Product Lead - Richmond, United States - Owens & Minor

Description

At Owens & Minor, we are a critical part of the healthcare process.

As a Fortune 500 company with 50+ facilities across the US and 18,000 teammates in over 90 countries, we provide integrated technologies, products and services across the full continuum of care.

Customers—and their patients—are at the heart of what we do.
Our mission is to empower our customers to advance healthcare, and our success starts with our teammates. Owens & Minor Teammate Benefits Include

Medical, dental, and vision insurance, available on first working day
401(k), eligibility after 30 days of employment
Employee stock purchase plan
Tuition reimbursement
Development opportunities to grow your career with a global company
Responsibilities

Customer

Relationship Management

Leads product portfolio roadmap strategy and implementation for large conversion in existing accounts and for new distribution customers.
Conducts product in servicing and continuing education for product portfolio where needed.
Serves as customers' primary specialty products and services sales contact.

Manages the relationship with each account in an effort to ensure customer satisfaction through ongoing identification of customer product and solutions needs and expectations.

Thoroughly learns and maintains current knowledge of the company's specialty products, services, and competitors' landscape.
Works with department administrators, clinicians, supply chain, and value analysis teams on all customer product and solutions issues.
Logs sales activities into the Customer Relationship system.
Sales Strategy Development

Serves as a SME and liaison with both internal partners and customers as it relates to positioning product mix, product in-use and overall value prop.

Conveys industry trends and customers' business drivers within the company to assist in developing offerings and processes that achieve the company's objectives and are of optimal value to the customer.

Proactively networks and collaborates with Sales team resources to create customer-specific sales approaches for targeting opportunities. Aligns the appropriate company resources to assist in positioning and selling full product portfolio.
Collaborates with marketing, category management, and sales teammates to create and drive best practices and process improvements. Communicates to and educates area sales teammates on new product launches, process improvements, and best practices.
Leverages existing relationships and collaborates with Marketing to develop and test new products.
Supports local team with pricing guidance and process for full product portfolio.
Forecasts, meets, and exceeds assigned sales quota through specialty product sales.
Provides accurate pipeline management and reporting and execute tactical sales plans.

Pursues business opportunities to ensure retention of existing revenue, while widening product usage and increasing customer penetration for the company's products.

Supports all aspects of the bidding process. Maintains and corrects pricing for accuracy.
Handles sales positioning, analysis, and implementation with customers.
Account Management

Supports the local sales teams in the sales process for full product portfolio.
Grows and manages assigned specialty product accounts/territory efficiently and effectively.
Conducts sales presentations and product demonstrations.
Closes sales in accordance with sales policies and procedures.

Partners with internal teams to resolve customer service questions (AR research, large usage changes, etc.) or significant disruption issues requiring sales involvement.

Communicates shipping schedules with Distribution Center.
Performs additional duties as directed.
Education & Experience

4 or more years of relevant sales experience (Business to Business Sales, Account Management, Healthcare Supply Chain, Healthcare Products, etc.)
Or any combination of relevant education and experience to meet the above requirements
Knowledge, Skills, & Abilities

Very strong understanding of hospitals and how large hospital systems operate and/or the distribution industry and how warehouse/delivery operations function
Demonstrated functional knowledge of healthcare industry and the perioperative space
Demonstrated understanding of advanced selling techniques, including strategic selling, team selling and consultative/conceptual selling and sales performance metrics
Deep knowledge and understanding of CRM software and Account Management software systems (Salesforce)
General understanding of MS Office (particularly MS Excel)
Very strong financial management skills specifically in pricing, forecasting and developing cost justifications for product or service solutions
Demonstrated ability to profitably manage a portfolio of customer accounts as well as to significantly grow sales
Ability to create successful sales strategies for products, solutions and service offerings
Very strong leadership and people management skills with an ability to direct, coach and mentor all levels of teammates
Ability to deliver effective presentations to internal and external customers
Excellent communication and interpersonal skills with an aptitude for building strong client relationships
Excellent negotiation skills with an ability to influence most senior levels in an organization
Demonstrated ability to use critical-thinking, problem-solving, quick alternatives identification and effective decision-making skills in driving toward collective, successful customer solutions
Excellent project management, organizational and planning skills
Ability to handle multiple tasks simultaneously under pressured deadlines
If you feel this opportunity could be the next step in your career, we encourage you to apply.
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.

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