Front Line Care Sales Manager

Medline • Denver, CO

4d

About The Position

The Front Line Care Sales Manager manages the development and performance of specialty sales activities in an assigned territory. The role establishes plans and strategies to expand the customer base, contributes to training and educational programs for clients and sales teams, develops high-level clinical relationships within assigned IDNs/PV deals, and serves as an integrated subject matter expert in the territory.

The manager drives sales growth and profitability by identifying opportunities, developing business and marketing plans, penetrating new markets, advancing Medline brand sales and AGM growth, and maintaining key customer relationships. The role oversees proposal presentations and RFP responses, provides clinical expertise to the sales team, and ensures effective pricing and opportunity management.

The position also develops team performance through coaching, reviews, training, and accountability for pipeline management. It includes administrative responsibilities such as reporting, corporate communications, expense management, SPA approvals, and compliance. The manager typically oversees professional employees or teams, or manages non-professional employees through supervisors, and may have limited budgetary responsibility.

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.
• Strong communication skills to communicate effectively 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 purposes, both within and outside the state.

Responsibilities

• Strategically target opportunities and establish processes for targeting and customer-system integration accountability.
• 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 high-level clinical customer relationships and 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 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 CRM pipeline and opportunity management for targeted products and programs.
• Conduct reviews with Sales Representatives to improve communication, identify training and development needs, and support improved sales and activity performance.
• Complete administrative tasks and required reporting in a timely manner, including corporate communications, representative expenses, SPA approvals, and compliance policies.
• Manage day-to-day operations of a group of employees; assign work and ensure completion dates are met.
• Hire staff, recommend pay increases, conduct performance reviews, and support staff training and development.
• Estimate personnel needs and interpret and implement organizational policies.
• Interpret, execute, develop, recommend, and implement department or project policies.

Benefits

• Competitive total rewards package
• Continuing education and training
• Health insurance
• Life insurance
• Disability benefits
• 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

What This Job Offers

• Job Type: Full-time
• Career Level: Manager