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Owens & Minor · 2 days ago

Regional Sales Vice President, Northeast

Pittsburgh, PA

Full-time

Onsite

Director/Executive

$230K/yr - $250K/yr

15+ years exp

Owens & Minor is a Fortune 500 company that plays a critical role in the healthcare process. The Regional Sales Vice President will develop strategic relationships with healthcare system accounts, manage revenue and operational performance, and lead a sales team to drive client service and satisfaction.

Health CareSupply Chain Management

Hiring Manager

Carri Smith

Responsibilities

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

Directly responsible for the Revenue, Gross Margin and Operating Earnings for a region working in partnership with operations

Monitors sales and operational performance and routinely works with category and product management to enhance programs in the territories covered. Participates in design of strategic plans to ensure sales and profit growth

Coaches, mentors, develops and provides regular performance feedback to Enterprise Regional Directors, Business Development Directors, Technical Specialists and Clinical Product Specialists, empowering them to take responsibility for achieving their work goals

Monitors overall client satisfaction, operational performance metrics and leads 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

Provides sales, product management and operational expertise to guide the sales to enhance 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

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

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 solutions offerings to current sophisticated and complex customer accounts

Provides overall leadership and direction to sales team and drives client service efforts of the region's market area. Will also co-lead operational strategies to improve overall performance and the customer experience

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

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

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

Assists in the corporate decision-making and direction-setting process as part of the sales senior management team (new service options, pricing strategies, manufacturer evaluation, market analysis and client focus at the executive level, etc.)

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)

Performs additional duties as directed

Qualification

Sales ManagementHealthcare Supply ChainStrategic SellingCRM TechnologyFinancial ManagementNegotiation TacticsLeadership SkillsCommunication SkillsProblem-Solving SkillsProject Management

Required

Bachelor's degree (concentration in Sales & Marketing, Business, Supply Chain Management, Healthcare or other related discipline preferred)

15 or more years of professional Business to Business Sales, Account Management, Healthcare Supply Chain, Healthcare Products, or related industry experience

Must have 10 or more years of diversified sales management leadership, planning, communication, organization, and people motivation experience

Extensive industry knowledge as well as strong understanding of how large hospital system work

Demonstrated history of leading both sales and operational teams to achieve organizational goals

Demonstrates sales leadership and operational competencies on how to position 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 and validated distribution P&L experience; Demonstrated expertise in pricing services for profitability

Strong leadership and people management skills with an ability to coach and mentor all levels of teammates

Established executive relationships within regional health systems, and ability to access and influence the 'C-Suite' to utilize our services and solutions

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