National Account Director, Retail Product Sales

Job Summary

Drive execution of sales plans through pre-sales and/or post-sales technical consulting activities. Translate division sales strategy into action. Key leader in the development of the future product and services extensions and enhancements and marketing strategy. Drive, and be accountable for, high-level sales management relationship building. Manage the product expert team and resources focused on Medline’s product portfolio and related sales initiatives.

Job Description

Responsibilities:

Sales Partnership

• Establish overall key strategy and go-to-market approaches with Medline Sales Leaders.

• Communicate regularly sales partners to target and strategize current and future opportunities.

• Reinforce division strategic direction to the sales specialist team with weekly check ins, goal setting, objection handling, personal & professional, advice, and pipeline management.

• Develop and implement plans and objectives; evaluate progress and outcomes.

• Drive overall achievement of sales targets by managing the sales pipeline and growing and retaining existing accounts by presenting new solutions, products and services.

• Lead sales team and initiatives through all sales phases.

• Encourage and manage open communication between Product, Sales and Specialist teams.

Research & Planning / Business Review

• Oversee delivery of business reviews in partnership with Division Product Management.

• Ensure all materials and resources are available for Medline teams to prepare and present customer needs plan which are feasible, within cost, time, and environment constraints.

• Oversee development and delivery of competitive analysis materials and presentation.

Customer Engagement

• Accountable for team’s overall customer engagement; ensure teams has the necessary tools, resources and knowledge to positively engage customer and to support sales efforts.

• Foster positive relationships with key decision-makers and external customer key stakeholders to influence sales initiatives.

• Own all issue and problem resolution; ensure Specialist team and partner divisions deliver solutions.

• Determine if additional training & education is required. Ensure teams understand customer's business and analyze customer's system and product needs.

Program Execution / Implementation

• Highest point of escalation and face of specialist team when conflict resolution required.

• Oversee implementation of specialist-led product conversion & implementations.

• Plan for and manage multiple initiatives for program creation, trial support and implementation.

Product Development

• For the Specialist team, identify product positioning and innovation opportunities.

• Oversee market research to identify and track market trends that affect sales, service and product development.

• Ensure transfer of feedback for product improvement, and potential new products with appropriate departments.

• Attend key customer conventions when requested to further expand the business and to represent Medline.

Management Responsibilities

• Typically manages through multiple Managers

• Provide leadership and management to one or more major departments of an operating unit or to a department that has system-wide accountability

• Strategic, tactical and operational planning (12 + months) for the function or department

• Direct budgetary responsibility for one or more departments, functions or major projects/programs

• Interpret and execute policies for departments/projects; develop, recommend and implement new policies or modifications to existing policies

• Hiring staff, recommending pay increases, performing performance reviews, training and development of staff, estimating personnel needs, assigning work, meeting completion dates, interpreting and ensuring consistent application of organizational policies

Minimum Job Requirements:

Education

• Bachelor's degree in a business or clinical field.

Work Experience

• At least 8 years overall experience in product management, product development or sales to include at least 4 years of product sales experience.

• At least 4 years of experience directly managing sales professionals including hiring, developing, motivating, and directing people as they work.

Knowledge / Skills / Abilities

• Demonstrated ability to execute sales marketing strategies