The National Account Manager is responsible for developing and maintaining business relationships with DSSI supply chain customers serving our provider companies in Senior Living, with primary emphasis on food service suppliers. Key responsibilities are growing revenue associated with the assigned supply chain customers, executing the Direct Supply DSSI strategic vision for removing cost from healthcare, and delivering the DSSI value message to key stakeholders. Success in the role is based on the ability to develop key corporate relationships, strategic new business and compliance opportunities with supply chain customers, resulting in revenue growth for DSSI. In addition, the National Account Manager is responsible for selling all existing and new services and driving the growth of the supply chain network.
Vice President of National Accounts, Supply Chain
Direct Supply is the nation’s leading supplier of equipment and eCommerce systems to Senior Living. Since 1985, we have assembled one of the brightest, hardest-working teams in America. Our high-tech culture is fast paced, and our business continues to grow at an astounding rate year after year. Best of all, we are a Milwaukee-based, 100% employee-owned company that offers great opportunities for ambitious, motivated people.
Strategic Business Unit:
Direct Supply DSSI is an online purchasing and reporting system for Senior Living corporations that provides a single source for automated procurement and spend management, which in turn drives purchasing compliance and optimized efficiency.
Major Duties & Responsibilities
Develop and maintain long-term business relationships with existing and prospective customers.
Proactively develop plans to optimize each customer’s DSSI experience.
Create and execute formal sales plans for each assigned account.
Meet or exceed assigned revenue goals and targets.
Maintain a suitable pipeline for all opportunities and utilize CRM to document opportunities.
Sell all services to our customers, engaging various groups as needed to complete the sale.
Identify new revenue opportunities with customers for professional services.
Design and deliver effective sales and value proposition presentations.
Perform business reviews with key decision makers to provide insight into the opportunities, savings and the value DSSI delivers.
Learn, understand, document, demonstrate and teach our key accounts’ internal culture including policies and procedures, communication preferences, political sensitivities, etc.
Work closely with the National Account Specialist to drive revenue through the addition of new connections to the network and compliance opportunities.
Maintain appropriate contract documentation, marketing and sales materials.
Learn, understand and contribute to the existing sales library to maintain and enhance the resource center for all sales and marketing materials.
Ensure our customers are committed to providing resources to enhance the DSSI Network.
Strengthen DSSI’s presence in the industry and with the supply chain customer base by presenting DSSI products at conferences and contacts.
Adhere to, support and become an expert at the strategic selling process as well as confidentiality agreements.
Ensure supply chain partners remain active in the DSSI community through participation in subcommittees and events.
Be a Direct Supply ambassador at all times.
Required Knowledge, Skills & Abilities
Bachelor’s degree required, preferably in a technical field, or equivalent combination of education and experience
7+ years of business-to-business technology sales experience, with healthcare supply chain knowledge and experience preferred
Experience selling in the food service supply chain (manufacturer, wholesaler, distributor) required
Ability to penetrate assigned accounts at all customer organizational levels and effectively sell to key high-level decision makers (Director, VP, C-Suite)
Strong analytical skills – able to conceptualize trends, participate in a dynamic team, develop solutions and quickly evaluate appropriate strategy given a variety of input
Excellent communication skills, including interpersonal interaction and strong listening skills
Ability to initiate, monitor and manage multiple unrelated projects and activities simultaneously
Track record of meeting or exceeding sales goals
Must be action-oriented and be able to execute duties in a timely manner
Able to travel out-of-state approximately 35%
Direct Supply is an equal opportunity and affirmative action employer committed to a diverse workforce
Yes, 50 % of the Time
Direct Supply - 22 months ago
copy to clipboard