Manager Specialty Sales (PDM)

Job Summary

Manage the development and performance of all specialty sales activities in the assigned territory.<br>Establish plans and strategies to expand the customer base and contribute to the development of training and educational programs for clients and sales teams.<br>Develop high-level clinical relationships with clinical leadership within assigned IDNs/PV deals.<br>Hold clinical sales team accountable to effective pipeline and opportunity management with targeted products and programs.<br>Serve as a subject matter expert integrated into the territory.

Job Description

MAJOR RESPONSIBILITIES:

Planning

• Strategically target opportunities. Launch processes for targeting and accountability for customer system integration.
• Develop business plans and sales strategies to drive Medline brand sales growth and AGM growth for the market.
• Initiate and coordinate development of action plans to penetrate new markets.
• Responsible for developing key relationships within targeted IDNs/PV deals.
• Develop and implement marketing plans as needed.

Relationships

• Cultivate and maintain high-level clinical customer relationships and effectively present Medline’s clinical value proposition and solutions.
• Drive Medline brand strategy at each account.
• Collaborate cross-functionally and navigate a complex, matrixed environment with multiple stakeholders.

Sales Oversight

• Drive sales and improve profitability.
• Ensure timely, accurate, competitive pricing on all completed prospect applications submitted for pricing and approval, while striving to maintain maximum profit margin.
• Maintain records of all pricings, sales, and activity reports submitted by Sales Representatives.
• Oversee and present proposal presentations and RFP responses. Provide clinical expertise to Sales team in preparation of proposals and presentations.

Team Development

• Drive accountability across clinical sales team through effective pipeline and opportunity management within CRM with targeted products and programs.
• Conduct reviews with Sales Representatives to build more effective communications, to understand training and development needs, and to provide insight for the improvement of sales and activity performance.

Administrative

• Manage all administrative tasks in a timely manner including required reporting (pricings, sales, and activity reports), Medline corporate communication, Rep expenses, SPA approval and compliance policies, etc.

Management Responsibilities

• Typically oversees professional employees/teams OR manages non-professional employees through Supervisors in manufacturing, distribution or office environments
• Day-to-day operations of a group of employees
• May have limited budgetary responsibility and usually contributes to budgetary impact
• Interpret and execute policies for departments/projects; develop, recommend and implement new policies or modifications to existing policies
• Provide general guidelines and parameters for staff functioning
• 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 and at least 5 years of clinical sales experience OR at least 7 years of clinical sales experience.

Certification / Licensure:

• n/a

Work Experience:

• At least 1 year of field trainer experience.

Knowledge / Skills / Abilities:

• Demonstrated understanding of customer and market dynamics and requirements, including Supplier Relationship Management.
• Proven ability to identify, connect with, build consensus and close new business.
• Ability to negotiate contracts and close deals.
• Communication skills to effectively communicate and build relationships with clients are crucial.
• Customer service skills required to ensure customers have a positive experience from start to finish.
• Time management skills required to meet sales targets.
• Financial acumen needed to understand financial aspects and to manage contract figures.
• Proficiency with Microsoft products.
• Exposure to and use of Customer Relationship Management (CRM) software.
• Position requires travel (car, plane) 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 JOB REQUIREMENTS:

Education:

• None

Certification / Licensure:

• None

Work Experience:

• None

Knowledge / Skills / Abilities:

• None

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:

$134,000.00 - $201,000.00 Annual

The actual salary will vary based on applicant’s location, education, experience, skills, and abilities. This role is bonus and/or incentive eligible. …