Responsible for strategic leadership, sales growth, development and management of Federal and State Government Business in order to maximize VWRs performance for our Healthcare and E&MR segment. Some of the measures for this position will be new contract positions, sales growth, profitability, market share, business commercialization, customer satisfaction, collaboration and leadership across the VWR enterprise.
MAJOR JOB DUTIES AND RESPONSIBILITIES (List in order of importance) Develops, leads and implements a national and regional Federal and State Government strategy for the Healthcare and E&MR Segment. Leads a team to negotiate national and regional agreements through VWRs Contract team, launches and commercializes agreements, drives compliance, establishes national best practices and leads the Government RFP team. Establishes standards for the field to manage VWRs Government business and strategy, trains and leads the field and internal VWR team on how to optimize compliance and performance. Works closely with all VWR stakeholders including Segment Leaders, Business Development Teams, Sales, Sales Management, Operations, Pricing, Legal, Regulatory, Contract Administration, others, and optimizes resources to substantially grow VWRs Government business. Leads the Federal and State Customer Development strategy and business plan. Has a deep knowledge of Customers key performance indicators, market potential, strategic imperatives, future direction, and communicates business plan and progress to internal stakeholders. Performs other duties as assigned.
QUALIFICATIONS (Education/Training, Experience and Certifications) Bachelor's degree or commensurate experience. Post grad preferred MBA or related. 10 years applicable experience and 10+ years leadership experience required. 5 - 10+years of provenGovernment/Corporate Accounts experiencepreferred. Display strong leadership, negotiation, financial and strategic selling skills, ability to conduct discovery, ROI development, presentation skills, sales cycle management, tactical planning and closing new business. Proven ability to develop and foster relationships with customer executive teams. Demonstrated problem-solving capacity and the ability to be timely and responsive Verifiable successful negotiation and consultative sales experience calling on CEO, COO, CFO, CMO level executives Established existing relationships with key GPO andC-suite executives History of building and maintaining strong positive business relationships at all decision levels
KNOWLEDGE SKILLS AND ABILITIES (Those necessary to perform the job competently) Clearly demonstrated strengths in persuasion, contract interpretation and negotiation, oral/written communications, analytical skills and sales presentation skills. Exceptional leadership, communication and interpersonal skills, and demonstrated ability to work across functions and at all organization levels. Takes initiative, delivers on commitments, accepts responsibility; protects confidentiality; respectfully voices concerns, and is a change agent. Exhibits collaborative leadership skills, anticipates customer needs & initiates communication and service in a timely manner; exceeds customer expectations at all times. Communicates verbal & written information in a clear, concise manner; invites contact and listens with respect; responds to voice and e-mail in a timely manner. Possesses current industry & job knowledge; is organized & efficient; demonstrates effective time management & multi-tasking skills; makes decisions in a timely manner. Ability to understand individual customer operations, strategic plans and financial measures. Possesses solid contract negotiation and contractingskills Ability to travel 50%+ of the time Computer Knowledge (Microsoft Office)
ENVIRONMENTAL WORKING CONDITIONS & PHYSICAL EFFORT (Under Typical Positions)
Typically works in an office with adequate lighting and ventilation and a normal range of temperature and noise level.
Work assignments are diversified. Examples of past precedent are used to resolve work problems. New alternatives may be developed to resolve problems.
A frequent volume of work and deadlines impose strain on routine basis.
Physical effort, due to travel, may be required. Work is sometimes sedentary but does require walking, standing, bending, reaching, lifting or carrying objects that typically weigh less than 10 lbs.
Travel estimated 50%-75%.
The above statements are intended to describe the general nature and level of work being performed by employees assigned to this classification. They are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required of employees assigned to this position.
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