2 days old
2017-12-072018-01-06

Healthcare Government Manager - Midwest Central Region

Herman Miller
Chicago, Detroit, Grand Rapids
  • Job Code
    119381

Healthcare Government Manager - Midwest Central Region-17440

Position Description:

You can make a salary. Or you can make a difference. Or you can work as a Healthcare Government Manager at Herman Miller and make both.


About this Opportunity
As a Healthcare Government Manager, you'll work as part of the Healthcare Sales Team and develop and implement business plans aimed at maintaining/growing sales revenue, market share, and revenue within assigned government accounts for an assigned market, including new products.


What You'll Do
You'll have opportunities to speak up, solve problems, lead others, and be an owner every day as you...

  • Hold accountability for the total sales revenue of government accounts within assigned accounts, including new projects and "flow" business.
  • Act as the key contact with assigned Healthcare Government accounts to cultivate ongoing productive/collaborative customer relationships and influence decisions through the application of consultative selling skills.
  • Conduct all sales activities and processes within the parameters of the Herman Miller Sales process, utilizing the corporate tools and resources provided.
  • Coordinate, review, and recommend pricing for all government bids, RFPs, RFQs, sales proposals and contract submittals for opportunities within assigned accounts, and sign bid documents as appropriate.
  • Develop dealer community capabilities for growing Herman Miller's share of Healthcare Government accounts.
  • Develop and maintain productive business relationships with key specifiers, A D, and customer decision-makers, as well as Herman Miller internal contacts, to provide support, demonstrate design capabilities, schedule client trips, conduct product presentations, and develop facility strategies that will result in desired results.
  • Function as the technical expert on how to prospect, win, and conduct business with government entities at all levels.
  • Implement sales/marketing plans to increase Healthcare Government market share within sales regions.
  • Lead and coordinate the internal/external networks and resources necessary to ensure maximum client coverage/success, achieving annual performance targets (i.e., discounting, revenue, orders, shipments, etc.) and creating a sustainable competitive advantage for Herman Miller within assigned government accounts.
  • Maintain Salesforce (Opportunity Management System) information so the Healthcare Government Sales Team can accurately complete monthly forecasts of expected sales volume by account and by product line.
  • Make regular sales calls on government procurement offices, design commands, civil engineering offices, and other agency offices as necessary to build productive business relationships with key decision-makers, specifiers, and influencers. You will maintain up-to-date client information and provide reports as requested.
  • Manage activities within the assigned expense budget.
  • Perform additional responsibilities as requested to achieve business objectives.
  • Provide timely/accurate order forecasts on a monthly (90 day outlook) basis for anticipated government business activity.
  • Travel 25-50% of the time.


Sound Like You?
You might be just who we’re looking for if you have...

  • A Bachelor's degree in Marketing, Business Administration, or a related field, or an equivalent level of experience.
  • Five years of successful Healthcare-related contract or capital goods selling experience, preferably with major, national, and/or government accounts.
  • Basic knowledge of Herman Miller products, services, and culture, as well as the ability to distinguish Herman Miller products and services from the competition.
  • Advanced selling skills, including qualifying prospects, lead generation, new business development, account penetration, strategic selling, conceptual selling, issues-based selling, consultative selling, negotiation, and contracts (closing) to uncover, understand, and meet the needs of government customers, as well as understand and effectively navigate the government procurement process/structure.
  • Strong organizational and problem-solving skills as well as the ability to collaborate and negotiate with government personnel.
  • Professional attributes that include an assertive work style and projected self-confidence. You'll also need the ability to represent Herman Miller in a professional manner, take initiative to effectively manage your activities to deliver results, and work with/through others to successfully win government business.
  • The ability to work in a fast-paced, changing environment while demonstrating the ability to work well under pressure, manage multiple projects simultaneously, and quickly shift work priorities.
  • A proven ability to meet with and work at all levels of the organization and build long-term relationships with customers and partners (particularly at senior decision-making levels within an organization).
  • Strong verbal, written, and interpersonal communication abilities with a strong emphasis on listening, presenting, and facilitating.
  • High personal performance standards, the ability to continuously learn, a results-oriented work style (i.e., holding yourself accountable for results), a willingness to go to great lengths to resolve any/all issues, and a willingness/ability to access appropriate resources while maintaining a high level of integrity, business ethics, and leadership skills.
  • Financial literacy, business acumen, and an astute understanding of the financial implications of decisions in regard to capital expenditures, cost of ownership models, ROI, leasing, etc.
  • A proven understanding of the dealer environment and the ability to provide leadership to dealers in pursuing customer relationships.
  • The ability to effectively use the office automation, communication, software, and tools currently used in the Herman Miller office environment.
  • The ability to travel as required in support of achieving business objectives.
  • The ability to perform all essential job functions with or without accommodations.


Who We Are
At Herman Miller, our unique culture represents the collective attitudes, ideas, and experiences of the people who work here. We focus on protecting the environment, impacting our communities, exceeding the expectations of our customers through high quality products, and championing diversity in all areas of the business, and together we are on a journey toward a better world. We support the well-being of our employees in and outside of work by providing a variety of opportunities including award-winning work-life integration resources, development programs, complex health and wellness offerings, and much more.

Herman Miller is a globally recognized provider of furnishings and related technologies and services. Headquartered in West Michigan, we have relied on innovative design for over 100 years to solve problems for people wherever they work, live, learn, and heal.


Herman Miller is committed to diversity and inclusion. We are an equal opportunity employer including veterans and people with disabilities.


Schedule: Full-time
Employee Status: Regular
Travel: Yes, 10 % of the Time
Shift: First
Primary Location United States-Illinois-Chicago

Categories

  • Other / Not Specified
  • Healthcare
  • Hospitality
  • Real Estate
  • Retail / Wholesale
  • Sales / Business Development

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Healthcare Government Manager - Midwest Central Region

Herman Miller
Chicago, Detroit, Grand Rapids

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Healthcare Government Manager - Midwest Central Region

Herman Miller
Chicago, Detroit, Grand Rapids

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