Dir. Strategic Accounts, LTC

Job Summary

Lead the professional team charged with managing key strategic customers. Oversee and manage the day-to-day responsibilities of a Stratigc Accounts team responsible to a select group of highly complex or major accounts of regional, national or strategic significance.
Oversee the creation of innovative programs and strategies for customers to differentiate Medline in the marketplace, with a particular focus on understanding the complexities of the federal government medical distribution channels.
Accountable for margin and sales growth by identifying optimum product mix for customers and identifying customer cost-savings opportunities, implementation, inventory availability and issue resolution.

Job Description

PRIMARY RESPONSIBILITIES

Sales Leadership

Primary responsibility is to ensure the team meets or exceeds established annual sales and strategic goals.    

Chartered with providing strategic leadership that supports Medline’s corporate strategy to division’s sales team.  

Identify opportunities for growth within existing accounts through upselling and cross-selling initiatives

Oversee development and implementation of sales programs delivered through the sales force.

Train and mentor account management teams to improve client engagement and sales performance

Sales Planning

• Lead the implementation of strategies to introduce and implement Medline programs and/or products that best support the customer’s needs.

• Identify optimal product mix by customer and ensure sales team is informed of sales and relationship maximization opportunities by customer.

Account Management

• Accountable for the development and execution of sales strategies deigned to achieve division goals.

• Guide the Strategic Accounts teams in identifying opportunities to increase margin and sales for the department.

• Ensure Accounts team creates and develops consultative relationships with key decision makers in various levels of large strategic groups or accounts.  

• Oversee negotiations with key clients. Participate in high-level client meetings and presentations to support business development efforts.

• Track sales team metrics, monitoring sales volume, product mix, and selling price by keeping current with supply and demand, changing trends, economic indicators, and competitors, particularly within federal government medical distribution.

• Accountable for achieving budgeted sales of the team’s assigned accounts.

Internal Partnership

• Encourage collaboration with the Medline Field Sales to promote sales goals and initiatives.

• Ensure collaboration with product divisions on developing new product ideas and developing product launch plans that will deliver results and support.

• Key driver for Account teams to collaborate with key internal groups on projects, product conversions and implementations.

• Provide timely and effective communication with internal stakeholders including field sales team, internal product divisions, and sales support divisions.

Sales Administration

• Review and approve sales presentations

• Monitor and measure overall progress against the budget and alter plans, strategies, etc. to ensure achievement of the sales budget.

• Accountable for account program costs, (i.e., advertising, rebates, buyback and slotting allowance, etc.) while maximizing sales.

People Management Responsibilities

• Typically manages through multiple Managers

• Provide leadership and management to one or more major departments of an operating unit or to a department that has system-wide accountability 

• Strategic, tactical and operational planning (12 + months) for the function or department

• Direct budgetary responsibility for one or more departments, functions or major projects/programs

• Interpret and execute policies for departments/projects; develop, recommend and implement new policies or modifications to existing policies

• Hiring staff, recommending pay increases, performing performance reviews, training and development of staff, estimating personnel needs, assigning work, meeting completion dates, interpreting and ensuring consistent application of organizational policies

MINIMUM JOB REQUIREMENTS

Typically requires a Bachelor’s degree in a business-related field.
At least 7 years of account management or/and sales experience supported by a track record of demonstrable sales growth and quota attainment.

At least 4 years’ experience managing a team of sales professionals.

Experience influencing, negotiating, and facilitating with both internal and external partners while fostering and maintaining collaborative relationships throughout these processes.
Experience preparing business plans to align/support selling strategies.
Proven ability to identify, connect with, and close new business; build consensus; ability to present multiple product lines.
Background developing and delivering presentations to various audience levels within, and external to, an organization with the purpose of influencing company or client decisions.
Ability to own a complex sales strategy/approach to sell solutions across multiple levels.
Ability to sell effectively to different levels within a customer organization.
Demonstrated experience applying standard financial, accounting and business problem-solving skills to business problems with multiple variables.
Effective collaboration skills required to develop strategies that meet department goals within budget and established timelines.
Experience building and maintaining relationships within a matrixed team.
Time management skills such as prioritizing/organizing and tracking details and meeting deadlines of multiple projects with varying completion dates.
Exposure to and use of Customer Relationship Management (CRM) software.
Proficiency in CRM software and Microsoft Office Suite

Position requires travel up to 80% of the time for business purposes (overnight, within state and out of state).
Environment includes office setting and medical facilities.

Medline Industries, LP, and its subsidiaries, offer a competitive total rewards package, continuing education & training, and tremendous potential with a growing worldwide organization.

The anticipated salary range for this position:

$132,600.00 - $199,160.00 Annual

The actual salary will vary based on applicant’s location, education, experience, skills, and abilities. This role is bonus and/or incentive eligible. Medline will not pay less than the applicable minimum wage or salary threshold.

Our benefit package includes health insurance, life and disability, 401(k) contributions, paid time off, etc., for employees working 30 or more hours per week on average. For a more comprehensive list of our benefits please click here. For roles where employees work less than 30 hours per week, benefits include 401(k) contributions as well as access to the Employee Assistance Program, Employee Resource Groups and the Employee Service Corp.

We’re dedicated to creating a Medline where everyone feels they belong and can grow their career. We strive to do this by seeking diversity in all forms, acting inclusively, and ensuring that people have tools and resources to perform at their best. Explore our Belonging page here.

Medline Industries, LP is an equal opportunity employer. Medline evaluates qualified individuals without regard to race, color, 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 federal, state, or local laws.