JOB OVERVIEW:
This position is responsible for growing the Medical Group revenues, reputation and image by selling, servicing, and maintaining targeted large accounts. Critical responsibilities include prospecting, engaging key customer executive management to understand needs, recommending supply and service solutions to establish contractual agreements. The Business Development Executive 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 BDE maintains customer relationships, advises with specific key customers, works with sales and marketing to communicate key initiatives, 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.
KEY RESPONSIBILITIES:
- 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, NASA 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 Business Development Executives, Project Category Managers 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
SPECIFIC KNOWLEDGE & SKILLS:
- Minimum 5 years experience in the medical sales or marketing in medical distribution or manufacturing. Minimum 5 years of experience working with IDNs and large physician offices.
- Bachelors’ degree or the equivalent required.
- 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.
GENERAL SKILLS & COMPETENCIES:
- Actively use a wide-range of unique professional skills; expert understanding of industry practices
- Excellent proficiency with tools, systems, and procedures
- Outstanding planning/organizational skills and techniques
- Outstanding independent decision making, analysis and problem solving skills
- Outstanding verbal and written communication skills
- Outstanding presentation and public speaking skills
- Outstanding interpersonal skills
- Outstanding conflict resolution skills and ability to deliver difficult messages
- Strong ability to build partnerships at all levels within the company
- Strong negotiating skills
- Resolve complex issues in effective ways
- Project management, consultative skills and ability to manage a budget
- Expert in multiple technical and/or business skills
- Ability to cultivate and develop lasting internal and external customer relations
MINIMUM WORK EXPERIENCE:
Typically 10 or more years of increasing responsibility and complexity in terms of any applicable professional experience.
PREFERRED EDUCATION:
Typically a Bachelor's Degree or global equivalent in related discipline. Master's degree or global equivalent preferred. May hold two or more industry certifications.
TRAVEL / PHYSICAL DEMANDS:
- Travel typically up to 80%, including local and overnight travel. No special physical demands required.
Henry Schein, Inc. is an Equal Employment Opportunity Employer and does not discriminate against applicants or employees on the basis of race, color, religion, creed, national origin, ancestry, disability that can be reasonably accommodated without undue hardship, sex, sexual orientation, gender identity, age, citizenship, marital or veteran status, or any other legally protected status.
For more information about career opportunities at Henry Schein, please visit our website at: www.henryschein.com/careers
