ready to be a part of the Solution?

Established in 1882, Owens & Minor is a Fortune 300 company with 50+ facilities across the US and 18,000 teammates in over 90 countries. We are a leading provider of healthcare solutions, ensuring that hospitals and healthcare providers are able to offer the best care to their patients through supply chain and point-of-care services.

We believe that our success starts with our teammates � and we offer a variety of benefits.

  •  Medical, dental, and vision insurance, available on first working day
  • 401(k), eligibility after 30 days of employment
  • Employee stock purchase plan
  • Tuition reimbursement

Development opportunities to grow your career with a global company

 

POSITION SUMMARY

 

As a Sales Director in our Provider Solutions team, this individual will be responsible for developing and executing the strategy of their sales teams to sell Owens & Minor products, solutions or services to achieve revenue, margin and sales targets within a defined territory or group of assigned customer accounts. Ideal candidate will partner closely with internal leadership to develop and implement budgets, policies and strategic plans aimed at supporting the infrastructure and retaining and improving value creation for clients and Owens & Minor. Involved in key account relationships with IDNs, Health Systems, Hospitals and Surgery Centers engaging at a variety of call points including C-suite, Supply Chain and Operating Room.  Provide strategic support and guidance to sales representatives without holding account ownership. Acts as a point of escalation for the Sales Team. Leads, supervises, develops, evaluates performance and otherwise supports a team of sales professionals within a defined territory toward the accomplishment of goals and objectives. Engages and inspires teammates through providing an environment that fosters sales representative growth and success. Utilizes salesforce reporting mechanisms to monitor performance and identify product and/or service opportunities.



KEY RESPONSIBILITIES:

1.       Leads provider solutions team in a specific region for Owens & Minor's products, solutions and service offerings with a heavy focus on technology solutions in operating room space. Achieves market share and earnings growth goals through promoting profitable sales for an assigned territory.

2.       Uses consultative and influential selling to build strong partnerships, grow existing customer base and target new customers (i.e. C-suite, Supply Chain leaders, OR, multiple other points within IDNs, Hospitals, Health Systems and Surgery Centers) ensuring customer satisfaction, customer retention and programs/solutions penetration.

3.      Owns and executes the strategy for region - ensuring alignment with the corporate strategy, by collaborating closely with other departments including Operations, Procurement and Finance. Has strong financial acumen owning the budget and forecasting for resource needs, sales targets, profitability goals and action plans necessary to retain or drive new business within existing and new customer agreements. Implements sales strategy-- ensuring alignment with the corporate strategy.

4.       Prepares the sales expense budgets reporting on results for sales leadership in an effort to evaluate success and to recommend adjustments to territory sales goals and objectives.

5.       Manages a team of sales representatives both sales maintainers and sales hunters. Leads the team toward achieving Company quality, productivity and profitability expectations through coaching, mentoring and development plans with regular performance feedback. Empowers and holds team accountable to take responsibility for achieving their work goals. Foster a spirit of teamwork and unity. Appropriately shares Company information through department meetings, one-on-one meetings, electronic and interpersonal communications.

 

6.   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:  

 Manages challenging customer requests or issue escalations as needed.

Availability to travel up to 70% of the time.

Performs additional duties as directed.



REQUIREMENTS: 

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

Minimum, seven (7) years of experience, required, in Business-to-Business Sales, Marketing, Supply Chain Management, Healthcare Distribution, Management, or a related disciplinary area or an equivalent combination of education and experience.

 Minimum, three (3) years of experience managing a team of direct reports, required.



Candidate will possess a strong functional knowledge of the healthcare industry and the perioperative space, with a strong understanding of hospitals and how large hospital systems operate and/or the distribution industry and how warehouse/delivery operations function. Must have a deep knowledge and understanding of CRM software and Account Management software systems (e.g. Salesforce, Zoho CRM or HubSpot). Understanding of and ability to consult with customer on technology solutions used in OR and other parts of hospital for bar code scanning integrated with MMIS and other tools aligned to patient records. General understanding of MS Office (particularly MS Excel).

CORE COMPETENCIES FOR SUCCESS:

         Financial Acumen: Very strong financial management skills specifically in pricing, forecasting and developing cost justifications for product or service solutions.

         Strategic Sales Leadership: Demonstrated understanding of advanced selling techniques, including strategic selling, team selling and consultative/conceptual selling and sales performance metrics

          Negotiation, & Steering Sales Opportunities: Excellent negotiation skills with an ability to influence most senior levels in an organization. Demonstrated ability to profitably manage a portfolio of customer accounts as well as to significantly grow sales.

         Compelling Communication: Ability to deliver effective presentations to internal and external customers. Excellent communication and interpersonal skills with an aptitude for building strong client relationships.

         Coaching and Developing: Very strong leadership and people management skills with an ability to direct, coach and mentor all levels of teammates.

         Driving Execution: Demonstrated ability to use critical-thinking, problem-solving, quick alternatives identification and effective decision-making skills in driving toward collective, successful customer solutions

         Strategic Influence: Ability to create successful sales strategies for Owens & Minor products, solutions and service offerings.

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