Front Line Care Sales Manager
About The Position
Manage the development and performance of specialty sales activities in an assigned territory. Establish plans and strategies to expand the customer base and contribute to training and educational programs for clients and sales teams. Develop high-level clinical relationships with clinical leadership within assigned IDNs/PV deals. Hold the clinical sales team accountable for effective pipeline and opportunity management using targeted products and programs, and serve as a subject matter expert integrated into the territory. The role includes strategic planning and market development, building customer relationships, overseeing sales and profitability, developing the clinical sales team, and managing administrative responsibilities. It typically oversees professional employees or teams, or manages non-professional employees through supervisors. Responsibilities may include day-to-day team operations, limited budgetary responsibility, policy implementation, and hiring, performance reviews, training, work assignment, and workforce planning. The position involves travel by car and plane for business within and outside the state. The work environment includes an office setting and medical facilities. Non-traditional hours, including weekends and multiple work shifts, may be required for in-services. The position is bonus and/or incentive eligible. Medline offers a competitive total rewards package, continuing education and training, and career growth potential.
Requirements
- Bachelor’s degree and at least 5 years of clinical sales experience, or at least 7 years of clinical sales experience.
- At least 1 year of field trainer experience.
- Demonstrated understanding of customer and market dynamics and requirements, including Supplier Relationship Management.
- 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.
- Customer service skills to ensure customers have a positive experience from start to finish.
- Time management skills to meet sales targets.
- Financial acumen to understand financial aspects and manage contract figures.
- Proficiency with Microsoft products.
- Exposure to and use of Customer Relationship Management (CRM) software.
- Ability to travel by car and plane for business within and outside the state.
Responsibilities
- Strategically target opportunities and launch processes for customer system integration and accountability.
- Develop business plans and sales strategies to drive Medline brand sales growth and AGM growth for the market.
- Initiate and coordinate action plans to penetrate new markets.
- Develop key relationships within targeted IDNs/PV deals.
- Develop and implement marketing plans as needed.
- Cultivate and maintain high-level clinical customer relationships; 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.
- Drive sales and improve profitability.
- Ensure timely, accurate, competitive pricing on prospect applications submitted for pricing and approval while striving to maintain maximum profit margin.
- Maintain records of pricing, sales, and activity reports submitted by Sales Representatives.
- Oversee and present proposal presentations and RFP responses; provide clinical expertise to the Sales team in preparing proposals and presentations.
- Drive accountability across the clinical sales team through effective pipeline and opportunity management in CRM for targeted products and programs.
- Conduct reviews with Sales Representatives to improve communication, identify training and development needs, and improve sales and activity performance.
- Manage administrative tasks and required reporting, corporate communications, representative expenses, SPA approval, and compliance policies.
- Oversee day-to-day operations of a group of employees and provide staff guidelines and parameters.
- Interpret and execute department or project policies and develop, recommend, and implement new or modified policies.
- Hire staff, recommend pay increases, conduct performance reviews, train and develop staff, estimate personnel needs, assign work, meet completion dates, and ensure consistent application of organizational policies.
Benefits
- Competitive total rewards package
- Continuing education and training
- Health insurance
- Life insurance
- Disability insurance
- 401(k) contributions
- Paid time off
- Access to the Employee Assistance Program, Employee Resource Groups, and the Employee Service Corp for employees working less than 30 hours per week on average
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What This Job Offers
Job Type
Full-time
Career Level
Manager
