Account Manager Belgium & France

Owens & Minor, Inc. (NYSE: OMI) is a leading global healthcare services company dedicated to Connecting the World of Medical Products to the Point of Care by providing vital supply chain services to healthcare providers and manufacturers of healthcare products. We are a global healthcare services company delivering exceptional value to our customers. After acquiring European-based ArcRoyal in 2014 and Halyard S&IP business in 2018, Owens & Minor developed a presence in markets where three quarters of global healthcare spending occurs. Now the largest, global, healthcare-dedicated logistics company, Owens & Minor has logistics platforms strategically located across the United States and Europe. Owens & Minor's customers span the healthcare market from independent hospitals to large integrated healthcare networks, as well as group purchasing organizations, healthcare products manufacturers, and the federal government. Manufacturers with global ambitions now have a like-minded ally, Owens & Minor International provides logistics services across the spectrum of pharmaceuticals and medical products, from disposable medical supplies to devices and implants. A FORTUNE 500 company, Owens & Minor has been headquartered in Richmond, Virginia, since 1882, and has annualized revenues exceeding 10 billion USD. The company places a high priority on its mission, vision and values, which focus on the well-being of customers, supply chain partners, teammates and shareholders. The company has developed a culture of recognition, reinforcement, and reward for its teammates, who are vital to its success. Owens & Minor believes that high integrity is the guiding principle of doing business. Owens & Minor common shares are traded on the New York Stock Exchange under the symbol OMI. For more information about Owens & Minor, visit the company website at www.owens-minor.com.

POSITION SUMMARY

The account manager is responsible to develop new business and manage the sales activities necessary to provide full service to customers in the assigned territory and to achieve the set objectives. The purpose is to provide day-to-day support to selected Strategic Account(s)/Buying groups. The accounts are mainly located in Flanders, but the southern part of Belgium is also included in the region.

1. ESSENTIAL JOB FUNCTIONS

• To achieve the Sales revenue, Gross Profit and Product mix targets set for the territory.
• To develop and close business with new customers and to grow new business with existing customers based on the overall business strategy and a focused account management plan
• To be the primary sales contact for the assigned hospitals and regularly provide in-service visits.
• Drive the development and implementation of the specific business strategies and tactical plans to achieve the targets set.
• Present and lobby for the O&M Halyard solution with all relevant key decision makers within the assigned hospitals, including OR management, purchasing, pharmacist, infection prevention and finance
• Negotiate pricing with customers and ensure contracts are in place & renewed on a timely basis
• Develop and work with a structured account management plan, focused on the best profitable opportunities in the territory
• Lobby within target accounts during the pre-tender phase and actively cooperate with the tender team on new tender opportunities to ensure that our offers present the best value. Provide insight on competitive offers.
• Set up solid implementation plans to ensure successful completion of evaluations and conversions in the OR
• Train new customers on the adequate usage of the HYH products to accelerate new business implementations.
• To document and update business opportunities, customer contact details, action plans and progress of related activities in SalesForce.com at regular intervals as agreed with line manager.
• To promote product benefits, advantages & support to target sites in line with marketing directives.
• Observe and communicate competitor activity to the organisation
• Complete all administration, reports & requests within guidelines & on time.
• Ensure effectiveness of journey plan on a regular basis to ensure maximum levels of service.
• Maintain local promotional activity budget & samples budget spend.
• Perform all necessary duties as directed by the Manager.

2. EDUCATION & EXPERIENCE REQUIRED

• Bachelor’s degree, degree in business Management, Marketing, Nursing or Science or equivalent vocational qualification.
• Preferably knowledge and experience in operating room practices and infection control.
• Must be able to work alone & unsupervised for long periods of time.

3. KNOWLEDGE SKILLS & ABILITIES

• Highly customer-oriented and results-driven with strong business acumen
• Excellent communication skills and team-player
• Strong project management & organisational skills; ability to set priorities and manage multiple projects simultaneously and strong time & territory management
• Strong analytical capability, problem solving skills, negotiation skills and decision making ability.
• Hands-on mentality and a desire to work in a mid-size medical company with an entrepreneurial culture
• Highly self-motivated
• Strong interpersonal skills with ability to interact with a diverse group of individuals
• Problem solver with a good sense for managing objections and managing the interests of different stakeholders in the decision-making process
• High level of autonomy & self-drive, attention to details, meeting the set deadlines and delivering correct and complete information
• Strong presentation and training skills
• Fluent in language of the region/country and English
• Excellent skills in Excel, Word, PowerPoint and Outlook are required as well as CRM Salesforce.com.