Strategic Accounts Manager

Job Summary

Support Medline’s Sales efforts within a primarily select group of highly complex or major Acute Care accounts of regional, national or strategic significance. Support sales strategies and help achieve new revenue targets and service goals for accounts. Responsible for managing a book of business for existing accounts and generating revenue on assigned accounts. Support all activities in the operational execution, profitability, maintenance of existing sales volume and development of sales growth.

Primary Responsibilities

Account Management

• Key contributor to growing market share through the application of sales plans, strategies, objectives, policies and procedures aligned to broad corporate sales and marketing objectives.
• Provide exceptional customer support and execution on required responsibilities to retain business and drive increased profitability.
• Resolve problems and ensure customers receive high-quality customer service.
• Maintain personal contact with key customers in assigned accounts.
• Work directly with other key sales personnel to launch new accounts and on any "save" opportunities to accounts under threat or loss.
• Maintain existing sales programs.

Internal Partnership

• Work directly with the Medline Field Sales team to promote Respiratory sales goals and initiatives.

Sales Administration

• Facilitate the formal and non-formal RFP process.
• Develop and implement sales tools and programs; educate and communicate activity and success.
• Manage account program costs, (i.e., advertising, rebates, buyback and slotting allowance, etc.) while maximizing sales.
• Track customer sales performance against objectives and inform management of results.
• Build and distribute reports, and specialized reports on contracts, programs and focus areas to appropriate partners.

Minimum Job Requirements

• Typically requires a Bachelor’s degree in a business or clinical-related field.
• At least 5 years of account management or/and sales experience within medical device, with strong preference within Respiratory, Anesthesia or other clinically specialized areas.
• Experience preparing business plans to align/support selling strategies.
• Experience developing and delivering technical presentations to various group sizes.
• Exposure to and use of Customer Relationship Management (CRM) software.
• Proficiency in CRM software and Microsoft Office Suite.
• Position requires travel up to 75% 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.

Key skills/competency

• Account Management
• Medical Device Sales
• Respiratory Sales
• Sales Strategy
• Customer Relationship Management (CRM)
• Business Development
• RFP Process
• Technical Presentations
• Market Share Growth
• Customer Service