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VP Commercial Services in Houston, TX at Owens & Minor, Inc.

Date Posted: 2/15/2019

Job Snapshot

Job Description

Job Description

 

POSITION SUMMARY

 

Accountable for ensuring the overall productivity and effectiveness of the sales organization within a specific territory by promoting close working relationships with internal and external stakeholders.  Develops strategic plans, budgets, policies and procedures to support the infrastructure and achieve profitability goals for a defined territory.  Articulates the Owens & Minor value proposition to Health Care customers by using the consultative selling model.  Pursues large, non-Enterprise new deals within an assigned territory.  Does not retain ownership of accounts; Acts as a point of escalation for the Sales Team.  Involved in key account relationships within the assigned territory in order to provide support. 

Responsible for managing the team that increases core distribution margin and the penetration of programs for a portfolio of accounts.  Supports and manages functions essential to salesforce productivity including, but not limited to:  territory planning, quota-setting, performance results reporting, sales program implementation sales process optimization and the selection, leadership and development of salesforce talent.  Utilizes salesforce reporting mechanisms to monitor performance and identify product and/or service opportunities.



ESSENTIAL JOB FUNCTIONS:

1.       Accountable for the execution of corporate strategy in an assigned territory. Provides sales leadership for the entirety of Owens & Minors product and service offerings.  Achieves market share and earnings growth goals through profitable sales for the territory.

2.       Designs, implements and manages sales forecasting, planning and budgeting processes to retain current or drive new business within existing customer agreements.

3.       Partners with senior sales leadership to identify opportunities for sales process improvement--working with them closely to define the optimal sales programs and performance measurements required to ensure sales organization success.

4.       Collaborates with internal Owens & Minor teams to design and develop total customer solutions--bringing together sales, service and operations to ensure account satisfaction. Provides account maintenance support to any sales team in responding to customer requests. Works with the customer to ensure service issues are addressed and utilizes customer feedback to improve their experience.

5.       Responsible for managing customer profitability. Conducts quarterly, onsite Strategic Business Reviews for large customers. Coordinates Requests for Proposals (RFPs) and contract negotiations.

6.       Establishes and fosters the development and maintenance of strong, long-term customer relationship by supporting efficient account maintenance activities.  Identifies the goals, resources and action steps necessary for market share and earnings growth.

7.       Responsible for optimizing sales coverage for the territory in order to maximize sales productivity.  Leads the change management process in order to build organizational understanding and to effectively implement new coverage models when needed.

8.       Leads, plans, directs and coordinates efforts of a team of sales professionals within a defined territory toward the accomplishment of goals and objectives. 

9.       Engages and inspires teammates through identifying and hiring top talent, training, managing and coaching to support individual growth and success. 

10.   Manages teammate education and career development by working to outline individual development plans--following up to ensure plans are being executed. Communicates regularly with team and individuals regarding progress toward sales goals and objectives. Partners with sales leadership and sales operations to develop and refine sales training.

11.   Ensures that sales reports and other internal intelligence is provided to the sales organization in a timely manner. Develops new reporting tools as needed.

12.   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.       Recommends changes and enhancements to the Company CRM technology platform.

2.       Effectively manages challenging customer requests or issue escalations.

3.       Available to travel up to 60% of the time.

4.       Performs additional duties as directed.



Qualifications

EDUCATION & EXPERIENCE REQUIRED: 

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

MBA or advanced degree, preferred.

Minimum, ten (10) 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, five (5) years of supervisory or team leadership experience, required.



KNOWLEDGE SKILLS & ABILITIES:

1.       Demonstrated functional knowledge of distribution industry. Very strong understanding of hospitals and how large hospital systems operate and of distribution industry sales performance metrics.

2.       Demonstrated success in sales planning and sales execution. Demonstrated understanding of advanced selling techniques, including strategic selling, team selling and consultative/conceptual selling.

3.       Deep knowledge and understanding of CRM software and Account Management software systems (e.g. Salesforce, Zoho CRM or HubSpot).  General understanding of MS Office (particularly MS Excel).

4.       Very strong financial management skills specifically in pricing, forecasting and developing cost justifications for product or service solutions.in sales planning and sales execution.

5.       Demonstrated ability to profitably manage a portfolio of customer accounts as well as to significantly grow sales.  Ability to identify resources and action steps necessary to drive market share and earnings growth.

6.       Very strong leadership and people management skills with an ability to coach and mentor all levels of teammates.

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

8.       Excellent negotiation skills with an ability to influence most senior levels in an organization.

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

10.   Excellent project management, organizational and planning skills. 

11.   Ability to handle multiple tasks simultaneously under pressured deadlines.

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