Strategic Account Executive – Animal Health

Role Overview

• 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
• 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.
• 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
• assess competitive price position, assuring competitive pricing to maximize sales and profitability within account and consistent with brand positioning
• develop and maintain existing sales programs

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)

Benefits

• health insurance
• life and disability
• 401(k) contributions
• paid time off