Director - Corporate Accounts - Medline : Job Details

Job SummaryJob DescriptionMAJOR RESPONSIBILITIES:Key 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.
• Target specific management groups and large supply customers.

Sales Initiatives:

• Develop and implement sales programs and direct the sales force.
• Identify opportunities to increase margin and sales for the department. Identify optimal product mix by customer and ensure sales team is informed of sales and relationship maximization opportunities by customer.
• Work directly with other key sales personnel to launch new contracts and on any save opportunities to contracts under threat or loss.
• Apply knowledge of all phases of the customer's business and with the support of all Medline Sales teams, Specialists, and Product Divisions, lead the implementation of strategies to introduce and implement Medline programs and/or products that best support the customer's needs

Profitability Improvement:

• Responsible for the continual improvement of Medline margin through the following activities (among others): prime vendor agreement builds; strategic price increases; product substitutions that improve profitability; improving the Medline mix of business in prime vendor account.

Primary Contributor to Team Success:

• Primary responsibility is to ensure the team meets or exceeds established annual sales and strategic goals.
• Chartered with providing strategic leadership that supports Medline's corporate strategy to division's sales team.
• Success defined through Corporate Account team consistently achieving the predefined annual goals set by Medline including Top Line Growth and Margin Initiatives.

Feedback and Communication:

• Responsible for providing formal written and verbal feedback to the Corporate Account team on a regular basis; including 1:1 meeting, bi-weekly team conference calls, semiannual assessments, and consistent progress reports.

Administrative Duties:

• Manage administrative tasks in a timely manner including: reporting, Medline corporate communication, pricing/SPA approval and compliance policies, etc.

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.

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.
• Background in commissioned, tangible product sales.

Knowledge / Skills / Abilities:

• Background in commissioned, tangible product sales.
• Requires skills to sell high-value and unique clinical and quality assurance programs.
• Proven ability to identify, connect with, and close new business; build consensus; ability to present multiple product lines.
• Ability to own a complex sales strategy/approach to sell solutions across multiple levels.
• Ability to sell effectively to different levels within a customer organization.
• Experience influencing, negotiating, and facilitating with both internal and external partners while fostering and maintaining collaborative relationships throughout these processes.
• Background developing and delivering presentations to various audience levels within, and external to, an organization with the purpose of influencing company or client decisions.
• Data analysis skills needed to identify issues, trends, exceptions.
• Effective collaboration skills required to develop strategies that meet department goals within budget and established timelines.
• Experience building and maintaining relationships within a matrixed team.
• Proficient in CRM software.
• Computer proficiency especially in MS Excel, Word, and Outlook.
• Position requires travel up to 50% of the time for business purposes (within state and out of state).

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.Every day, we're focused on building a more diverse and inclusive company, one that recognizes, values and respects the differences we all bring to the workplace. From doing what's right to delivering business results, together, we're better. Explore our Diversity, Equity and Inclusion page here.Medline Industries, LP is an equal opportunity employer. Medline evaluates qualified applicants without regard to race, color, religion, gender, national origin, age, sexual orientation, gender identity or expression, protected veteran status, disability/handicap status or any other legally protected characteristic.