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Healthcare Account Representative - San Francisco (East Bay), CA

Date: Feb 8, 2019

Location: BURLINGAME, CA, US, 940102410

Company: Grainger

Company Overview

Grainger is a broad line, business-to-business distributor of maintenance, repair and operating (MRO) supplies and other related products and services. More than 3.2 million businesses and institutions worldwide rely on Grainger for products such as safety gloves, ladders, motors and janitorial supplies, along with services like inventory management and technical support. These customers represent a broad collection of industries including commercial, government, healthcare and manufacturing. They place orders online, on mobile devices, through sales representatives, over the phone and at local branches. Approximately 5,000 suppliers provide Grainger with more than 1.6 million products stocked in Grainger’s distribution centers and branches worldwide.

 

Position Description

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The Healthcare Account Representative (HCAR) is an outside sales role. This person is responsible for penetrating all assigned accounts and developing relationships to achieve profitable revenue growth within his/her assigned geography.  The HCAR partners with established sales and service teams and Health System owners to grow sales among approximately 40-70 acute and non-acute healthcare customers. The compensation is tied to the ability to achieve or exceed established sales targets and other sales tasks. The HCAR will make 3-5 quality, revenue generating calls per day. The HCAR is required to make decisions influencing sales and growth of the health systems.

  • Maintain a strong understanding of GPO Contracts and benefits to customers
  • Gain a working knowledge of healthcare initiatives
  • Execute on Strategic Health System Plan created by HSSM or Sr AM
  • Work with key departments of Facilities, EVS, Infection Control and Safety/Emergency Preparedness
  • Determine, prepare and present the appropriate “Grainger Value Proposition” to each account and review how Grainger can add value and help with each account’s purchasing needs.
  • Create a CSG plan that maximizes time in the field and ensures you are delivering and executing a sales plan that meets or exceeds stated performance targets.
  • Consistently maintain account and customer contact and record follow up details in Salesforce.
  • Execute on Plan to Win.  Touch every customer, expand contacts, and sell value
  • Proactively drive sales with each account while utilizing a wide array of available communication channels to maximize revenue.
  • Be timely and responsive to customers’ real-time needs.
  • Grow revenue to stated thresholds.
  • Achieve or exceed stated metrics of daily calls, customer face time minutes, etc.
  • Regularly exercise independent judgment and discretion when interacting with all accounts and determining product and service offerings.
  • Effectively use quantitative skills to report accurate information on overall results of customer interactions.
  • Understand buying decisions, buying processes and cash flow dynamics of aligned customers.
  • Understand and use basic selling techniques: open, probe, presentation, over-coming objections.
  • Identify opportunities, negotiate and manage sales; manage business needs and cost requirements.
  • Understand, apply and synthesize data/information regarding customers and account package.

Position Requirements:

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  • 1-3 years of sales or relationship building experience.
  • Excellent presentation, verbal and written communication skills.
  • High integrity in all business dealings.
  • Strong time management and organizational skills.
  • High School Diploma or GED, two or four year degree preferred.
  • A valid driver’s license.
  • Ability to travel and have occasional overnights (dependent on territory).

EEOC Statement

Grainger is an Equal Opportunity Workplace and an Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status.


Job Segment: Sales Rep, Outside Sales, Technical Support, Sales, Technology

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