Surgical Sales Executive

Surgical Sales Executive - Raleigh, NC

Manages sales directly to end-users of the company’s specialty products, solutions, and services to achieve revenue, margin and sales targets within a defined territory or group of assigned customer accounts. Performs relationship management, develops sales strategy, and provides service support for assigned accounts. Ensures customer needs are acknowledged and addressed in a timely manner.

The anticipated salary range for this position is $85-95k +/- Base salary, plus an uncapped variable target of 70K, at plan. OTE, 155-160K The actual compensation offered may vary based on job related factors such as experience, skills, education and location

Territory: Raleigh, NC to Richmond, VA. Main Accts: Duke, UNC, VCU, Sentara, etc. 3-5 overnights per month to cover territory effectively.

RESPONSIBILITIES

• Customer Relationship Management

• Serves as customers’ primary specialty products and services sales contact.

• Manages the relationship with each account in an effort to ensure customer satisfaction through ongoing identification of customer needs and expectations.

• Identifies, builds, and maintains customer and stakeholder relationships. Networks and manages customer relationships throughout the supply chain in support of assigned territory/accounts.

• Continuously grows and maintains understanding of the hospital value analysis team and the relationships between manufacturers, distributors, Group Purchasing Organizations, and procedural supply chain.

• Thoroughly learns and maintains current knowledge of the company’s specialty products, services, and competitors’ landscape.

• Works with department administrators, clinicians, supply chain, and value analysis teams on all customer issues.

• Logs sales activities into the Customer Relationship system.

• Sales Strategy Development

• Orchestrates a strategic and tactical approach and selling plan to drive sales.

• Forecasts, meets, and exceeds assigned sales quota through specialty product sales.

• Provides accurate pipeline management and reporting and execute tactical sales plans.

• Pursues business opportunities to ensure retention of existing revenue, while widening product usage and increasing customer penetration for the company’s products.

• Manages contract & pricing negotiations, and performs contract management.

• Provides quotes and supports all aspects of the bidding process. Maintains and corrects pricing for accuracy.

• Handles sales positioning, analysis, and implementation with customers.

• Account Management

• Grows and manages assigned specialty product accounts/territory efficiently and effectively.

• Conducts sales presentations and product demonstrations.

• Closes sales in accordance with sales policies and procedures.

• Partners with internal teams to resolve customer service questions (AR research, large usage changes, etc.) or significant disruption issues requiring sales involvement.

• Communicates shipping schedules with Distribution Center.

• Performs additional duties as directed.

• EDUCATION & EXPERIENCE

• 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

• 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 (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

• LI-CS2

• 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.

• You Belong at Owens & Minor

• At Owens & Minor, our greatest strength is the unrivaled dedication of our teammates. Powered by more than 14,000 teammates worldwide, Owens & Minor delivers comfort and confidence behind the scenes so healthcare stays at the forefront. The contributions, experiences, and perspectives of all our teammates helps strengthen our company as we innovate and grow to serve our healthcare customers. We appreciate your interest in joining Team O&M!