Strategic Accounts Executive – HME

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

📋 Description

• Oversee Medline’s sales initiatives within complex regional, national, or strategic accounts.

• Utilize a consultative approach with field sales to meet customer requirements.

• Determine the best product combinations and opportunities for customer cost savings.

• Aid in implementation, ensure inventory availability, and resolve issues.

• Sustain existing business and expand market share through strategic sales plans and objectives.

• Implement account strategies focused on achieving long-term profitable growth.

• Manage internal forecasting processes and develop feasibility business cases for customers.

• Identify, assess, plan, and advocate for cost-reduction initiatives.

• Collect and disseminate intelligence on product performance, customers, competitors, opportunities, pricing, promotions, and products.

• Establish and nurture consultative relationships with key decision-makers in major strategic accounts.

• Promote Medline capabilities to potential prime vendor accounts while managing existing ones.

• Provide guidance to Field Sales teams, Specialists, and Product Divisions based on market and customer insights.

• Position products, programs, and promotions to enhance account sales.

• Evaluate competitive pricing to optimize sales and profitability.

• Monitor sales performance against targets and report outcomes to management.

• Initiate new contracts and support retention or “save” opportunities.

• Develop and sustain current sales programs.

• Collaborate with Field Sales and internal teams on sales initiatives, projects, product conversions, and implementations.

• Lead account projects and direct the operations of the Strategic Accounts sales support team.

• Communicate with healthcare accounts, product divisions, sales teams, and corporate customers.

• Create sales presentations and complete both formal and informal RFPs.

• Manage the retention of existing agreements nearing expiration.

• Monitor budget progress and refine plans and strategies to meet sales objectives.

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

• Track and distribute monthly and specialized reports.

• Direct day-to-day activities and results of a team of employees.

• May provide training and development for staff, estimate personnel needs, delegate tasks, and manage deadlines.

⛳️ Requirements

• Generally requires a Bachelor’s degree in a business or clinical-related field.

• Minimum of 7 years of direct sales and/or account management experience, including a similar role in the healthcare sector.

• Ability to engage and present to senior management or C-suite to influence organizational or client decisions.

• Understanding of customer and market dynamics and requirements.

• Capacity to identify, connect, build consensus, and secure new business.

• Skill in negotiating contracts and closing deals.

• Experience in assessing and initiating actions independently.

• Proven ability to take charge of a situation, team, or project.

• Competence in diagnosing, isolating, and resolving complex issues while implementing strategies for resolution.

• Experience applying standard financial, accounting, and business problem-solving skills to multifaceted problems.

• Proven track record of working with cross-functional teams and facilitating their efforts to identify and implement solutions to intricate issues.

• Strong time management skills, including the ability to prioritize, organize, track details, and meet deadlines across multiple projects.

• Familiarity with and usage of Customer Relationship Management (CRM) software.

• Proficiency in Microsoft Office Suite.

• Willingness and ability to travel up to 80% for business purposes, including overnight, in-state, and out-of-state travel.

• Capability to work in office environments and medical facilities.

• Flexibility to work non-traditional hours during required in-services.

🏝️ Benefits

• Competitive total rewards package.

• Opportunities for continuing education and training.

• Health insurance coverage.

• Life and disability insurance options.

• 401(k) contributions.

• Paid time off benefits.

• Access to Employee Assistance Programs.

• Participation in Employee Resource Groups.

• Access to Employee Service Corp.

• Eligibility for bonuses and/or incentives.