Business Development Executive, Medical- Mid-West / Great Lakes Region

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, and 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, and 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), and 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 plan 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 communicate 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 d