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.
Job Description
POSITION SUMMARY
This role will focus on developing new business in the adjacent healthcare market in UK, Ireland and Nordics with regional as well as national distributor partners. The main responsibility is to manage the commercial strategy for the Adjacent Healthcare segment (including dental emergency services, veterinary, primary care, aged care, agricultural, pharmacy) as well as all sales activities necessary to provide full service, including education and product guidance to distributors and end-users in cooperation with marketing & the back-office team to achieve the sales and GP objectives.
The Business Development Manager is expected to:
- Lead the development, implementation and monitoring of the strategic plans
- Grow and manage the assigned distributor partnerships
He/she will be required to work in collaboration with marketing to develop the strategic and tactical plans and programs to achieve the business objectives for the respective markets. This will be achieved by direct management of the distributors based in the region.
The Business Development Manager will be critical to the further expansion of the O&M Halyard portfolio by actively being involved in seeking additional opportunities to drive further penetration of existing portfolio as well as seeking additional distribution opportunities in the region. He/she will be responsible for attaining or exceeding profit objectives, market penetration, and product category volumes, through leadership and development of the market.
ESSENTIAL JOB FUNCTIONS:
- To achieve the Sales revenue and Gross Profit targets set for the Adjacent HealthCare business.
- Develop a commercial strategy to grow new business within the Adjacent HealthCare segment in the assigned territory.
- Develop a network of key distributors and work with structured distributor management plans focused on the best profitable opportunities
- Link new partnerships up with portfolio solutions and attractive value propositions, to address new market opportunities and introduce new revenue streams
- Drive the implementation of the specific business strategies and tactical plans (including marketing, sales promotions, training and other reseller related support) by distributor to achieve the targets set
- Set objectives for the specific distributors and assess their performance on a regular basis by leading quarterly business reviews to ensure ongoing alignment and performance to the plan
- Negotiate pricing with distributors and ensure contracts are in place & renewed on a timely basis
- Present and lobby for the Halyard product and service solutions with all relevant key decision makers within the distributor network as well as with targeted key accounts
- Train distributors on the adequate usage of the Halyard products and co-travel with distributors to accelerate new business conversions.
- Drive service and education with customers to differentiate Halyard products and services from competition
- Identifying market development opportunities for the respective categories. Working with the support teams to ensure these options are dimensioned to create value for the overall business.
- To document and update business opportunities, customer contact details, action plans and progress of related activities in the CRM system on a regular basis.
- Drive a high-performance culture by setting demanding and challenging personal and business objectives, while working with the O&M Halyard business and performance management systems to measure progress towards objectives
- Observe and communicate competitor activity to the organisation and build a solid base of market intelligence regarding the adjacent care segment
- Collaborate with Supply Chain for accurate demand planning and S&OP
EDUCATION & EXPERIENCE REQUIRED:
- Bachelor's degree, degree in Business Management, Marketing, or Science
- At least 10 years of successful business experience in a B-to-B commercial sales role
- Prior/current Business Development / Distributor Management experience required
- Experience in the adjacent care segment required in dental, veterinary, primary care and/or aged care
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 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 English
- Prepared to frequently travel within UK, Ireland and Nordics up to 60% of the time
- Excellent skills in Excel, Word, PowerPoint, and Outlook are required as well as CRM Salesforce.com
KEY COMPETENCIES:
- Must have a flexible approach to work and be capable of handling multiple priorities in a fast paced environment.
- Strong attention to detail with a high degree of accuracy and excellent organizational and communication skills.
- Ability to work with and empathies with colleagues and customers from varied backgrounds and cultures
- Must actively demonstrate Owens & Minor’s core values:
- Integrity
- Development
- Excellence
- Accountability
- Listening
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