Sr Product Sales Specialist - Personal Care

Job Summary

Medline has an immediate opening for a Sr Product Sales Specialist position within our Personal Care product division! The Sr Product Sales Specialist will execute sales strategies that drive overall achievement of sales targets, and represent the division to the Medline sales force as product expert. This person will display high-level of product and sales ownership through project leadership, product leader partnering, and mentoring new or less experienced product and sales team members. The Sr Product Sales Specialist will also provide sales teams with targeting, pitching the product line, in-servicing and supporting conversions, and own trial set-up, conduct trials, and conduct post-trial reviews and implementation.

Job Description

Responsibilities:

• Drive sales pipeline. Grow and retain existing accounts by presenting new solutions, products and services. Prepare and or participate in larger customer or IDN visit presentations. Develop target lists of potential accounts in cooperation with the sales reps.

• Active role working directly with Medline Sales Leaders to execute overall key strategy and go to market approach. 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.

• 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. In support of the sales team, foster relationships with decision-makers and external customer 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.

• 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. Conduct physical product conversion when divisional support needed. Education / Inservice Develop and conduct customer in-services/technical training. Develop product training and resource materials (tools, resources, presentations, manuals). Monitor and analyze quality questions or customer complaints. Facilitate resolution of complaints and service issues.

• 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.

• Review Works with client to track their metrics and utilization. Track sales forecast targets. Record activity on accounts and help to close deals to meet these targets. Provide updates on key accounts closes, implementation dates and revenue pull through.

• Serve as technical/product expert within the organization to contribute to the development of technical presentations and product strategy. Demonstrate industry knowledge on the current practices, research, and professional norms for specific markets and specializations. Engage professional organizations; attend national, regional, and local industry events.

Required Experience:

Education

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

Work Experience

• At least 4 years product management, product development or sales to include at least 2 years of product sales experience.

• 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-functio