Strategic Account Executive – Supply Chain Optimization
Medline Industries, Raleigh, NC, United States
Job Summary
Lead Medline’s sales efforts within a primarily select group of highly complex or major accounts of regional, national or strategic significance. Provide a consultative approach in partnership with field sales to fulfil customer needs by identifying optimum product mix, customer cost‑savings opportunities, implementation, inventory availability and issue resolution. Responsible for maintaining existing business and growing market share through the development of sales plans, strategies and objectives aligned to broad corporate sales and marketing objectives. Responsible for operational execution, profitability, maintenance of existing sales volume and development of sales growth.
Primary Responsibilities
Sales Planning
Develop and execute a vision and account strategy aimed at long‑term profitable growth consistent with business plans. Ensure the development of sales plans, strategies, objectives, policies and procedures conform to broad corporate sales and marketing objectives. Manage internal forecasting procedures. Evaluate needs and demands of the customer and develop a business case for feasibility using the appropriate processes. Identify, evaluate, plan and champion ongoing cost reduction initiatives. Continuously gather intelligence, log and share on product performance, customers, competitors, consumers’ attitudes, new opportunities, pricing, promotions and products.
Account Management
Responsible for creating and developing consultative relationships with key decision makers in various levels of large strategic groups or accounts. Sell Medline capabilities to prospective prime vendor accounts as well as manage and direct existing prime vendor accounts. Apply expert market and customer knowledge to Medline field sales teams, specialists and product divisions. Responsible for understanding the account and building the business through fact‑based knowledge by positioning products, programmes and promotions to help them maximise sales. Assess competitive price position, assuring competitive pricing to maximise sales and profitability within account and consistent with brand positioning. Track sales performance against objectives and inform management of results. Work directly with other key sales personnel to launch new contracts and to secure “save” opportunities for contracts under threat or loss. Develop and maintain existing sales programmes.
Internal Partnership
Collaborate closely with the Medline field sales team to promote sales goals and initiatives. Collaborate with key internal groups on projects, product conversions and implementations. Act as team leader for account projects; guide Strategic Accounts sales support team operations. Provide timely and effective communication with all stakeholders including healthcare accounts, internal product divisions, sales teams and corporate customers.
Sales Administration
Responsible for developing the sales presentation (content, format etc.). Responsible for the completion of requests for proposal (RFPs) for all new and existing product contract opportunities, and own the process for non‑formal RFPs. Manage retention of existing deals as they come up for expiration. Monitor and measure progress against the budget and alter plans and strategies to ensure achievement of the sales budget. Manage account programme costs (advertising, rebates, buyback and slotting allowance) while maximising sales. Monitor and distribute monthly reports and specialised reports on contracts, programmes and focus areas.
Leadership
This is a high‑level individual contributor role – management responsibilities limited to leading day‑to‑day activities and outcomes of a group of employees. May be involved in training and development of staff, estimating personnel needs, assigning work and meeting completion dates.
Minimum Job Requirements
Typically requires a Bachelor’s degree in a business or clinical‑related field.
At least 7 years of direct sales and/or account management experience, including experience in a similar role in the healthcare industry.
Demonstrated ability to engage and present to senior management or C‑suite with the purpose of influencing company or client decisions.
Demonstrated understanding of customer and market dynamics and requirements.
Proven ability to identify, connect with, build consensus and close new business; ability to negotiate contracts and close deals.
Experience assessing and initiating actions independently; experience taking charge of a situation, team or project.
Ability to diagnose, isolate and resolve complex issues and implement strategies.
Demonstrated experience applying standard financial, accounting and business problem‑solving skills to complex business problems with multiple variables.
Experience working with cross‑functional teams and facilitating teams to identify and implement solutions to complex problems.
Time‑management skills such as prioritising, organising and tracking details, and meeting deadlines of multiple projects with varying completion dates.
Exposure to and use of CRM software.
Proficiency in CRM software and Microsoft Office Suite.
Benefits
Medline offers a competitive total rewards package, continuing education & training, and a growing worldwide organization. The role is bonus and/or incentive eligible. It includes health insurance, life and disability insurance, 401(k) contributions, paid time off and other employee benefits. Employees working 30 or more hours per week on average are eligible for the full benefits package; those working less than 30 hours per week receive 401(k) contributions and access to the Employee Assistance Program, Employee Resource Groups and the Employee Service Corp.
Additional Information
Position requires travel up to 80% of the time for business purposes (overnight, within state and out of state). The environment includes office setting and medical facilities. The role may require non‑traditional work hours during in‑services.
Medline Industries, LP, is an equal‑opportunity employer and evaluates qualified individuals without regard to race, colour, religion, gender, gender identity or expression, sexual orientation, national origin, age, disability, neurodivergence, protected veteran status, marital or family status, caregiver responsibilities, genetic information, or any other characteristic protected by applicable laws.
