Sales Account Executive, OM Innovations & Technology

Owens & Minor is a global healthcare solutions company providing essential products, services and technology solutions that support care delivery in leading hospitals, health systems and research centers around the world. For over 140 years, Owens & Minor has delivered comfort and confidence behind the scenes, so healthcare stays at the forefront, helping to make each day better for the hospitals, healthcare partners, and communities we serve. Powered by more than 14,000 teammates worldwide, Owens & Minor exists because every day, everywhere, Life Takes Care™.

Global Reach with a Local Touch

• 140+ years serving healthcare

• Over 14,000 teammates worldwide

• Serving healthcare partners in 80 countries

• Manufacturing facilities in the U.S., Honduras, Mexico, Thailand and Ireland

• 40+ distribution centers

• Portfolio of 300 propriety and branded product offerings

• 1,000 branded medical product suppliers

• 4,000 healthcare partners served

Benefits

• Comprehensive Healthcare Plan - Medical, dental, and vision plans start on day one of employment for full-time teammates.

• Educational Assistance - We offer educational assistance to all eligible teammates enrolled in an approved, accredited collegiate program.

• Employer-Paid Life Insurance and Disability - We offer employer-paid life insurance and disability coverage.

• Voluntary Supplemental Programs – We offer additional options to secure your financial future including supplemental life, hospitalization, critical illness, and other insurance programs.

• Support for your Growing Family – Adoption assistance, fertility benefits (in medical plan) and parental leave are available for teammates planning for a family.

• Health Savings Account (HSA) and 401(k) - We offer these voluntary financial programs to help teammates prepare for their future, as well as other voluntary benefits.

• Paid Leave - In addition to sick days and short-term leave, we offer holidays, vacation days, personal days, and additional types of leave – including parental leave.

• Well-Being – Also included in our offering is a Teammate Assistance Program (TAP), Calm Health, Cancer Resources Services, and discount programs – all at no cost to you.

The anticipated salary range for this position is $90-105K Base salary, plus an uncapped variable target of 40K, at plan.  The actual compensation offered may vary based on job related factors such as experience, skills, education and location

Commercial Technology Account Executive, Northeast

This person can live and will be responsible to travel to the following states: CT, NY, NJ, PA, MA

Creates demand and business development opportunities for the company’s technology applications products, solutions, and services, and responds to incoming leads within a defined territory or group of assigned customer accounts.  Performs relationship management, forms and executes business development strategies, pursues organic growth within existing customer base, and provides service support for assigned accounts.  Ensures customer needs are acknowledged and addressed in a timely manner.

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Customer Relationship Management

• Calls on mid to senior‐level executives and other Integrated Delivery Network (IDN) representatives to generate technology applications sales. 
• Collaborates with Medical Distribution counterparts to ensure that all company programs are supported in a cost-effective manner as it relates to the sale and ongoing customer relationship. 
• Liaises between hospital and division department heads to ensure smooth conversions. 
• Partners with Technology Support Team, Technology Implementation team, Customer Success Team, and other internal teams to resolve issues.
• Maintains and ongoingly strengthens relationships with influential regional stakeholders.

Sales Strategy Development

• Researches and identifies product, technology, and/or service program opportunities within an assigned market and account level.
• Develops strategic relationships with leaders of key Integrated Delivery Network (IDN) that support the positioning, marketing and selling of O&M services and technologies. 
• Partners with other sales teams to develop and implement a holistic strategy for sales solutions for customers within an assigned market. 
• Teams with other internal groups to identify new product and service sales opportunities, and to support management of high-level accounts. 
• Manages the entire sales cycle from prospecting through to opportunity close. Coordinates all efforts related to active pursuits and focuses on advancing opportunities through the sales cycle.
• Effectively positions oneself as a trusted advisor and subject matter expert.
• Creates customer-facing proposals. Partners with internal teams to develop contracts. Leads negotiations in accordance with company policies and ensures all parties can meet commitments.

Account Management

• Analyzes customers’ needs, crafts tailored sales strategies, and closes sales of technology products and consulting services. 
• Develops margin budget projections for assigned markets/customers. 
• Ensures customer commitments are made in accordance with company policies and all commitments can be fulfilled and implemented.
• Manages the contracting process for services delivered, partnering with Home Office contacts department effectively. 
• Negotiates contract terms, ensuring sales profitability and adherence to pricing goals and standards. 
• Analyzes financial data to make sound recommendations to customers. 
• Logs sales activities into the Customer Relationship Management (CRM) system in order to monitor and report on sales productivity. 
• Communicates regularly with the account through onsite visits, email and telephone, to continually assess and meet the customer's needs and expectations. 
• Assists with onsite training of clinical staff on use of the technology platform.
• Performs additional duties as directed.

EDUCATION & EXPERIENCE

• Bachelor’s degree required in Sales & Marketing, Business Administration, Information Technology, or a related disciplinary area. Master’s degree preferred.
• 3 or more years of relevant sales/business development experience .
• 5 or more years of directly related experience (Healthcare/Life Sciences Business to Business Sales, Account Management/Business Development, Healthcare Supply Chain, Healthcare Products, Technical Sales, etc.).
• Or any combination of relevant education and experience to meet the above requirements.

KNOWLEDGE, SKILLS & ABILITIES

• Very strong understanding of hospitals and how large hospital systems operate and/or the distribution industry and how warehouse/delivery operations function.
• Demonstrated functional knowledge of healthcare industry and the perioperative space.
• Demonstrated understanding of advanced selling techniques, including strategic selling, team selling and consultative/conceptual selling and sales performance metrics.
• Deep knowledge and understanding of CRM software and Account Management software systems
• General understanding of MS Office.
• Demonstrated ability to profitably manage a portfolio of customer accounts as well as to significantly grow sales.
• Demonstrated understanding of advanced selling techniques, including strategic selling, team selling and consultative/conceptual selling and sales performance metrics.
• Very strong financial management skills specifically in pricing, forecasting and developing cost justifications for product or service solutions.
• Ability to create successful sales strategies for products, solutions and service offerings.
• Ability to deliver effective presentations to internal and external customers.
• Excellent communication and interpersonal skills with an aptitude for building strong client relationships.
• Excellent negotiation skills with an ability to influence most senior levels in an organization.
• Demonstrated ability to use critical-thinking, problem-solving, quick alternatives identification and effective decision-making skills in driving toward collective, successful customer solutions.
• Ability to perform effective technical demonstrations.
• Excellent project management, organizational and planning skills.
• Ability to handle multiple tasks simultaneously under pressured deadlines.
• Up to 70% travel required.
• May assist with data analytics, physical assessments, RFIs, RFPs, RFQs, implementations, and other tasks as assigned.

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If you feel this opportunity could be the next step in your career, we encourage you to apply. This position will accept applications on an ongoing basis.

Owens & Minor is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, national origin, sex, sexual orientation, genetic information, religion, disability, age, status as a veteran, or any other status prohibited by applicable national, federal, state or local law.