Sales Representative - OR Products

JOB SUMMARY:

The successful candidate must be able to demonstrate a strong understanding of driving business growth.  Responsible for selling that drives new sales of medical OR products lines, custom kits, surgical gloves, surgical gowns, surgical drapes, surgical masks, positioner products, and fluid management to the Acute Care marketplace in the assigned region, as well as increasing business within existing accounts. 

This highly visible position, reporting directly to the Region Director, is responsible for meeting and exceeding sales goals by advancing high quality medical solutions utilizing a solution-based sales model. 

Territory: Territories include but are not limited to San Francisco, Oakland, Richmond, Santa Rosa, Napa, Sonoma, Walnut Creek, Monterey, Gilroy, and Santa Clara Valley. Ideal candidate location is in the San Francisco Bay Area or San Jose, CA.

RESPONSIBILITIES:

• Driving sales to achieve sales goals across assigned product categories within assigned geography
• Collaborating with regionally aligned account executives to drive incremental revenue and achieve target sales goals within the context of the overall account strategy
• Identifying, qualifying, preparing, and executing effective sales strategies that maintain the existing base of business and support the close of competitive business and revenue growth opportunities
• Building consultative relationships with clinicians, supply chain partners and end users while maintaining positive working relationships with Distribution and GPO partners
• Developing mastery of all products and sales applications by demonstrating ongoing competency
• Presenting proposals, negotiating pricing and effectively differentiating product offerings
• Completing conversions and in-servicing, which includes demonstrating product applications, functionality and use – (occasional night shifts)
• Assisting customers with backorders and other related service issues when they cannot be resolved by the customer service team
• Effectively utilizing and updating sales tools to accurately address trends in existing base of business, create call strategies, and to manage territory and strategic business plans
• Leading territory opportunity development and activities that translate to accurate monthly, quarterly, and annual projections
• Completing all administrative requirements in a timely and comprehensive manner (expenses, compliance, salesforce.com, as directed)
• Maintaining and documenting required activity level – following established guidelines for number of calls / day, # products presented /account, and # contacts/account
• Educating buyers and promoting Cardinal’s products through participation in sales meetings, training programs, conventions, and trade shows
• Demonstrating behaviors that enable effective product sales
• Meeting and maintaining the requirements of all key vendor credentialing entities
• Maintaining knowledge of the current industry / competitive landscape including, GPOs, healthcare economics, reimbursement, competitors and competitive products etc.
• Fostering productive relationships with Marketing, Customer Service, and other key internal stakeholder groups
• Resolving customer complaints in accordance with company policy, and advising sales management promptly of any situation beyond the Sales Representative’s authority

QUALIFICATIONS:

• Bachelor’s Degree Preferred
• Two years of documented outside sales success in a competitive, sophisticated environment (complex capital or tangible products including medical/surgical, copiers, payroll solutions, information systems) preferred
• Experience working in a hospital setting or clinical setting preferred
• Documented history of exceeding customer expectations preferred
• Ability to understand complex contracting and develop sound financial business case
• Strong computer acumen and business application
• Strong verbal, written and interpersonal communication skills
• Valid Driver's License
• Ability to travel domestically and within region often involving overnight stays and stays up to one week in duration
• Customer/Vendor credentialing is required (this may include vaccinations). More details will be provided if you are selected for an interview

Anticipated pay range: $121,900 - $150,835 (includes targeted variable pay)

Bonus eligible: Yes

Benefits: Cardinal Health offers a wide variety of benefits and programs to support health and well-being.

• Medical, dental and vision coverage
• Paid time off plan
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