Note: The job is a remote job and is open to candidates in USA. Medline Industries, LP is a leading healthcare company that is seeking a Strategic Account Executive to lead their sales efforts within a select group of major accounts. The role involves developing sales strategies, managing key account relationships, and driving market share growth through effective sales planning and execution.

Responsibilities

• 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 needs and demands of the customer and develop a business case for feasibility using the appropriate processes
• Identify, evaluate, plan and champion ongoing cost reduction initiatives
• Continuously gather intelligence, log and share on product performance, customers, competitors, consumers’ attitudes, new opportunities, pricing, promotions, products, etc
• Responsible for creating and developing consultative relationships with key decision makers in various levels of large strategic groups or accounts
• Sell Medline capabilities to prospective prime vendor accounts as well as manage and direct existing prime vendor accounts
• Apply expert market and customer knowledge to Medline Field Sales teams, Specialists, and Product Divisions
• Responsible for understanding the account and building the business through fact-based knowledge by positioning products, programs and promotions to help them maximize sales
• Assess competitive price position, assuring competitive pricing to maximize sales and profitability within account and consistent with brand positioning
• Track sales performance against objectives and inform management of results
• Work directly with other key sales personnel to launch new contracts and on any "save" opportunities to contracts under threat or loss
• Develop and maintain existing sales programs
• Collaborate closely with the Medline Field Sales team to promote sales goals and initiatives
• Collaborate with key internal groups on projects, product conversions and implementations
• Act as team leader for account projects; guide Strategic Accounts sales support team operations
• Provide timely and effective communication with all stakeholders including healthcare accounts, internal product divisions, sales teams and corporate customers
• Responsible for developing the sales presentation (content, format, etc.)
• Responsible for the completion of Requests for Proposal (RFP’s) for all new and existing product contract opportunities
• Own process for non-formal RFPs and help manage retention of existing deals as they come up for expiration
• Monitor and measure progress against the budget and alter plans, strategies, etc. to ensure achievement of the sales budget
• Manage account program costs, (i.e., advertising, rebates, buyback and slotting allowance, etc.) while maximizing sales
• Monitor and distribute monthly reports, and specialized reports on contracts, programs and focus areas
• This is a high-level individual contributor role - management responsibilities limited to leading day-to-day activities and outcomes of a group of employees
• May be involved in training and development of staff, estimating personnel needs, assigning work, meeting completion dates

Skills

• 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 to include experience in a similar role in the healthcare industry
• Demonstrated ability to engage and present to senior management or C-suite with the purpose of influencing company or client decisions
• Demonstrated understanding of customer and market dynamics and requirements
• Proven ability to identify, connect with, build consensus and close new business; ability to negotiate contracts and close deals
• Experience assessing and initiating actions independently; experience taking charge of a situation, team or project
• Ability to diagnose, isolate, and resolve complex issues and implement strategies to resolve
• Demonstrated experience applying standard financial, accounting and business problem-solving skills to business problems with multiple variables
• Experience working with cross-functional teams and facilitating teams to identify and implement solutions to complex problems
• Time management skills such as prioritizing/organizing and tracking details and meeting deadlines of multiple projects with varying completion dates
• Exposure to and use of Customer Relationship Management (CRM) software
• Proficiency in CRM software and Microsoft Office Suite
• Position requires travel up to 80% of the time for business purposes (overnight, within state and out of state)
• Environment includes office setting and medical facilities
• Position may require non-traditional work hours during in-services

Benefits

• Health insurance
• Life and disability
• 401(k) contributions
• Paid time off

Company Overview

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