Director, Strategic Accounts

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

📋 Description

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

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

• Develop innovative customer programs and strategies that set Medline apart in the marketplace.

• Comprehend the complexities involved in federal government medical distribution channels.

• Propel margin and sales growth by optimizing product mix and identifying customer cost-saving opportunities.

• Manage the implementation process, ensure inventory availability, and resolve any issues.

• Provide strategic sales leadership that aligns with Medline’s corporate objectives.

• Discover growth opportunities through upselling and cross-selling initiatives.

• Oversee the creation and execution of sales programs.

• Mentor and train account management teams.

• Lead the implementation of customer-focused sales strategies.

• Guide teams in enhancing department margins and sales figures.

• Establish consultative relationships with key decision-makers.

• Manage client negotiations and participate in high-stakes meetings and presentations.

• Monitor sales metrics, product mix, pricing, supply and demand, market trends, economic indicators, and competitor activities.

• Meet budgeted sales targets for designated accounts.

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

• Support new product concepts, launches, transitions, and implementations.

• Review and authorize sales presentations.

• Track budget progress and adjust strategies to meet sales goals.

• Manage account program expenses, including advertising, rebates, buybacks, and slotting allowances.

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

• Strategically plan for the next 12+ months at operational, tactical, and strategic levels.

• Hold direct budget responsibilities for departments, functions, or significant projects/programs.

• Interpret, execute, and formulate departmental policies.

• Hire personnel, recommend salary increases, conduct performance evaluations, train and develop staff, estimate staffing needs, assign tasks, and uphold policy consistency.

⛳️ Requirements

• Bachelor’s degree in a business-related discipline.

• Minimum of 7 years of 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 collaborating with both internal and external stakeholders.

• Expertise in preparing business plans that align with sales strategies.

• Ability to identify, engage, and close new business opportunities.

• Skill in building consensus and presenting multiple product lines effectively.

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

• Capability to create and implement intricate sales strategies across various organizational levels.

• Proficiency in selling to different tiers within a customer organization.

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

• Effective collaboration skills for strategy development within budget and time constraints.

• Experience in building and nurturing relationships within a matrixed environment.

• Strong time management, prioritization, organization, detail tracking, and deadline management skills.

• Familiarity with Customer Relationship Management (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 insurance benefits.

• Disability insurance plans.

• 401(k) contributions.

• Paid time off.

• Employee Assistance Program.

• Participation in Employee Resource Groups.

• Access to Employee Service Corp.

• Eligibility for bonuses and/or incentives.

• Opportunities for career advancement.