Director Strategic Accounts- PAC

Job Summary

Lead the professional team charged with managing key strategic customers. Oversee and manage the day-to-day responsibilities of a Stratigc Accounts team responsible to a select group of highly complex or major accounts of regional, national or strategic significance.<br>Oversee the creation of innovative programs and strategies for customers to differentiate Medline in the marketplace, with a particular focus on understanding the complexities of the federal government medical distribution channels.<br>Accountable for margin and sales growth by identifying optimum product mix for customers and identifying customer cost-savings opportunities, implementation, inventory availability and issue resolution.

Job Description

MAJOR RESPONSIBILITIES:

Sales Leadership

• Chartered with providing strategic leadership that supports Medline’s corporate strategy to division’s sales team.
• Identify opportunities for growth within existing accounts through upselling and cross-selling initiatives
• Oversee development and implementation of sales programs delivered through the sales force.
• Train and mentor account management teams to improve client engagement and sales performance

Sales Planning

• Lead the implementation of strategies to introduce and implement Medline programs and/or products that best support the customer’s needs.
• Identify optimal product mix by customer and ensure sales team is informed of sales and relationship maximization opportunities by customer.

Account Management

• Accountable for the development and execution of sales strategies deigned to achieve division goals.
• Guide the Strategic Accounts teams in identifying opportunities to increase margin and sales for the department.
• Ensure Accounts team creates and develops consultative relationships with key decision makers in various levels of large strategic groups or accounts.
• Oversee negotiations with key clients. Participate in high-level client meetings and presentations to support business development efforts.
• Track sales team metrics, monitoring sales volume, product mix, and selling price by keeping current with supply and demand, changing trends, economic indicators, and competitors, particularly within federal government medical distribution.
• Accountable for achieving budgeted sales of the team’s assigned accounts.

Internal Partnership

• Encourage collaboration with the Medline Field Sales to promote sales goals and initiatives.
• Ensure collaboration with product divisions on developing new product ideas and developing product launch plans that will deliver results and support.
• Key driver for Account teams to collaborate with key internal groups on projects, product conversions and implementations.
• Provide timely and effective communication with internal stakeholders including field sales team, internal product divisions, and sales support divisions.

Sales Administration

• Review and approve sales presentations
• Monitor and measure overall progress against the budget and alter plans, strategies, etc. to ensure achievement of the sales budget.
• Accountable for account program costs, (i.e., advertising, rebates, buyback and slotting allowance, etc.) while maximizing sales.

People Management Responsibilities

• Typically manages through multiple Managers
• Provide leadership and management to one or more major departments of an operating unit or to a department that has system-wide accountability
• Strategic, tactical and operational planning (12 + months) for the function or department
• Direct budgetary responsibility for one or more departments, functions or major projects/programs
• Interpret and execute policies for departments/projects; develop, recommend and implement new policies or modifications to existing policies
• Hiring staff, recommending pay increases, performing performance reviews, training and development of staff, estimating personnel needs, assigning work, meeting completion dates, interpreting and ensuring consistent application of organizational policies

MINIMUM JOB REQUIREMENTS:

Education:

• Typically requires a Bachelor’s degree in a business-related field.

Certification / Licensure:

• None

Work Experience:

• At least 7 years of account management or/and sales experience supported by a track record of demonstrable sales growth and quota attainment.
• At least 4 years’ experience managing a team of sales professionals.
• Experience influencing, negotiating, and facilitating with both internal and external partners while fostering and maintaining collaborative relationships throughout these processes.
• Experience preparing business plans to align/support selling strategies.

Knowledge / Skills / Abilities:

• Proven ability to identify, connect with, and close new business; build consensus; ability to present multiple product lines.
• Background developing and delivering presentations to various audience levels within, and external to, an organization with the purpose of influencing company or client decisions.

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