Clinical Product Specialist

Owens & Minor

9d•$80 - $95

About The Position

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. Our mission is to empower our customers to advance healthcare, and our success starts with our teammates. Owens & Minor teammate benefits include: Medical, dental, and vision insurance, available on first working day 401(k), eligibility after one year of service Employee stock purchase plan Tuition reimbursement The anticipated salary range for this position is $80-95k Base salary, plus an uncapped variable target of 70K, at plan. The actual compensation offered may vary based on job related factors such as experience, skills, education and location. 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.