Clinical Product Specialist - Madison, WI

Owens & Minor•Madison, WI

2d•$80 - $95

About The Position

Owens & Minor is a global healthcare solutions company providing essential products, services and technology solutions that support care delivery in leading hospitals, health systems and research centers around the world. For over 140 years, Owens & Minor has delivered comfort and confidence behind the scenes, so healthcare stays at the forefront, helping to make each day better for the hospitals, healthcare partners, and communities we serve. Powered by more than 14,000 teammates worldwide, Owens & Minor exists because every day, everywhere, Life Takes Care™. 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.

Requirements

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
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

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.

Benefits

Comprehensive Healthcare Plan - Medical, dental, and vision plans start on day one of employment for full-time teammates.
Educational Assistance - We offer educational assistance to all eligible teammates enrolled in an approved, accredited collegiate program.
Employer-Paid Life Insurance and Disability - We offer employer-paid life insurance and disability coverage.
Voluntary Supplemental Programs – We offer additional options to secure your financial future including supplemental life, hospitalization, critical illness, and other insurance programs.
Support for your Growing Family – Adoption assistance, fertility benefits (in medical plan) and parental leave are available for teammates planning for a family.
Health Savings Account (HSA) and 401(k) - We offer these voluntary financial programs to help teammates prepare for their future, as well as other voluntary benefits.
Paid Leave - In addition to sick days and short-term leave, we offer holidays, vacation days, personal days, and additional types of leave – including parental leave.
Well-Being – Also included in our offering is a Teammate Assistance Program (TAP), Calm Health, Cancer Resources Services, and discount programs – all at no cost to you.

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