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National Accounts Manager Moore Medical
Improving healthcare starts with you. It starts with the chain of events you initiate when you work with Moore Medical - a chain that extends across the country and results in millions of people getting more from their healthcare.
Moore Medical, a subsidiary of McKesson Corporation, is a specialty direct marketer and distributor of medical-surgical supplies, equipment and pharmaceuticals. We proudly serve over 120,000 healthcare practices, facilities and organizations in non-hospital settings nationwide. We've built a world-class reputation for our highly trained telephone support staff and field sales representatives. We strive to stay abreast of industry competition and trends, providing expertise our customers rely on during changing markets and evolving needs. By supplying quality, innovative products, programs and ideas to medical professionals and organizations, our team helps improve the health and care of people across the country.
Current Need
The National Account Manager position dedicated to and focused solely on the Podiatry Market at Moore Medical responsible for the identification of, sales to, coordination of and ongoing management of large, national account sales initiatives and programs to Podiatry health care providers and organizations.
Position Description
Essential duties and responsibilities of this position include, but are not limited to the following (with other duties possibly assigned):
- Work to win business with Independent physician associations and organizations, large practices, and key physicians in the podiatry and orthopedic market
- Work with GPO teams to implement solution
- Report to and carefully follow direction set by VP, Field Sales & National Accounts and execute on the market segment strategic plan set by organizational and market leadership
- Work closely with market leadership as a sales organization leader
- Develop and maintain a strong, positive, leadership presence in the alternate care distribution markets, market associations, and intercompany within McKesson as well as within our entire customer base of high trust, integrity, expertise, knowledge, thought leader and advocacy
- Establish, understand and sustain high value, closely held ongoing business relationships with key customers and prospects
- Work closely with senior leadership, sales, marketing, operations, sourcing and customer support staff to jointly identify, develop, present, implement and manage national account relationships & programs
- Work closely with customer support teams to manage and assure seamless order processing & account maintenance
- Develop meaningful value added programs for the benefit of customers and to establish a differentiated value proposition for Moore Medical
- Carefully and proactively build & manage the customer business relationship at all levels by:
- Delivering high value personal face-to-face presentations that establish relationships that foster trust, credibility and positive rapport with all prospects and customers
- Negotiate, develop and maintain customer agreements and contracts ¿ to include pricing and service level commitments
- Identify and maintain special sourcing opportunities and relations
- Work with inside and field sales representatives to build strong relationships on an individual account basis when appropriate
- Work with support teams to assure service level coverage and commitments are always met and exceeded
- Assure, document, review & confirm with customer service level and price commitments are always being met and exceeded
- Be final point of assurance all customer problems are resolved
- Work to identify existing and prospective business opportunities as appropriate
- Develop and make high level presentations, in general and agreement specific, as required
- Present and roll out program implementations via face to face, webinar and/or url web site sources
- Travel throughout assigned region to meet with and develop regular and prospective customers
- Collaborate with sales management in the development of new programs, products and services
- Direct the implementation of sales, marketing and other programs to support corporate strategy
- Coordinate customer training and product in-services
- Provide support to customer specific stock and inventory level requirements
- Provide and assure current and prospective customer database contact information is current and complete
- Provide (Goldmine) reports of business activities
- Keep expense account current
- Participate and exhibit at trade shows/conferences
- Provide and assure that market intelligence to management and marketing support in order to capitalize on emerging market conditions
Responsible for the sale of certain products or services. Duties involve direct one-to-one communication with customer or client. Performs field promotion work and develops new accounts. Demonstrates products and/ or services and provides assistance in the best application of product or services. Answers all questions concerning products or services and refers questions as necessary. May coordinate company product support (including technical engineering support) and services to ascertain customer's needs. May close transactions and take orders. May estimate time and sales expenses expected and submit to management. Investigates product/service warranty claims to ensure resolution within marketing policies. May analyze records of present and past sales, trends and costs, estimated and realized revenue, administrative commitments, and obligations incurred. Interprets accounts, trends, and records to management. Sells to new and present clients. Contacts prospects and explains features and merits of products or services offered, utilizing persuasive sales techniques.
Minimum Requirements
8+ years sales experience
Additional Knowledge & Skills
Technical Knowledge, Experience and Skill Requirement
- Bachelors required (MBA preferred)
- Minimum of 5 years key account sales of high level programs, products and services; prefer experience in health care industry, specifically in podiatry and orthopedic market
- Preferred medical device, equipment, and/or technology sale background
- Prefer experience in distribution environment
- Proven track record of successfully developing and executing sales plans and strategies
- Ability to create, present and negotiate complex customer proposals and contracts
- Ability to deliver high level presentations to executives in or related to the health care setting
- Track record of sales performance success with complex sales negotiation
- Excellent interpersonal communication skills
- Ability to interface at all organizational levels
- Adept at using automation tools and software required to accomplish the sales & marketing functions
- Experience/preference to utilize home office environment
- Experience/ability to work in a matrix organization
- High degree of personal motivation, capable of sustaining high level of activity and tasks, and work independently yet interdependently
Education
4-year degree in business or related field or equivalent experience
Benefits & Company Statement
We believe you should be rewarded for the important work you do. For that reason, you'll receive a competitive compensation and benefits package when you join our team.
It starts with you. That's a simple sentence but it says a lot. It reminds each one of us that what we do matters. Every single McKesson employee contributes to our mission - whatever your title, whatever your role, you act as a catalyst in a chain of events that helps millions of people all over the globe. By connecting and improving the business of healthcare, we're helping to ensure that millions of patients get the treatment they need. And by choosing a career with Moore Medical, you'll join a team of passionate people working together to improve lives and advance healthcare.
At McKesson, we believe we can empower healthcare. And it all starts with you.
As an equal opportunity employer, McKesson Corporation unites the talents and contributions of all to advance the power of healthcare. Learn more about our opportunities at mckesson.com/careers
Agency Statement
No agencies please.
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McKesson
At McKesson, we've been empowering healthcare-and employees-for more than 175 years. As the nation's industry leader, we touch the lives of patients in virtually every aspect of healthcare.
We empower our customers by combining innovation, technology and strong relationships to deliver vital supplies and solutions. Ranked in the top 20 on the FORTUNE 500 with more than $100 billion in annual revenue, we also have the resources to empower our employees. Because at McKesson, we know that empowering healthcare starts with you.