Job Summary

Execute sales strategies that drive overall achievement of sales targets. Represent the division to the Medline sales force as product expert primarily to IDN and/or corporate accounts. Sales cycle accountability focused on unearthing opportunities and closing deals. Lead sales team and initiatives with targeting, pitching, in-servicing and supporting conversions, pitch the product line, set up trials, conduct trials, conduct post-trial reviews and implementation.

Job Description

Responsibilities:

Sales Responsibility

Manage large bids and business submissions; prepare for larger customer or IDN visit presentations.
Execute sales strategies that drive overall achievement of sales targets.
Drive sales pipeline; grow and retain existing accounts by presenting new solutions, products and services.
Develop target lists of potential accounts and prospect to develop new business opportunities.
May be responsible for closing sales deals by working directly with account and securing a signed contract.
Responsible for providing updates and being lead liaison between supporting Field Sales teams and Market Directors.

Research & Planning / Business Review

Key role working directly with Medline Sales Leaders to manage/set overall key strategy and go-to-market approaches.
Conduct and deliver business review in partnership with Division Product Management.
Guide Medline Sales and Product Management teams in utilizing the business review.
Prepare and present business review/plan to Medline teams to assure plan is feasible within cost, time, and environment constraints.
Train Medline teams to prepare and present customer needs plan to assure plan is feasible, within cost, time, and environment constraints.
Produce competitive analysis materials comparing product with its key competitors by working with the PM team in the division.

Customer Engagement

Primarily at a Senior Executive level, prepare and present technical/clinical proposals on how Medline's products can meet customer needs and how they can be effectively integrated and implemented.
Present new solutions, products and services to clients.
Maintain relationships with key decision-makers and external customer key stakeholders to obtain and provide feedback to the Division on the needs of customers and supporting specialists.
Deliver in depth presentations and product demonstrations to clients and sales representatives. Identify potential customer objections to product conversions and develop plan for objection handling.

Program Execution / Implementation

Plan for and project manage all phases from program creation, trial support and through implementation.
Key contact for Medline sales reps with questions via email, phone calls or in person.
May receive requests directly from customer.
Will have a continuing role in customer support to address clients’ issues in the usage of organizational products/services.
Primary point of escalation and may oversee specialist-led product conversion & implementations.

Education / Inservice

Accountable for resolution of complaints and service issues.

Product Development

Provide overview on how a product should be positioned and opportunities for innovation.
Conduct market research and identify and track market trends that affect sales, service and product development.
Provide feedback and recommendations for product improvement, and potential new products with appropriate departments.
Identify trends with requests and information via interactions with sales to determine market needs and potential innovations. Measure Results / Utilization Review Accountable for resolution of complaints and service issues. Product Expertise / Industry Knowledge As a recognized as a product expert within the organization and in the industry, serve as technical/product expert to contribute to the development of technical presentations and product strategy. Represent Medline at industry events as a thought leader. Demonstrate industry knowledge on the current practices, research, and professional norms for specific markets and specializations. Present at local or national professional organizations. May provide regular oversight to others on the Product Sales team.

Requirements:

Education

Bachelor's degree in a business or clinical field.

Work Experience

At least 7 years overall experience in product management, product development or sales to include at least 4 years of product sales experience.

Knowledge / Skills / Abilities

Demonstrated ability to execute sales marketing strategies and tactics.
In depth knowledge of products, customers and market needs
Experience diagnosing, isolating, and resolving complex issues and recommending and implementing strategies to resolve problems.
Ability to analyze market trends to effectively develop presentations, provide recommendations and business forecasting.
Demonstrated ability working with cross-functional teams to identify and implement solutions to complex problems.
Skill and ability presenting to senior management or C-suite with the purpose of influencing company or client decisions.
Communications planning and implementation experience (including the ability to integrate and coordinate various elements into an actionable plan).
Proficient in MS Office (Work, Excel, PowerPoint).
Position generally requires travel at least 50% of the time for business purposes (within state and out of state).
Environment includes office setting and medical facilities.
Position may require non-traditional work hours during in-services (ex. weekends, multiple work shifts).

Preferred Requirements:

Experience taking charge of a situation, team or project.
Presenting and reporting on project plans and cost benefit analyses to appropriate stakeholders, executives and senior management.
Experience working with cross-functional teams and facilitating teams to identify and implement solutions to complex problems.

Medline Industries, LP, and its subsidiaries, offer a competitive total rewards package, continuing education & training, and tremendous potential with a growing worldwide organization.

The anticipated salary range for this position:

$115,440.00 - $173,160.00 Annual

This salary range is an estimate and the actual salary will vary based on applicant’s location, education, experience, skills, and abilities. This role is bonus and/or incentive eligible. Medline will not pay less than the applicable minimum wage or salary threshold.

Our benefit package includes health insurance, life and disability, 401(k) contributions, paid time off, etc., for employees working 30 or more hours per week on average. For a more comprehensive list of our benefits please click here. For roles where employees work less than 30 hours per week, benefits include 401(k) contributions as well as access to the Employee Assistance Program, Employee Resource Groups and the Employee Service Corp.

Every day, we’re focused on building a more diverse and inclusive company, one that recognizes, values and respects the differences we all bring to the workplace. From doing what’s right to delivering business results, together, we’re better. Explore our Diversity, Equity and Inclusion page here.

Medline Industries, LP is an equal opportunity employer. Medline evaluates qualified applicants without regard to race, color, religion, gender, national origin, age, sexual orientation, gender identity or expression, protected veteran status, disability/handicap status or any other legally protected characteristic.