Strategic Accounts Executive - Private Equity

Medline Industries, LP•REMOTE- Illinois, IL

6d•$116,000 - $174,000

About The Position

Lead Medline’s sales efforts within a select group of highly complex or major accounts of regional, national, or strategic significance. Partner with field sales using a consultative approach to meet customer needs by identifying the optimum product mix, cost-savings opportunities, implementation needs, inventory availability, and issue resolution. Maintain existing business and grow market share by developing sales plans, strategies, and objectives aligned with corporate sales and marketing objectives. The role is responsible for operational execution, profitability, maintaining sales volume, and developing sales growth. This is a high-level individual contributor role. Management responsibilities are limited to leading the day-to-day activities and outcomes of a group of employees. The position may also involve training and developing staff, estimating personnel needs, assigning work, and meeting completion dates. The role requires travel up to 80% of the time for business purposes, including overnight, in-state, and out-of-state travel. The work environment includes office settings and medical facilities, and the position may require non-traditional work hours during in-services.

Requirements

Bachelor’s degree, typically in a business or clinical-related field.
At least 7 years of direct sales and/or account management experience, including experience in a similar role in the healthcare industry.
Demonstrated ability to engage and present to senior management or C-suite audiences to influence company or client decisions.
Understanding of customer and market dynamics and requirements.
Ability to identify and connect with prospects, build consensus, win new business, negotiate contracts, and close deals.
Experience independently assessing situations and initiating action, including taking charge of a situation, team, or project.
Ability to diagnose, isolate, and resolve complex issues and implement resolution strategies.
Experience applying standard financial, accounting, and business problem-solving skills to problems involving multiple variables.
Experience working with cross-functional teams and facilitating teams to identify and implement solutions to complex problems.
Time-management skills, including prioritizing, organizing, tracking details, and meeting deadlines across multiple projects.
Exposure to and use of Customer Relationship Management (CRM) software.
Proficiency with Microsoft Office Suite products.
Ability to travel up to 80% of the time for business purposes, including overnight and in-state and out-of-state travel.
Ability to work in office settings and medical facilities and, as needed, non-traditional hours during in-services.

Responsibilities

Develop and execute a vision and account strategy aimed at long-term profitable growth consistent with business plans.
Ensure sales plans, strategies, objectives, policies, and procedures align with broad corporate sales and marketing objectives.
Manage internal forecasting procedures; evaluate customer needs and demands and develop feasibility business cases using appropriate processes.
Identify, evaluate, plan, and champion ongoing cost-reduction initiatives.
Gather, log, and share intelligence about product performance, customers, competitors, consumer attitudes, opportunities, pricing, promotions, and products.
Create and develop consultative relationships with key decision makers across large strategic groups or accounts.
Sell Medline capabilities to prospective prime vendor accounts and manage and direct existing prime vendor accounts.
Provide expert market and customer knowledge to Medline Field Sales teams, Specialists, and Product Divisions.
Build account business using fact-based knowledge and position products, programs, and promotions to help customers maximize sales.
Assess competitive pricing and support pricing that maximizes sales and profitability while remaining consistent with brand positioning.
Track sales performance against objectives and inform management of results.
Work with other sales personnel to launch new contracts and address contract retention opportunities where contracts are threatened or at risk of loss.
Develop and maintain existing sales programs.
Collaborate with the Medline Field Sales team to promote sales goals and initiatives.
Collaborate with internal groups on projects, product conversions, and implementations.
Lead account projects and guide Strategic Accounts sales support team operations.
Communicate effectively and promptly with healthcare accounts, internal product divisions, sales teams, and corporate customers.
Develop sales presentations, including their content and format.
Complete Requests for Proposal (RFPs) for new and existing product contract opportunities; own the process for non-formal RFPs and help manage retention of existing deals approaching expiration.
Monitor progress against the budget and adjust plans and strategies to achieve the sales budget.
Manage account program costs, including advertising, rebates, buyback, and slotting allowances, while maximizing sales.
Monitor and distribute monthly and specialized reports on contracts, programs, and focus areas.
Lead the day-to-day activities and outcomes of a group of employees; may train and develop staff, estimate personnel needs, assign work, and meet completion dates.

Benefits

Competitive total rewards package
Continuing education and training
Health insurance
Life insurance
Disability insurance
401(k) contributions
Paid time off
Employee Assistance Program access for employees working less than 30 hours per week on average
Employee Resource Groups for employees working less than 30 hours per week on average
Employee Service Corp access for employees working less than 30 hours per week on average
Bonus and/or incentive eligibility