Sales Rep State and Local Government

Medline • Columbia, MD

6d

About The Position

Drive sales growth and overall profitability in assigned product categories by working with Medline’s sales force to grow targeted accounts. Manage the assigned territory through field sales activities, including territory analysis, geographic coverage, account management, prospecting, and new product evaluations. Respond to opportunities within the territory and collaborate with account-assigned sales representatives to close sales. Prepare and present clinical or technical proposals explaining how Medline products can meet customer needs and integrate with customer systems and equipment. The employee must live near the Baltimore, Maryland, or Washington, D.C., area.

Serve as the product specialist for the territory, developing and presenting proposals and systems solutions, closing complex technical sales, and supporting Medline sales representatives. Build relationships with prospective and current customers, clinicians, physicians, hospital contacts, and industry influencers. Lead product evaluations, implementations, customer in-services, and technical training. Track sales performance, report on account conditions and customer needs, maintain customer records, and manage expenses, samples, and accounts-receivable issues. The role involves travel within and outside the state, including driving a car for 80% of each workday. The work environment includes offices and medical facilities, and non-traditional hours may be required for in-services.

Requirements

• Bachelor’s degree and at least 2 years of quota-based sales experience involving cold calling and commissioned, full-cycle sales; alternatively, at least 5 years of such sales experience without the degree requirement.
• At least 2 years of tangible product sales and account management experience.
• Demonstrated record of sales growth and quota attainment.
• Ability to identify, connect with, build consensus, and close new business.
• Ability to organize and clearly communicate clinical and/or technical information.
• Ability to work with minimal supervision in a detail-focused, results-oriented environment.
• Strong communication and relationship-building skills.
• Customer service skills to support a positive customer experience.
• Time-management skills to meet sales targets.
• Financial acumen to understand financial matters and manage contract figures.
• Proficiency with Microsoft products.
• Exposure to and use of customer relationship management (CRM) software.
• Ability to drive a car and travel in it for 80% of each workday, including travel within and outside the state.
• Must live near the Baltimore, Maryland, or Washington, D.C., area.

Responsibilities

• Participate in division product and market strategy, competitive analyses, and research and development requirements.
• Ensure sales plans, strategies, objectives, policies, and procedures align with corporate sales and marketing objectives.
• Develop and implement sales tools and programs.
• Develop and maintain knowledge of assigned accounts, including decision makers, department structures, products in use, competitors, and product processes and programs.
• Act as the product specialist for the assigned territory and develop and present sales proposals and systems solutions to close complex technical sales.
• Stay current on product specifications, service programs, competitive activity, product and clinical knowledge, market conditions, industry practices, regulations, and developments.
• Support Medline sales representatives by responding to questions by email, phone, or in person.
• Provide management with oral and written reports on customer needs, problems, interests, competitive activity, and opportunities for new products and services.
• Work with Medline sales managers to promote sales goals and initiatives and build partnerships with the sales team and external customers.
• Establish and maintain relationships with prospective and current customers to develop new sales in the assigned territory or market segment.
• Interact with clinicians to communicate product choices and conduct product evaluations, trials, and in-services.
• Develop and maintain relationships with physicians, clinicians, hospital contacts, and industry influencers while meeting customer needs and corporate objectives.
• Resolve customer problems and complaints.
• Collaborate with the territory sales team to create and deliver product-line presentations to decision makers; educate customers about industry trends and regulations and address their concerns.
• Lead customer product evaluations and implementations; conduct customer in-services and technical training; and develop product training and resource materials.
• Monitor and analyze quality questions and customer complaints, troubleshoot issues, and follow up with customers and sales representatives after evaluations and implementations.
• Negotiate and conduct periodic customer reviews to secure and grow established business.
• Track sales performance against objectives and report results to management.
• Provide timely reporting and analysis of account business conditions and distribute monthly and specialized reports on contracts, programs, and focus areas.
• Maintain customer records in automated systems, manage expense and sample accounts, and respond to accounts-receivable issues.
• Travel within and outside the state for business and drive a car for 80% of each workday.

Benefits

• Health insurance
• Life insurance
• Disability insurance
• 401(k) contributions
• Paid time off
• Employee Assistance Program access for employees working fewer than 30 hours per week on average
• Employee Resource Groups for employees working fewer than 30 hours per week on average
• Employee Service Corp access for employees working fewer than 30 hours per week on average

What This Job Offers

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