Steelcase Regional Healthcare Account Manager in Indianapolis, Indiana

Tracking Code 000000006165 Job Description High-performance healthcare sales professional achieving Steelcase Healthcare Vertical Market Sales Goals. This position is a career healthcare sale s professional. Must have demonstrated outstanding selling ability and has a sustained record of sales achievement preferably but not exclusively in healthcare sales. The role requires experience and confidence to call on clinical decision makers. Position requires complete knowledge of the organization s policies, products and services. Role is accountable for achieving top line healthcare vertical revenue goals through our distribution network. * RHM owns 5 to 10 healthcare accounts or targeted IDNs (leads a team) * Healthcare Account Strategy and execution with local team (peers and dealers) in place. * Monthly strategy cadence review. * Owns the clinical opportunities within account. Exam, Patient Room, Waiting Areas, Treatment Spaces, Nurse Clinician Spaces and Nurse Stations. * Orchestrates volume committed contracts tied to Healthcare GPOs. * RHM collaborates with Key focus healthcare dealers * Integrated into QBRs with core dealers. * Accountable for communication cadence for clinical category updates (Steelcase Health) to dealer. * Keep DBM up to speed to key initiatives, programs and opportunities to drive dealer discretionary business for clinical category. * A resource beyond assigned accounts to own and close clinical business with dealer including bringing business to dealer * RHM must influence and Gain AandD specifications * Own 5 to 8 Healthcare AandD firms not covered by WPC * Aligned on strategy with WPC accounts with healthcare studio. Empowered to lean in and or push actions. * RHM creates annual sales plan aligned to national and regional objectives to achieve overall regional healthcare sales goals. * Accelerate key and new product growth * Implement new healthcare programs * Leverage Healthcare GPO relationships * Align broader regional team around annual plan The RHM is considered the healthcare business and clinical expert. Must have a working knowledge of healthcare trends and issues including the ability to apply research and insights for both administrative and clinical spaces, understand how to leverage our GPO relationships with hospital supply chain, secure product specifications through healthcare focused AandD firms, and develop business key business relationships with healthcare client and dealer influencers/leadership. * RHM must have demonstrated capability managing through distribution and complex and longer selling cycles. * RHM must act as designated design, technical or clinical product expert when needed. * RHM provides informal leadership to a selling team (e.g. account managers, dealer sales representatives, etc.) insuring market/account plans are executed and business is secured. Primary Responsibilities Demonstrate a deep understanding of healthcare market, customers and their issues: * Know the customer s current critical success factors and business goals. * Understand the customer s organizational culture, core issues, and their work procedures. * Take an enterprise approach in understanding the client and developing solutions on both operations and administrative sides of acute care market. * Understand how Steelcase Inc. and Steelcase Health (our value proposition) can solve the customer s critical business issues. * Understand how to collaborate with regional sales team and local dealer to address key market and customer opportunities. Builds Sales Plans and Close Business for Assigned Accounts: * Develops Steelcase Healthcare market strategy and executes regional healthcare sales plan with local Steelcase sales management, Steelcase regional team, Sales Category and through dealers to achieve revenue and market objectives. *