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About the Role
Develop, maintain, and promote growth in assigned accounts, aligning with Division mission, vision, purpose, and company priorities.
Responsibilities
- Strengthen Division programs and specialties position within assigned accounts by creating, sustaining, and supporting customer relationships through contracting and supply-chain solutions.
- Meet regularly with customers to understand needs, create solutions, provide support, and facilitate business and clinical relationships.
- Understand customer needs, current business, and processes to make proactive decisions on contracting and pricing terms and align internal resources.
- Collaborate with Division customer-facing teams to address needs, obtain feedback, and establish, measure, and meet business plan goals.
- Collaborate with global pricing, supply chain, business solutions, and clinical teams for global alignment while accommodating local and regional needs.
- Manage relationships and satisfaction (including applicable Division KPIs) within assigned accounts, as well as profitability, focusing on sales, expenses, margin, and direct contribution income.
- Maintain strong knowledge of the business in the assigned geography, supply chain initiatives, customers, products, and competition.
- Develop and maintain senior-level relationships with corporate accounts in the assigned area.
- Coordinate with Integrated Business Solutions (IBS) stakeholders to represent Division priorities within assigned accounts.
- Create proposals and presentations to encourage new business relationships and increase sales revenue from targeted accounts.
- Monitor strategic pricing/contracting plans within assigned accounts with Division, Function, and Operational Unit teams to ensure proper implementation and maximize business results.
- Understand all contracts and distribution agreements within assigned accounts.
- Continuously evaluate and improve the strategy for assigned accounts by monitoring metrics and listening to feedback, taking action to resolve issues and gaps.
- Meet deadlines and complete administrative tasks such as expenses, training, reporting, and policy acknowledgements in a timely manner.
- Ensure all quality, regulatory, compliance, and product-specific requirements are met within the scope of responsibility.
- Conduct Cook business with integrity and in compliance with applicable standards, including Cook policy.
Requirements
- Extensive experience in sales, marketing, product management, pricing, and/or corporate/national accounts in the medical device industry.
- Demonstrated experience with the applicable Division product lines.
- Two or more years of sales experience.
- Knowledge of hospital and supply chain purchasing.
- Experience with understanding aspects of business, e.g., profit/loss, contribution margins, and pricing.
- Prior sales and negotiation expertise.
- Experience in effective application of organizational skills.
- Demonstrate strong business and problem-solving skills.
- Model the company standards that others are expected to follow.
- Demonstrate ability to make sound business decisions taking into account all factors.
- Ability to travel up to 75%.
- Work under general office environmental conditions.
Skills
- Strong computer and analytic skills
- Proficiency in Business Objects
- Proficiency in Excel
- Proficiency in other Microsoft utilities
- Knowledge of Microsoft Office software (Word, Excel, PowerPoint)
- Excellent sales and negotiating skills
Work Type
- Full-time
Experience Level
- Extensive experience
- Two or more years of sales experience
Education Level
- College degree in related field and/or equivalent relevant experience