Regional Sales Vice President, Northeast

At Owens & Minor, we are a critical part of the healthcare process. As a Fortune 500 company with 350+ facilities across the US and 22,000 teammates in over 90 countries, we provide integrated technologies, products and services across the full continuum of care. Customers—and their patients—are at the heart of what we do.

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.

EDUCATION & EXPERIENCE

• 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.

KNOWLEDGE, SKILLS, & ABILITIES

• 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.

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If you feel this opportunity could be the next step in your career, we encourage you to apply. 

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.