Strategic Account Executive - Physician Office

Position Overview

Lead Medline's Sales efforts within a primarily select group of highly complex or major accounts of regional, national or strategic significance. Provide a consultative approach in partnership with field sales to fulfill customer needs by identifying optimum product mix for customers and identifying customer cost-savings opportunities, implementation, inventory availability and issue resolution. Responsible for maintaining existing business and growing market share through the development of sales plans, strategies, and objectives aligned to broad corporate sales and marketing objectives. Responsible for operational execution, profitability, maintenance of existing sales volume and development of sales growth.

Key Responsibilities

• Sales Planning:
  • Develop and execute a vision and account strategy aimed at long-term profitable growth consistent with business plans.
  • Ensure the development of sales plans, strategies, objectives, policies and procedures conform to broad corporate sales and marketing objectives.
  • Manage internal forecasting procedures; evaluate customer needs and demands to build a feasible business case.
  • Identify, evaluate, plan and champion ongoing cost reduction initiatives.
  • Continuously gather intelligence on product performance, customers, competitors, consumer attitudes, new opportunities, pricing, promotions, and products.
• Account Management:
  • Create and develop consultative relationships with key decision makers in large strategic groups or accounts.
  • Sell Medline capabilities to prospective prime vendor accounts and manage existing ones.
  • Apply expert market and customer knowledge to support Medline Field Sales teams and product divisions.
  • Understand the account and build business through fact-based positioning of products, programs, and promotions.
  • Assess competitive pricing to maximize sales and profitability within accounts.
  • Track sales performance against objectives and collaborate with key sales personnel on new contracts and retention strategies.
  • Develop and maintain existing sales programs.
• Internal Partnership:
  • Collaborate with the Medline Field Sales team to promote sales goals and initiatives.
  • Work with key internal groups on projects, product conversions, and implementations.
  • Lead account projects and guide the Strategic Accounts sales support team operations.
  • Provide timely and effective communication with healthcare accounts, product divisions, sales teams, and corporate customers.
• Sales Administration:
  • Develop the sales presentation content and format.
  • Complete Requests for Proposal (RFPs) for new and existing product contract opportunities.
  • Manage non-formal RFP processes and aid in retaining expiring deals.
  • Monitor progress against the budget and adjust plans or strategies as needed.
  • Manage account program costs including advertising, rebates, buyback, and slotting allowances while maximizing sales.
  • Distribute monthly and specialized reports on contracts, programs, and focus areas.
• Leadership:
  • Lead day-to-day activities and outcomes of a team with limited management responsibilities.
  • Participate in staff training and development, assign work, and ensure deadlines are met.

Required Qualifications

• Typically requires a Bachelor's degree in a business or clinical-related field.
• At least 7 years of direct sales and/or account management experience in the healthcare industry.
• Demonstrated ability to engage and present to senior management or C-suite executives.
• Understanding of customer and market dynamics and requirements.
• Proven ability to identify, connect with, build consensus, and close new business; skilled in contract negotiation.
• Experience in independently assessing situations and leading teams or projects.
• Ability to diagnose, isolate, and resolve complex issues with effective strategies.
• Experience applying standard financial, accounting, and business problem-solving skills.
• Experience working with cross-functional teams to implement solutions to complex problems.
• Excellent time management skills with the ability to prioritize and meet deadlines across multiple projects.
• Exposure to and use of Customer Relationship Management (CRM) software.
• Proficiency in CRM software and Microsoft Office Suite.
• Willingness to travel up to 80% of the time for business purposes.
• Ability to work in both office settings and medical facilities, with potential for non-traditional work hours during in-services.

Benefits & Perks

• Compensation: $116,000.00 - $174,000.00 Annual; bonus and/or incentive eligible, with actual salary based on location, education, experience, skills, and abilities.
• Health Insurance
• Life and Disability Insurance
• 401(k) Contributions
• Paid Time Off