VP Enterprise Sales in Mechanicsville, VA at Owens & Minor, Inc.

Date Posted: 8/9/2018

Job Snapshot

Job Description

POSITION SUMMARY

 

Responsible for developing new business and strategic partnerships. The primary responsibility is to execute on the new business strategy and acquire / close new business in an assigned territory.    Builds credibility and trust through engaging with C-Suite or other purchase decision-makers.  Positions O&M value-based supply chain solutions through tailored presentations.  Effectively utilizes Customer Relationship Management (CRM) tools and marketing strategies to maintain a strong business pipeline (i.e., prospecting, selling, qualifying, presenting and closing sales).  Collaborates closely with O&M functional groups (Distribution Solutions, Client Engagement Center, Operations, etc.) to ensure the appropriate use and coordination of all resources available.



ESSENTIAL JOB FUNCTIONS:

1.      Develops and executes account strategies with a strong focus on profitability for assigned accounts/book of business (revenue over $50M).  Collaborates with service delivery leads to implement sales strategy.

2.      Manages revenue forecasting for an assigned territory or book of business achieving sales, margin and other financial or non-financial goals.  Accountable for utilizing Customer Relationship Management (CRM) and other tools/resources to ensure the accuracy and timeliness of the revenue pipeline (logging the number of conversations, etc. required to ultimately achieve a stated number of scheduled customer meetings, etc.).

3.      Develops proposals and presentations for prospects and drives toward and ensures closure of Net New deals every quarter. 

4.      Participates in Sales and Marketing business development strategies, events and activities.

5.      Acts as a consultative partner to the C-Suite or other purchase decision-making customer.  Manages the relationship with the Provider customer and internal teams to ensure high customer satisfaction and distribution loyalty. 

6.      Interacts directly with all levels of customers to provide product and program knowledge and feedback to build trust and ultimately influence purchasing decisions at the account.

7.      Coordinates with internal sales teams to conduct periodic customer business reviews.

8.      Coordinates with sales support to resolve complex judgment calls relating to customers service (AR research, large usage changes, pricing, service delivery disruption issues, etc.).  Delegates most customer service inquires/issues to the Owens & Minor Client Engagement Center (CEC).

9.      Partners with Distribution Solutions sales teams to increase the penetration of O&M total value proposition resulting in revenue and margin growth in existing distribution customers.

10.  Partners with Distribution Solutions sales teams to facilitate the management of contract compliance and customer satisfaction through the ongoing identification of customer needs and expectations.

11.  Analyzes sales statistics (volumes, potentials, trends, general market data, etc.) in order to formulate programs and assist in promoting sales improvements.

12.  Provides regular communication of market changes and growth opportunities to Owens & Minor sales leadership.

SUPPLEMENTAL JOB FUNCTIONS:

1.   60% to 70% Travel, required.

2.   Performs additional duties as directed.



Qualifications

EDUCATION & EXPERIENCE REQUIRED:

  • Bachelor's degree or equivalent, required, in Sales & Marketing, Business, Supply Chain Management, HealthCare or other related discipline.
  • Minimum, twelve (12) required years of direct product/service B2B Sales (multi-million dollar deal closings) experience preferably in Healthcare, Manufacturing, Logistics or a related industry.

KNOWLEDGE SKILLS & ABILITIES:

  • Strong understanding of advanced selling techniques, including strategic selling, team selling and consultative/conceptual selling and negotiation tactics.
  • Understanding of the use of CRM technology (such as Salesforce.com).
  • Ability to deliver effective presentations to internal and external customers.
  • Ability to create successful sales strategies for Owens & Minor products/services.
  • Demonstrated pipeline development with a strong ability to reach the purchase decision-maker.
  • Demonstrated negotiation and persuasive abilities with strong sales closure skills.
  • Strong analytical and problem solving ability.
  • Excellent written, verbal, and interpersonal skills.
  • Excellent project management, organizational and planning skills.
  • Strong business acumen including the demonstrated ability to grasp financial concepts.
  • Proficient in MS Outlook/Excel/Word/PowerPoint.
  • Self-starter with strong work ethic and the ability to work independently to drive commercial performance.


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