Advanced Product Sales Specialist

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, p