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Apria · 1 day ago

Account Executive-UnityPoint Health

Des Moines, IA

Full-time

Onsite

Mid Level

$80K/yr - $95K/yr

4+ years exp

Owens & Minor is a Fortune 500 company that plays a critical role in the healthcare process. The Account Executive will manage customer relationships, develop sales strategies, and ensure effective account management to support the company's mission of advancing healthcare.

Health Care

Responsibilities

Identifies, develops, and closes sales opportunities within a designated geographic market/account, with strong attention to profitability

Analyzes customers’ needs, crafts tailored sales strategies, and closes sales of the company’s products and services

Independently calls on mid to senior-level executives and other representatives to generate sales

Develops margin budget projections for an assigned region or group of customers

Manages the contracting process for services delivered, and effectively partners with support departments

Ensures all customer commitments are made in accordance with company policies and can be fulfilled and implemented

Handles all Enterprise-wide support issues (e-Business, pricing, contract terms, etc.)

Coordinates information and leads all contract compliance calls. Manages pricing maintenance and approval for accounts

Monitors and reports on sales productivity. Logs sales activities into the Customer Relationship Management (CRM) system

Develops strategic relationships with management of key healthcare providers that support the positioning, marketing, and selling of company products, services and technologies

Negotiates contract terms for non-enterprise, ensuring sales profitability and adherence to pricing goals and standards

Analyzes financial data, to making sound recommendations to customers to assist them in taking cost out of the supply chain

Collaborates with counterparts within the region in Owens & Minor Services team to ensure that all Owens & Minor sales and ongoing customer relationship programs are supported in a cost-effective manner

Partners with other internal teams to manage high level accounts, and to identify new product and service sales opportunities

Partners with customer experience, and other internal teams to resolve significant disruption issues and customer service questions (A/R research, large usage changes, etc.)

Supports the Enterprise Regional Director with customer QBR

Responsible for monthly KPIs

Acts as liaison between hospital and division department heads or other representatives at the account to ensure smooth conversions

Acts as liaison between the customer account and manufacturers to ensure accuracy of materials and supplies

Communicates regularly with the account (by onsite visits, email, phone, etc.) to continually assess and meet the customer's needs and expectations

May assist with onsite training of clinical staff on use of the technology platform

Driving proprietary products with existing and new customer targets

Performs additional duties as directed

Qualification

Healthcare Supply ChainSalesforceAdvanced Selling TechniquesFinancial ManagementAccount ManagementLeadership SkillsCommunication SkillsNegotiation SkillsProject ManagementProblem-Solving Skills

Required

4 or more years of relevant sales experience (Business to Business Sales, Account Management, Healthcare Supply Chain, Healthcare Products, etc.)

Or any combination of relevant education and experience to meet the above requirements

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 (Salesforce)

General understanding of MS Office (particularly MS Excel)

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

Demonstrated ability to profitably manage a portfolio of customer accounts as well as to significantly grow sales

Ability to create successful sales strategies for products, solutions and service offerings

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

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

Excellent project management, organizational and planning skills

Ability to handle multiple tasks simultaneously under pressured deadlines