Commercial Technology Sales Specialist, Georgia

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™.

Global Reach with a Local Touch

• 140+ years serving healthcare

• Over 14,000 teammates worldwide

• Serving healthcare partners in 80 countries

• Manufacturing facilities in the U.S., Honduras, Mexico, Thailand and Ireland

• 40+ distribution centers

• Portfolio of 300 propriety and branded product offerings

• 1,000 branded medical product suppliers

• 4,000 healthcare partners served

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.

The anticipated salary range for this position is $80-90k Base salary, plus an uncapped variable target of 40K, at plan and uncapped. The actual compensation offered may vary based on job related factors such as experience, skills, education and location.

Overnight travel: You will cover all 20 sites of Piedmont Hospital. Anticipate 4-6 overnights a month to cover customer accounts effectively.

Responsible for organic growth within the existing commercial technology customer base. Travels to assigned accounts to manage Owens & Minor Commercial Technology relationships and to ensure technical needs are met, provide problem resolution, and identify program and product expansion opportunities. Provides sales support to Technology Directors in sales geography. May independently perform Technology-related service support at assigned accounts. Ensures that hospitals and surgery center Technology services needs are acknowledged and addressed.

Core Responsibilities 

·       Establishes, maintains, and continuously strengthens relationships within the assigned customer base.

·       Identifies opportunities within assigned accounts and increases adoption and expansion of technology services while maintaining profitability.

·       Targets and pursues expansion of technology offerings to new departments within a given customer engagement.

·       Searches for opportunities to introduce additional technology services into existing customer accounts.

·       Prepares and leads the presentation of routine business reviews within the assigned territory to showcase value delivered to the customer.

·       Collaborates with implementation teams to ensure satisfactory project completion and customer onboarding for newly assigned and/or newly expanded accounts.

·       Ensures compliance to all terms and conditions of customer contracts and coordinates with leadership to address issues.

·       Work with home office legal team to develop contracts, contract amendments and proactively provide contract renewals when applicable.

·       Presents new functionality, upgrades and modules to existing customer base. Partners with commercial technology leadership to proactively educate customers.

·       Monitors customer satisfaction through ongoing identification of customer needs and expectations. Addresses risk immediately and escalates internally as appropriate.

·       Acts as liaison between Hospital Supply Chain, Clinical, IT division department heads and Owens & Minor.

·       Supports achieving savings expectations and targets set forth in contractual agreements.

·       Assist with onsite training clinical staff on use of the technology platform.

·       Participates in commercial technology implementations and provides support in geographical area.

·       May act as commercial technology special project lead on assigned accounts.

·       Will support billing for technology services and submit requests to bill when needed as well as support A/R review to ensure accounts are always in good standing.

·       Generates Leads for other Owens & Minor commercial offerings.

SUPPLEMENTAL JOB FUNCTIONS:  

Support Technology Director on Technical Demonstrations, Data Analytics, Physical Assessments, RFPs and Sales Proposals when required.
May travel up to 65% of the time.

Performs additional duties as directed. 

Qualifications

EDUCATION & EXPERIENCE REQUIRED:  

·       Bachelor’s degree, required in Sales & Marketing, Business Administration, Information Technology or a related disciplinary area.

·       Over one year and up to three years of related experience preferred.

·       Or any combination of education and experience to meet the above requirements.

KNOWLEDGE SKILLS & ABILITIES:

·       Has experience leading company transforming projects

·       Ability to implement sales strategies.

·       Demonstrated persuasion, negotiation, and influencing skills.

·       Ability to follow up and follow through to ensure customer commitments are kept.

·       Clear and accurate verbal and written communication skills, ability to deliver effective product presentations.

·       Demonstrated knowledge of competitive products, pricing, strategy, accurate/appropriate market share, etc. as well as knowledge of O&M products.

·       Awareness of applicable government regulations and their impact on the business.

·       Demonstrated project planning and organizational skills.

·       Ability to develop long range plans to accomplish territory objectives.

·       Ability to meet deadlines.

·       Ability to work independently as well as part of a team.

·       Ability to recognize business or incremental sales opportunities.

·       Ability to display sound business judgement on a consistent basis.

·       Honesty and integrity.

#LI-CS2

If you feel this opportunity could be the next step in your career, we encourage you to apply. This position will accept applications on an ongoing basis.

Owens & Minor is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, national origin, sex, sexual orientation, genetic information, religion, disability, age, status as a veteran, or any other status prohibited by applicable national, federal, state or local law.