Sales Executive - Group Purchasing Organization and National Accounts - Inmar, Inc.
Winston Salem, NC 27101
About the Job
Drawing from success in previous sales roles, the Sales Executive uses a persuasive nature and creative methods to identify opportunities, cultivate relationships and maneuver through completing contracts. Using in-depth knowledge of Inmar’s solutions and constantly keeping abreast of the hospital business pharmacy member needs, the Sales Executive consultatively presents member or national account information and new ideas that solidify and grow the account, while effectively cultivating relationships.
Primary Accountabilities:
Influence (60%):
Identify primary contacts within the pharmacy aggregate groups and national accounts to generate new expansion and renewal opportunities
Respond to inbound requests
Mine existing accounts for expansion opportunities across the Inmar hospital portfolio
Secure calls/meetings; prepare and deliver product presentations, including product demonstrations online and in person
Identify key decision makers within the client’s team
Own the account renewal process (including RFPs)
Develop innovative networking skills to drive pipeline development at the decision-making level
Operational (40%)
Document new opportunities in salesforce.com; properly disposition assigned opportunities and manage follow up tasks appropriately
Generate special reporting as needed
Provide support and assistance to manager and team members; effectively engage other internal resources when needed
Required Qualifications:
Bachelor’s degree in business, marketing, or a related field
2-4 years of related work experience, or any equivalent combination of experience and training that provides the required knowledge, skills, and abilities needed for this position
Sales experience with healthcare and contracting preferred
Experience in developing and winning business in a highly competitive environment; ability to sell across products and a variety of different solutions; ability to negotiate contracts, deal with price pressures; ability to discern the solution that is best for the pharmacy customers and the value range they are willing to pay
Strong questioning skills and the patience to hear customer out
Good decision making, knowing when to leverage additional resources to move deals past obstacles
Able to compose professional business correspondence, proposals and reports
Proficient in Excel, Word, PowerPoint, and Salesforce; able to quickly learn other sales technologies
Individual Competencies:
Teamwork: Builds relationships and works cooperatively with others, inside and outside the organization, to accomplish objectives to build and maintain mutually beneficial partnerships, leverage information and achieve results.
Communication: Giving and receiving messages and information in written, oral, and visual formats in a clear and concise way for a complete understanding of meaning and intent.
Problem Solving: Gathers and analyzes information to generate and evaluate potential solutions to problems, issues and challenges while weighing the accuracy and relevance of the facts, data and information.
Establish Focus: The ability to develop and communicate goals in support of the business' mission.
Integrity: Gains the trust of others by taking responsibility for own actions and telling the truth.
Negotiation: Effectively exploring alternatives and positions to reach outcomes that gain the support and acceptance of all parties.
Business Acumen: Understands and is aware of how to think about and successfully make the right business decisions through the utilization of industry-specific knowledge and skills and strategic thinking tools and skills.
Vision & Strategy: Takes a long-term view and builds a shared vision with others while positioning the organization for future success by identifying new opportunities, formulating objectives and priorities, and implementing plans consistent with the long-term interest of the organization in a global environment.
The physical demands described here are representative of those that must be met by an associate to successfully perform the major job responsibilities (essential functions) of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the major job responsibilities. This job description is not intended to be an exhaustive list of all duties, responsibilities, or qualifications associated with the job.
While performing the duties of this job, the associate is:
Regularly required to use hands to finger, handle or feel objects, tools or controls, and reach with hands or arms.
Regularly required to talk or hear and read instructions on a computer monitor and/or printed on paper.
Occasionally required to stand, kneel or stoop, and lift and/or move up to 30+ pounds.
Regularly required to view items at an extremely close range and must be able to adjust and readjust focus.
Occasionally: Job requires this activity up to 33% of the time
Frequently: Job requires this activity between 33% - 66% of the time
Regularly: Job requires this activity more than 66% of the time
As an Inmar Associate, you:
Put clients first and consistently display a positive attitude and behaviors that demonstrate an awareness and willingness to listen and respond to clients in order to meet their short-term and long-term needs, requirements and exceed their expectations.
Treat clients and teammates with courtesy, consideration and tact; you also have the ability to perceive the needs of internal and external clients and communicate effectively with the objective of delighting and retaining the client.
Build collaborative relationships and work cooperatively with others, inside and outside the organization, to accomplish objectives, develop and maintain mutually beneficial partnerships, leverage information and achieve results.
Set and attain achievable, yet aggressive, goals with a sense of urgency and accountability.
Understand that results are important and focus on turning mission into action to achieve results following the principles of Flawless Execution while consistently complying with quality, service and productivity standards to meet deadlines and exceed expectations by giving our clients the best possible outcome.
Support a safe work environment by following safety rules and regulations and reporting all safety hazards.
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