Account Development Manager, Healthcare - Print

** Account Development Manager, Healthcare - Print*
* Our world class sales and sales support teams work directly with businesses of all sizes to offer products and services to meet our customers' unique needs. We are committed to understanding our customers and use best-in-class sales tools and technology to find the best solutions. We're constantly discovering new ways to reach our goals, taking time to develop our skills, and investing in our career growth, so we can enjoy lucrative opportunities and grow our careers both within and beyond sales.

Staples is dedicated to serving the healthcare industry. You're the link that brings us together. Our exceptional sales and support teams focus on engaging with healthcare entities to provide tailored solutions and services. We are committed to comprehending the unique needs of our healthcare customers, utilizing cutting-edge sales tools and technology to deliver optimal solutions. We continuously explore innovative approaches to achieve our objectives, invest time in skill development, and foster career growth for lucrative opportunities within and beyond healthcare sales.

Duties and Responsibilities

As a Healthcare Account Development Manager, you will research and prospect healthcare organizations, scheduling in-person presentations with top-level executives. Your responsibilities will include:

+ Identifying the unique needs of healthcare institutions and developing a comprehensive customer acquisition strategy which drives value.

+ Developing new print business opportunities within existing healthcare accounts.

+ Partnering with Key Account Executives and Print Key Account Executives to identify opportunities within existing customer base.

+ Independently scheduling appointments, typically with Marketing, Procurement, or Operational executives

+ Developing tailored programs with customized pricing using a consultative selling approach

+ Develop account sales and strategy as well as manage the account handoff process in a team selling environment.

+ Achieve/exceed sales targets for a defined sales and GP quota and earn uncapped commissions above target.

+ Responsible for $7.5M+ in new pipeline annually, $2.5M+ in won business, $1.5M+ in incremental billed revenue.

+ Up to 30% travel throughout assigned geography (multiple states) for customer meetings.

Impact on Business

+ The primary responsibility of the Account Development Manager is to identify, develop, and nurture key accounts within the healthcare vertical. This includes understanding the unique needs and challenges of healthcare organizations, and aligning Staples Print solutions to address those specific requirements. The ADM is instrumental in driving sales and revenue growth, thus making a significant contribution to the overall success of the business.

+ The success of the Account Development Manager in the healthcare vertical directly contributes to Staples Print's overall business success. By penetrating and expanding the healthcare market, the ADM enhances the company's market share, strengthens its competitive position, and establishes Staples Print as a preferred partner for healthcare organizations seeking print solutions.

+ The ADM is responsible for aligning account development plans with the overall business objectives, ensuring that the strategies employed within the healthcare sector are consistent with the broader organizational goals.

+ The position primarily involves executing strategy, translating overarching business goals into actionable plans for the healthcare vertical. While the Account Development Manager may not be directly responsible for defining or modifying the company's overall strategy, they play a crucial role in tailoring and implementing strategies that specifically address the unique needs and opportunities within the healthcare market.

+ The focus of the Account Development Manager is typically both long-term (3-5 years) and short- to mid-term (12-18 months). In the long term, the ADM contributes to the development of multi-year account plans that align with the organization's strategic vision. This involves forecasting market trends, anticipating changes in customer needs, and planning for sustainable growth.

+ In the short to mid-term, the ADM is actively involved in the day-to-day execution of these plans, adapting strategies based on immediate market conditions, competitor actions, and evolving customer requirements.

Communications and Interactions

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Cross-Functional Collaboration:

Engage in regular communication with various internal teams, such as sales, marketing, product development, and customer service, to align strategies, share insights, and coordinate efforts.

+ Account Planning Meetings:
Participate in internal account planning meetings to discuss and strategize on how to best meet the needs of healthcare clients. Collaborate on the development and execution of account plans.

+ Reporting and Analysis:
Communicate performance metrics, sales forecasts, and account status…