Sales Rep State and Local Government

Medline Industries, LP • Washington, DC

1d

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 an assigned territory through field sales activities, including territory analysis, geographic coverage, account management, prospecting, and new product evaluations. The role is called into accounts as opportunities arise and may partner 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 Baltimore, Maryland, or Washington, DC.

Serve as a product specialist for the assigned territory, supporting complex technical sales, sales proposals, product evaluations, implementations, customer training, and follow-up. Build relationships with customers and the sales team, monitor market and competitor activity, report on account conditions, and manage sales performance and administrative responsibilities. The position involves travel within and outside the state, including driving for business purposes for up to 80% of each day. Work takes place in office settings and medical facilities, and non-traditional hours, including weekends or multiple work shifts, may be required for in-services.

Requirements

• A 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 quota-based sales experience.
• 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, and build consensus among prospects and close new business.
• Ability to organize and clearly deliver 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 aspects and manage contract figures.
• Proficiency with Microsoft products.
• Exposure to and experience using Customer Relationship Management (CRM) software.
• Ability to drive and travel by car for business purposes, including travel within and outside the state; the role requires driving for up to 80% of each day.
• Ability to work in office settings and medical facilities, and potentially work non-traditional hours for in-services, including weekends or multiple work shifts.
• Must live near Baltimore, Maryland, or Washington, DC.

Responsibilities

• Participate in division product and market strategy, competitive analysis, and research and development requirements.
• Ensure sales plans, strategies, objectives, policies, and procedures align with broad corporate sales and marketing objectives.
• Develop and implement sales tools and programs.
• Develop and maintain detailed knowledge of accounts, decision makers, department structures, products used, product processes, and competitor offerings.
• 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, market conditions, innovations, pricing, and industry practices and developments.
• Support Medline sales representatives by answering questions via email, phone, or in person.
• Provide management with oral and written reports on customer needs, problems, interest, competitive activity, and potential for new products and services.
• Work with Medline Sales Managers to promote sales goals and initiatives.
• Build effective relationships and strategic partnerships with the sales team and external customers.
• Develop and maintain business relationships with prospective and current customers in the assigned territory to generate new sales.
• Interact with clinicians to communicate product choices and conduct product evaluations, trials, and in-services.
• Maintain key physician, clinician, hospital, and industry-influencer contacts.
• Expedite resolution of customer problems and complaints.
• Collaborate with the territory sales team to create and deliver product-line presentations to decision makers.
• Educate customers on industry trends and regulations and address concerns or objections about products or services.
• Lead customer product evaluations and implementations.
• Develop and conduct customer in-services and technical training, and create product training and resource materials.
• Monitor and analyze quality questions and customer complaints; troubleshoot and help diagnose issues.
• 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 business conditions within accounts.
• Monitor and distribute monthly and specialized reports on contracts, programs, and focus areas.
• Maintain customer records using automated systems.
• Manage expense and sample accounts and respond to accounts receivable issues.

Benefits

• Health insurance
• Life and disability benefits
• 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

What This Job Offers

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