Director, Strategic Accounts

This is a fully remote position, open to applicants in California.

📋 Description

• Lead a professional team responsible for managing key strategic customers.

• Supervise daily operations for Strategic Accounts catering to complex regional, national, or strategic clients.

• Develop innovative customer programs and strategies to set Medline apart, especially within federal government medical distribution channels.

• Enhance margin and sales growth through optimization of product mix and identifying customer cost-saving opportunities.

• Direct sales strategy, planning, and implementation of programs and products.

• Discover upselling and cross-selling opportunities within current accounts.

• Train and mentor account management teams.

• Cultivate consultative relationships with key decision-makers.

• Oversee client negotiations and engage in high-level meetings and presentations.

• Monitor sales metrics, including sales volume, product mix, pricing, market trends, supply and demand, economic indicators, and competitors.

• Attain budgeted sales targets for assigned accounts.

• Collaborate with field sales, product divisions, and sales support teams.

• Assist in product ideation, launch plans, conversions, and implementations.

• Review and authorize sales presentations.

• Track budget progress and make necessary adjustments to plans and strategies.

• Manage account program costs such as advertising, rebates, buybacks, and slotting allowances.

• Supervise multiple managers and provide leadership across major departments or system-wide functions.

• Strategically plan for a period of over 12 months, both tactically and operationally.

• Oversee departmental or large project budgets.

• Formulate and execute policies.

• Recruit, develop, evaluate, and assign staff while ensuring adherence to policies.

⛳️ Requirements

• A Bachelor’s degree in a business-related field is typically required.

• Minimum of 7 years in account management and/or sales experience, demonstrating sales growth and quota achievement.

• At least 4 years of experience leading a team of sales professionals.

• Proven experience in influencing, negotiating, and facilitating with both internal and external partners.

• Experience in preparing business plans to align with and support selling strategies.

• Ability to identify, connect with, and secure new business opportunities.

• Capacity to build consensus and present a variety of product lines.

• Experience in developing and delivering presentations to diverse audience levels.

• Capability to manage a complex sales strategy to sell solutions at multiple levels.

• Strong financial, accounting, and business problem-solving abilities.

• Effective collaboration skills.

• Experience in building and maintaining relationships within a matrixed team environment.

• Skills in time management, prioritization, organization, detail tracking, and meeting deadlines.

• Familiarity with and use of CRM software.

• Proficient in CRM software and the Microsoft Office Suite.

🏝️ Benefits

• Competitive total rewards package.

• Opportunities for continuing education and training.

• Health insurance coverage.

• Life and disability insurance options.

• Contributions to a 401(k) plan.

• Paid time off benefits.

• Employee Assistance Program availability.

• Participation in Employee Resource Groups.

• Involvement in Employee Service Corp.

• Eligibility for bonuses and/or incentives.