Commercial Technology Sales Specialist

At Owens & Minor, we are a critical part of the healthcare process. As a Fortune 500 company with 350+ facilities across the US and 22,000 teammates in over 90 countries, we provide integrated technologies, products and services across the full continuum of care. Customers—and their patients—are at the heart of what we do.

Our mission is to empower our customers to advance healthcare, and our success starts with our teammates. 

Owens & Minor teammate benefits include:

• Medical, dental, and vision insurance, available on first working day

• 401(k), eligibility after one year of service

• Employee stock purchase plan

• Tuition reimbursement

The anticipated salary range for this position is $75-85k base plus 15K target variable, uncapped.  The actual compensation offered may vary based on job related factors such as experience, skills, education and location.

Ensures that the customer is satisfied with company products and services. Works closely with Sales Account Executives and oversees day-to-day relationship with customer. Ensures schedules and budgets are met according to contractual agreements. Travel to accounts within region required.

Responsible for organic growth within the existing commercial technology customer base. Travels to assigned accounts to manage Owens & Minor Commercial Technology relationships and to ensure technical needs are met, provide problem resolution, and identify program and product expansion opportunities. Provides sales support to Technology Directors in sales geography. May independently perform Technology-related service support at assigned accounts. Ensures that hospitals and surgery center Technology services needs are acknowledged and addressed.

Core Responsibilities

• Establishes, maintains, and continuously strengthens relationships within the assigned customer base.
• Identifies opportunities within assigned accounts and increases adoption and expansion of technology services while maintaining profitability.
• Targets and pursues expansion of technology offerings to new departments within a given customer engagement.
• Searches for opportunities to introduce additional technology services into existing customer accounts.
• Prepares and leads the presentation of routine business reviews within the assigned territory to showcase value delivered to the customer.
• Collaborates with implementation teams to ensure satisfactory project completion and customer onboarding for newly assigned and/or newly expanded accounts.
• Ensures compliance to all terms and conditions of customer contracts and coordinates with leadership to address issues.
• Work with home office legal team to develop contracts, contract amendments and proactively provide contract renewals when applicable.
• Presents new functionality, upgrades and modules to existing customer base. Partners with commercial technology leadership to proactively educate customers.
• Monitors customer satisfaction through ongoing identification of customer needs and expectations. Addresses risk immediately and escalates internally as appropriate.
• Acts as liaison between Hospital Supply Chain, Clinical, IT division department heads and Owens & Minor.
• Supports achieving savings expectations and targets set forth in contractual agreements.
• Assist with onsite training clinical staff on use of the technology platform.
• Participates in commercial technology implementations and provides support in geographical area.
• May act as commercial technology special project lead on assigned accounts.
• Will support billing for technology services and submit requests to bill when needed as well as support A/R review to ensure accounts are always in good standing.
• Generates Leads for other Owens & Minor commercial offerings.

SUPPLEMENTAL JOB FUNCTIONS:  

Support Technology Director on Technical Demonstrations, Data Analytics, Physical Assessments, RFPs and Sales Proposals when required.
May travel up to 65% of the time.

Performs additional duties as directed. 

Qualifications

EDUCATION & EXPERIENCE REQUIRED:  

• Bachelor’s degree, required in Sales & Marketing, Business Administration, Information Technology or a related disciplinary area.
• Over one year and up to three years of related experience preferred.
• Or any combination of education and experience to meet the above requirements.

KNOWLEDGE SKILLS & ABILITIES:

• Has experience leading company transforming projects
• Ability to implement sales strategies.
• Demonstrated persuasion, negotiation, and influencing skills.
• Ability to follow up and follow through to ensure customer commitments are kept.
• Clear and accurate verbal and written communication skills, ability to deliver effective product presentations.
• Demonstrated knowledge of competitive products, pricing, strategy, accurate/appropriate market share, etc. as well as knowledge of O&M products.
• Awareness of applicable government regulations and their impact on the business.
• Demonstrated project planning and organizational skills.
• Ability to develop long range plans to accomplish territory objectives.
• Ability to meet deadlines.
• Ability to work independently as well as part of a team.
• Ability to recognize business or incremental sales opportunities.
• Ability to display sound business judgement on a consistent basis.
• Honesty and integrity.

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If you feel this opportunity could be the next step in your career, we encourage you to apply. This position will accept applications on an ongoing basis.

Owens & Minor is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, national origin, sex, sexual orientation, genetic information, religion, disability, age, status as a veteran, or any other status prohibited by applicable national, federal, state or local law.