Vice President, National Accounts

Owens & Minor, Inc.
Mechanicsville, VA
Dec 07, 2018
Dec 10, 2018
Full Time
POSITION SUMMARY Responsible for the development and management of the National Accounts team for Owens & Minor's distribution solutions, technologies, products and services. Also responsible for developing and growing relationships with other industry distribution partners. Responsible for developing, implementing, measuring and refining strategies to sell O&M solutions, technologies, products and service offerings to specific existing and prospective National Accounts (Government, GPOs, IDNs, etc.). Leads presentations to the corporate decision-making levels of existing and potential customers on the total O&M strategic vision. Accountable for leading the strategy and contract negotiations on behalf of O&M. Works closely with all O&M business unit leaders to ensure appropriate use and coordination of all resources available. Leads and manages the direction of sales teammates toward accomplishment of team goals and objectives.ESSENTIAL JOB FUNCTIONS: 1. Develops knowledgeable and productive business relationships with management staff of potential and existing National Accounts and distributor customers.2. Develops and implements strategies for National Accounts for Owens & Minor's distribution solutions, technologies, products and services.3. Develops and maintains strategic relationships with National Accounts and key customers. 4. Responsible for identifying the goals, resources and action steps necessary for increasing market share and earnings growth. 5. Develops and regularly reviews business plans with our National Accounts and key customers.6. Directs team(s) in response to specific National Accounts Requests for Proposal (RFPs). Solicits and coordinates information and feedback from senior field and corporate leadership for inclusion in proposal responses. 7. Leads negotiation team for both renewals and new business opportunities with National Accounts and key customers.8. Leads team in negotiation of distributor agreements with O&M and other distributors and channel partners.9. Works collaboratively with Home Office Operations management to ensure continuity of customer relationships and profitability. 10. Responsible for the internal National Accounts team which manages the ongoing development of all facets of national agreements, including, but not limited to, contracts, pricing, manufacturer and membership issues, information systems capabilities and logistical services. Ensures rapport with customers is maintained or enhanced. 11. Works closely with Owens & Minor marketing and Product teams to develop and present Owens & Minor messaging. 12. Coordinates with corporate pricing/rebates group to ensure timely and correct pricing and product information is applied to appropriate National Accounts customers and available as appropriate to other distributors.13. Prepares the budget and various reporting of sales, customer satisfaction and overall results for their defined area and/or accounts. 14. Provides personal representation to National Accounts and distributor customers on a regularly scheduled basis to consult on performance issues, promote value-added services and increase overall profitability.15. Identifies improvement or efficiency opportunities and directs implementation of any required programs, systems or initiatives.16. Works closely with Home Office and Field teams in designing and implementing teammate resource planning includes hiring, transferring, promotions, performance management and development. 17. Attends/presents at National Accounts meetings and other national conferences. Utilizes networking to increase O&M visibility and generate interest in Owens & Minor's distribution solutions, technologies, products and services. SUPPLEMENTAL JOB FUNCTIONS: 1. 60% Travel, required.2. Performs additional duties as directed.QualificationsEDUCATION & EXPERIENCE REQUIRED: Bachelor's degree or equivalent, required, in Sales & Marketing, Business, Supply Chain Management, HealthCare or other related discipline. MBA or advanced degree, strongly preferred. Minimum, twelve (12) years of experience in Sales (multi-million dollar deal closings), Account Management, Healthcare Supply Chain and Healthcare Products or a related industry, with prior P&L responsibilities, required. Minimum, seven (7) years, supervisory experience, required.KNOWLEDGE SKILLS & ABILITIES: Extensive industry knowledge as well as strong understanding of how large hospital system work. Demonstrates sales leadership competencies on how to sell 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 Excellent financial management skills; Demonstrated expertise in pricing services for profitability. Strong leadership and people management skills with an ability to coach and mentor all levels of teammates. Ability to penetrate and sell into the 'C-Suite'. 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.