Strategic Accounts Executive – Homecare IDN

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

📋 Description

• Oversee Medline’s sales initiatives within a targeted group of complex or significant regional, national, or strategic accounts.

• Employ a consultative methodology with field sales to determine optimal product combinations, customer cost-saving opportunities, implementation requirements, inventory availability, and issue resolution.

• Sustain current business and expand market share through the development of sales plans, strategies, and objectives that align with corporate sales and marketing goals.

• Implement sales planning and account strategies aimed at achieving long-term profitable growth.

• Manage internal forecasting processes and create customer feasibility business cases.

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

• Collect and disseminate intelligence regarding product performance, customer insights, competitor analysis, consumer attitudes, opportunities, pricing, promotions, and products.

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

• Promote Medline capabilities to potential prime vendor accounts and oversee existing prime vendor relationships.

• Advise field sales teams, specialists, and product divisions based on market and customer insights.

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

• Evaluate competitive pricing and monitor sales performance against established objectives.

• Initiate new contracts and aid in the retention of contracts that are at risk or nearing expiration.

• Collaborate with field sales and internal teams on various projects, product conversions, and implementations.

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

• Create sales presentations and complete RFPs for both new and existing product contract opportunities.

• Manage informal RFPs and the retention of current agreements approaching expiration.

• Track budget progress and modify plans and strategies to meet sales targets.

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

• Monitor and distribute monthly and specialized reports on contracts, programs, and focus areas.

• Provide limited day-to-day leadership for group activities and outcomes; may involve training and developing staff and assigning tasks.

⛳️ Requirements

• Typically requires a Bachelor’s degree in a business or clinical-related discipline.

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

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

• Demonstrated understanding of customer and market dynamics and requirements.

• Proven capability to identify, connect with, build consensus, and close new business opportunities.

• Ability to negotiate contracts and finalize deals effectively.

• Experience in assessing situations independently and taking charge of projects, teams, or situations.

• Ability to diagnose, isolate, and resolve complex issues and implement effective strategies.

• Demonstrated experience applying standard financial, accounting, and business problem-solving skills to multifaceted challenges.

• Experience collaborating with cross-functional teams and facilitating them to identify and enact solutions for complex issues.

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

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

• Proficiency with the Microsoft Office Suite.

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

• Ability to work in office environments and medical facilities.

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

🏝️ Benefits

• Competitive total rewards package.

• Opportunities for continuing education and training.

• Health insurance coverage.

• Life and disability insurance options.

• 401(k) contributions available.

• Paid time off for employees.

• Employee Assistance Program (EAP).

• Access to Employee Resource Groups.

• Participation in Employee Service Corp.

• Eligibility for bonuses and/or incentives.