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Lead Medline’s sales efforts within a primarily select group of highly complex or major accounts of regional, national or strategic significance. Provide a consultative approach in partnership with field sales to fulfil customer needs by identifying optimum product mix, customer cost‑savings opportunities, implementation, inventory availability and issue resolution. Responsible for maintaining existing business and growing market share through the development of sales plans, strategies and objectives aligned to broad corporate sales and marketing objectives. Responsible for operational execution, profitability, maintenance of existing sales volume and development of sales growth.
Primary Responsibilities
Sales Planning
Develop and execute a vision and account strategy aimed at long‑term profitable growth consistent with business plans. Ensure the development of sales plans, strategies, objectives, policies and procedures conform to broad corporate sales and marketing objectives. Manage internal forecasting procedures. Evaluate needs and demands of the customer and develop a business case for feasibility using the appropriate processes. Identify, evaluate, plan and champion ongoing cost reduction initiatives. Continuously gather intelligence, log and share on product performance, customers, competitors, consumers’ attitudes, new opportunities, pricing, promotions and products.
Account Management
Responsible for creating and developing consultative relationships with key decision makers in various levels of large strategic groups or accounts. Sell Medline capabilities to prospective prime vendor accounts as well as manage and direct existing prime vendor accounts. Apply expert market and customer knowledge to Medline field sales teams, specialists and product divisions. Responsible for understanding the account and building the business through fact‑based knowledge by positioning products, programmes and promotions to help them maximise sales. Assess competitive price position, assuring competitive pricing to maximise sales and profitability within account and consistent with brand positioning. Track sales performance against objectives and inform management of results. Work directly with other key sales personnel to launch new contracts and to secure “save” opportunities for contracts under threat or loss. Develop and maintain existing sales programmes.
Internal Partnership
Collaborate closely with the Medline field sales team to promote sales goals and initiatives. Collaborate with key internal groups on projects, product conversions and implementations. Act as team leader for account projects; guide Strategic Accounts sales support team operations. Provide timely and effective communication with all stakeholders including healthcare accounts, internal product divisions, sales teams and corporate customers.
Sales Administration
Responsible for developing the sales presentation (content, format etc.). Responsible for the completion of requests for proposal (RFPs) for all new and existing product contract opportunities, and own the process for non‑formal RFPs. Manage retention of existing deals as they come up for expiration. Monitor and measure progress against the budget and alter plans and strategies to ensure achievement of the sales budget. Manage account programme costs (advertising, rebates, buyback and slotting allowance) while maximising sales. Monitor and distribute monthly reports and specialised reports on contracts, programmes and focus areas.
Leadership
This is a high‑level individual contributor role – management responsibilities limited to leading day‑to‑day activities and outcomes of a group of employees. May be involved in training and development of staff, estimating personnel needs, assigning work and meeting completion dates.
Minimum Job Requirements
Typically requires a Bachelor’s degree in a business or clinical‑related field.
At least 7 years of direct sales and/or account management experience, including experience in a similar role in the healthcare industry.
Demonstrated ability to engage and present to senior management or C‑suite with the purpose of influencing company or client decisions.
Demonstrated understanding of customer and market dynamics and requirements.
Proven ability to identify, connect with, build consensus and close new business; ability to negotiate contracts and close deals.
Experience assessing and initiating actions independently; experience taking charge of a situation, team or project.
Ability to diagnose, isolate and resolve complex issues and implement strategies.
Demonstrated experience applying standard financial, accounting and business problem‑solving skills to complex business problems with multiple variables.
Experience working with cross‑functional teams and facilitating teams to identify and implement solutions to complex problems.
Time‑management skills such as prioritising, organising and tracking details, and meeting deadlines of multiple projects with varying completion dates.
Exposure to and use of CRM software.
Proficiency in CRM software and Microsoft Office Suite.
Benefits
Medline offers a competitive total rewards package, continuing education & training, and a growing worldwide organization. The role is bonus and/or incentive eligible. It includes health insurance, life and disability insurance, 401(k) contributions, paid time off and other employee benefits. Employees working 30 or more hours per week on average are eligible for the full benefits package; those working less than 30 hours per week receive 401(k) contributions and access to the Employee Assistance Program, Employee Resource Groups and the Employee Service Corp.
Additional Information
Position requires travel up to 80% of the time for business purposes (overnight, within state and out of state). The environment includes office setting and medical facilities. The role may require non‑traditional work hours during in‑services.
Medline Industries, LP, is an equal‑opportunity employer and evaluates qualified individuals without regard to race, colour, religion, gender, gender identity or expression, sexual orientation, national origin, age, disability, neurodivergence, protected veteran status, marital or family status, caregiver responsibilities, genetic information, or any other characteristic protected by applicable laws.
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