JOB OVERVIEW:
This position is responsible for the growth of the U.S Specialty Distribution group (Wholesale distributor) revenues, gross profit dollars, reputation, and image by selling, servicing, and maintaining targeted accounts. The critical responsibilities include engaging with wholesale medical and dental distributors, original equipment manufacturers (OEM), kit packers, retail chains, and independent pharmacies to understand needs, recommend supply and service solutions to establish contractual agreements. The Business Development Executive (BDE) establishes relationships with these customer segments while also negotiating and developing distribution contracts in targeted U.S. Specialty Distribution Group (USDG) accounts. 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 U.S. Specialty Distribution Group (USDG) sales and marketing programs to drive growth, increase market share, create brand loyalty, and achieve desired sales and profitability goals.
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KEY RESPONSIBILITIES:
- Sell, negotiate, and implement distribution contracts with USDG accounts. Included is the production of the draft contract; pricing review and approval from USDG leadership sales and marketing management; development of an implementation plans involving the RFPs, contracts, customer service, finance, technical support and USDG 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 USDG. This effort will involve recommendations 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 USDG accounts and support requirements.
- Participates with Sales, Marketing and USDG management in the development of the promotional plans. Assists in the development of programs and sales strategies for USDG accounts in collaboration with other Business Development Executives, Project Category Managers to increase sales, profitability and market share including:
- Participating in selective tradeshows.
- Presentation materials for customers and sales force training
- Special projects as assigned.
SPECIFIC KNOWLEDGE & SKILLS:
- Bachelors' degree or the equivalent required.
- Knowledge of Wholesale Medical/Dental Distribution structures including: OEM/ Manufacturers, Independent Pharmacies, GPO, MSO, IPA, IDNs,. Knowledge of product categories including: Medical, dental 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; including 5 years' experience in the medical sales or marketing in medical distribution or manufacturing. Minimum experience working with Workplace Health, IDNs and large physician offices.
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.
The posted range for this position is $108,720 - $149,490, which is the expected starting base salary range for an employee who is new to the role to fully proficient in the role. Many factors go into determining employee pay within the posted range including education, prior experience, training, current skills, certifications, location/labor market, internal equity, etc. This position is eligible for a Bonus not reflected in the posting range.
Other benefits available include: Medical, Dental and Vision Coverage, 401K Plan with Company Match, PTO, Paid Parental Leave, Income Protection, Work Life Assistance Program, Flexible Spending Accounts, Educational Benefits, Worldwide Scholarship Program and Volunteer Opportunities.
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