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, contribute to training and educational programs for clients and sales teams, and 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 for targeted products and programs, and serve as a subject matter expert integrated into the territory. The role leads territory planning and sales strategy, develops relationships with customers and targeted accounts, drives Medline brand strategy, and coordinates with cross-functional stakeholders. It oversees sales performance, profitability, pricing, proposals, and RFP responses, while providing clinical expertise to the sales team. The position also develops team effectiveness through coaching, reviews, training, and performance accountability, and manages reporting and other administrative responsibilities. The role typically oversees professional employees or teams, or manages non-professional employees through supervisors. Responsibilities include day-to-day group operations, interpreting and implementing policies, providing staff guidelines, hiring and developing staff, conducting performance reviews, assigning work, and ensuring consistent application of organizational policies. The position may have limited budgetary responsibility and generally contributes to budgetary impact. The position requires travel by car and plane for business within and outside the state. The work environment includes office settings and medical facilities; non-traditional hours may be required for in-services, including weekends and multiple work shifts.
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.
- 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.
- 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 establish processes for targeting and accountability for customer system integration.
- Develop business plans and sales strategies to drive Medline brand sales growth and AGM growth in 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, and competitive pricing for 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, providing clinical expertise to the Sales team in preparing proposals and presentations.
- Drive clinical sales team accountability through effective CRM pipeline and opportunity management for targeted products and programs.
- Conduct reviews with Sales Representatives to improve communication, understand training and development needs, and improve sales and activity performance.
- Complete administrative tasks and required reporting in a timely manner, including pricing, sales and activity reports, corporate communication, representative expenses, and SPA approval and compliance policies.
- Manage day-to-day operations of a group of employees and provide staff guidance.
- Interpret and execute policies for departments or projects, 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
- Employee Assistance Program access for employees working less than 30 hours per week on average
- Employee Resource Groups for employees working less than 30 hours per week on average
- Employee Service Corp access 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
