Strategic Accounts Executive - Physician Office

Job Summary

Lead Medline’s Sales efforts within a primarily select group of highly complex or major accounts of regional, national or strategic significance.
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 maintaining existing business and growing market share through the development of sales plans, strategies, and objectives aligned to broad corporate sales and marketing objectives.
Responsible for operational execution, profitability, maintenance of existing sales volume and development of sales growth.

Job Description

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 prime vendor accounts as well as manage and direct existing prime vendor 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 and help manage retention of existing deals as they come up for expiration.

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

• Manage account program costs, (i.e., advertising, rebates, buyback and slotting allowance, etc.) while maximizing sales. 

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

Leadership

• This is a high-level individual contributor role - management responsibilities limited to leading day-to-day activities and outcomes of a group of employees.  

• 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 taking charge of a situation, team or project.

• Ability to diagnose, isolate, and resolve complex issues and implement strategies to resolve.

• Demonstrated experience applying standard financial, accounting and business problem-solving skills to business problems with multiple variables.

• Experience working with cross-functional teams and facilitating teams to identify and implement solutions to complex problems.

• Time management skills such as prioritizing/organizing and tracking details and meeting deadlines of multiple projects with varying completion dates.

• Exposure to and use of Customer Relationship Management (CRM) software.

• Proficiency in CRM software and Microsoft Office Suite

• Position requires travel up to 80% of the time for business purposes (overnight, within state and out of state).

• Environment includes office setting and medical facilities.

• Position may require non-traditional work hours during in-services.

Medline Industries, LP, and its subsidiaries, offer a competitive total rewards package, continuing education & training, and tremendous potential with a growing worldwide organization.

The anticipated salary range for this position:

$116,000.00 - $174,000.00 Annual

The actual salary will vary based on applicant’s location, education, experience, skills, and abilities. This role is bonus and/or incentive eligible. Medline will not pay less than the applicable minimum wage or salary threshold.

Our benefit package includes health insurance, life and disability, 401(k) contributions, paid time off, etc., for employees working 30 or more hours per week on average. For a more comprehensive list of our benefits please click here. For roles where employees work less than 30 hours per week, benefits include 401(k) contributions as well as access to the Employee Assistance Program, Employee Resource Groups and the Employee Service Corp.

We’re dedicated to creating a Medline where everyone feels they belong and can grow their career. We strive to do this by seeking diversity in all forms, acting inclusively, and ensuring that people have tools and resources to perform at their best. Explore our Belonging page here.

Medline Industries, LP is an equal opportunity employer. Medline evaluates qualified individuals without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, age, disability, neurodivergence, protected veteran status, marital or family status, caregiver responsibilities, genetic information, or any other characteristic protected by applicable federal, state, or local laws.