Strategic Account Executive - State & Local Government

Job Summary

Lead Medline’s Sales efforts within a primarily select group of highly complex or major accounts of regional, national or strategic significance within our State and Local Government division.
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 hunting and growing market share through the development of sales plans, strategies, and objectives aligned to broad corporate sales and marketing objectives.

Job Description

This is a National Accounts opportunity - travel is up to 80% at any given time. Call points include:
Universities, Public Health, Corrections Facilities, Medical Examiner's/Coroner's Offices.

PRIMARY 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 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.

Account Management

• 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 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.

Internal Partnership

• 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.

Sales Administration

• 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.

• Monitor and measure progress against the budget and alter plans, strategies, etc. to ensure achievement of the sales budget.

• Monitor and distribute monthly reports, and specialized reports on contracts, programs and focus areas.

Leadership

• May be involved in training and development of staff, estimating personnel needs, assigning work, meeting completion dates.

MINIMUM JOB REQUIREMENTS

• 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…