Clinical Technology Sales Specialist at O & M Halyard, Inc. in Cleveland, Ohio

Job Description:

At Owens & Minor, our Mission is simple: empowering our customers to advance healthcare. Our teammates continue to play an essential role in the global fight against COVID-19 by working to ensure our healthcare customers have what they need, when they need it, enabling them to focus on the critical task of providing patient care. As a Fortune 500 company with over 15,000 teammates in over 70 countries, Owens & Minor remains laser-focused on delivering on our Mission throughout COVID-19 and beyond. Our $9-billion business includes our Global Solutions and Global Products segments, with core offerings structured across three pillars of excellence: Products, Services, and Distribution. 

Our people are the power that propels us. As we continue to navigate unprecedented circumstances, teammate safety remains our top priority, and all of our facilities have implemented enhanced safety and sanitation protocols. Just as our teammates are dedicated to empowering healthcare around the world, Owens & Minor is dedicated to providing the kind of culture and benefits that empower teammates to grow their careers and enjoy the rewarding work they do every day.  

Owens & Minor benefits are applicable to Full Time Regular and Permanent Teammates, and include:

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


• 401(k), eligibility after 30 days of employment


• Employee stock purchase plan


• Tuition reimbursement


• Development opportunities to grow your career with a global company

Summary

Leads and executes field sales activities for Owens & Minor Provider Solutions products and services to customers within a specific geographic market and account value.  Creates and fosters relationships with the management of Healthcare Provider Organizations.  Assesses customers’ needs and develops tailored sales strategy to position and close sales of Provider Solutions program offerings.  Collaborates with other Owens & Minor Sales teams to develop and execute holistic sales strategies to grow product sales and margin, and create and communicate consistent strategies for Healthcare Provider Organizations.

Core Responsibilities

• Researches and identifies product, technology and/or service program opportunities within an assigned market and account level.  Analyzes customers’ needs, crafts tailored sales strategies, and closes sales of potential products and consulting services.


• Independently calls on mid to senior-level executives and other Healthcare Provider Organization (HPO) representatives to generate sales.  Develops strategic relationships with management of key HPO’s that support the positioning, marketing and selling of O&M services and technologies.


• Partners with other Sales teams to develop and implement a holistic strategy for sales solutions for customers within an assigned market.


• Teams with other internal groups to identify new product and service sales opportunities, and to support management of high level accounts.


• Develops margin budget projections for an assigned market/customers.


• Collaborates with counterparts in Owens & Minor Distribution team to ensure that all O&M programs are supported in a cost effective manner as it relates to the sale and on-going relationship with the customer.


• Ensures that all customer commitments are made in accordance with Owens & Minor policies and that the commitments made can be fulfilled and implemented.


• Manages the contracting process for services delivered, partnering with Home Office Contacts department effectively.  Negotiates contract terms, ensuring sales profitability and adherence to pricing goals and standards.  Analyzes financial data to make sound recommendations to customers.


• Partners with the Client Engagement Center (CEC) and other internal teams to resolve customer service questions (e.g. AR research, large usage changes, etc.) or significant disruption issues requiring sales involvement.


• Acts as liaison between hospital and division department heads to ensure smooth conversions.


• Acts as liaison between the customer account and manufacturers to ensure accuracy of materials and supplies.


• Logs sales activities into the Customer Relationship Management (CRM) system in order to monitor and report on sales productivity.


• May assist with technical demonstrations, data analytics, physical assessments, RFP’s and Sales Proposals.


• Communicates regularly with the account, by onsite visits, email and telephone, to continually assess and meet the customer's needs and expectations.


• Assists with onsite training of clinical staff on use of the technology platform.


• Performs additional duties as directed.

Qualifying Experience

• Bachelor’s Degree or equivalent required.  Concentration in Sales & Marketing, Business, Supply Chain Management, Healthcare or other related discipline preferred


• 2 or more years of sales experience in Business to Business Sales, Account Management, Healthcare Supply Chain, Healthcare Products, or a related industry


• Or any combination of relevant education and experience to meet the above requirements


• Up to 70% travel to customer locations required


• Comprehensive knowledge of the hospital industry and how large hospital systems operate.


• Ability to speak competently about clinical equipment found in hospital environments.


• Knowledge of materials management, information systems and basic statistics.


• General knowledge of salesmanship, with ability to learn consultative selling techniques


• Strong Microsoft Office skills (Word, Excel, PowerPoint, and Microsoft Outlook)


• Ability to learn CRM software and Account Management software systems (Salesforce)


• Demonstrated ability to apply technical, industry and product expertise to increase the provider’s efficiency and reduce duplication of effort.


• General knowledge of competitive products, pricing, strategy, accurate/appropriate market share, etc.


• Ability to implement sales strategies


• Ability to follow up and follow through to ensure customer commitments are kept


• Ability to deliver effective product presentations through use of clear and accurate verbal and written communication


• Awareness of applicable government regulations and their impact on the business


• Ability to meet deadlines


• Demonstrated project planning and organizational skills


• 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


• Good business sense


• Demonstrates honesty and integrity

If you feel this opportunity could be the next step in your career, we encourage you to apply.

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.

Note: Owens & Minor is not accepting unsolicited assistance from search firms for this employment opportunity. Please, no phone calls or emails. All resumes submitted by search firms to any employee at our Company via email, the Internet, or in any form and/or method without a valid written search agreement in place for this position will be deemed the sole property of our Company. No fee will be paid in the event the candidate is hired by our Company as a result of the referral or through other means.