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Strategic Account Manager, Medical - R110883

Job ID: 114886
Job Views: 16
Location: Phoenix, Arizona, United States
Zip Code:
Job Category: Henry Schein
Employment Type: Full time
Posted: 08.15.2019

Job Description

GENERAL SUMMARY: The Strategic Account Manager (SAM), Healthcare Services grows the Medical Group revenues, reputation and image by selling, servicing, and maintaining targeted large accounts.  Critical responsibilities include engaging key customer executive management to understand needs, recommending supply and service solutions to establish contractual agreements. The Strategic Account Manager establishes relationships in customer organizations, assists in training the ZGM's, RSM's, FSC's with negotiating and developing distribution contracts in targeted MSOs (Management Services Organizations), IDNs (Integrated Delivery Networks), CHCs (Community Health Centers), IPAs (Independent Practice Association), RPCs (Regional Purchasing Coalitions) ASC (Ambulatory Surgery Centers) large medical group practices. The SAM maintains customer relationships, advises with specific key customers, works with sales and marketing to communicate key initiatives to the and reports market trends and needs.  Develops and implements national Healthcare Services sales and marketing programs to drive growth, increase market share, create brand loyalty and achieve desired sales and profitability goals.
Sell, negotiate and implement distribution contracts with large customers and corporate accounts. Included is the production of the draft contract; pricing review and approval from Healthcare Services Operations and sales and marketing management; development of an implementation plans involving the P.R.C. review, customer service, finance, technical support and Healthcare Services management.
Provides ongoing support to new and existing customers through regular contacts maintaining relationships and implementing strategic programs for account penetration. Monitors sales, gross profit and works with the customer to market, ensure compliance, financial commitments and profitability. Develops and conducts customer business reviews.
Interpret and communicates strategic information to sales consultants and sales management to ensure competitive strategies are understood and executed by Sales, Marketing and Global Services Teams. This effort will involve recommending and actions to address or respond to competitive threats or service needs in the marketplace.
Develops and leads educational sessions at company meetings to drive awareness and training of large accounts and support requirements. Works closely with sales management, HCS operations, P.R.C. and Global Services to create sales/marketing strategies, contract compliance, services and implementation activities ensuring a customer satisfaction and loyalty.
Participates with Sales, Marketing and Healthcare Services management in the development of the promotional plans.  Assists in the development of programs and sales strategies for corporate accounts in collaboration with other Strategic Account Managers, Project Category Managers and Healthcare Services to increase sales, profitability and market share including:
  • Participating in selective tradeshows
  • Healthy Children Healthy Lifestyles events
  • Presentation materials for customers and sales force training
Special projects as assigned by the HCS Regional GM
In addition to the essential duties and responsibilities listed above, all positions are also responsible for:
  • Meeting company standards pertaining to quantity and quality of work performed on an ongoing basis, performing all work related tasks in a manner that is in compliance with all Company policies and procedures including WorldWide Business Standards.
  • Adhering to Company policies, procedures, and directives regarding standards of workplace behavior in completing job duties and assignments.

Job Requirements

Bachelors' degree or the equivalent required.
Specialized Knowledge and Skills:  
Knowledge of medical organization structures including: GPO, MSO, IPA, IDNs, hospitals, ASCs, RPCs, physician offices. Knowledge of product categories including: diagnostics, pharmaceuticals and vaccines, medical-surgical supplies, medical equipment, and related services. An understanding of the medical markets, trends, competition and key manufacturers. Demonstrated experience in developing new and successful business initiatives and the ability to coordinate relevant services to incorporate into customer programs and offerings. Basic computer software skills including the use of spreadsheets, word processing, and Power-Point. Must know purchasing software and their interaction with ERP systems including AP and AR. Understand supply chain processes in a healthcare provider organization. Be able to discuss various technologies articulately and accurately including punch out, cXML, XML, EDI, e-Catalogs, hosted catalogs. Comfort with website transactions is needed. Knowledge of inventory management is a plus.
Ability to give professional presentations to board-level executives. Ability to negotiate legal contract terms within company policies and directives. Previous experience with team selling is preferred. Strong business acumen and excellent communication, negotiation, influencing, business planning, sales strategy, problem solving, decision making and time management skills.

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