Sales Rep State & Local Government

Medline • Harrisburg, PA

6d • Onsite

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. The role is called into accounts as opportunities arise and may work with account-assigned sales representatives to close sales. Prepare and present clinical or technical proposals explaining how Medline products meet customer needs and integrate with customer systems and equipment. The employee must live near Harrisburg, Pennsylvania, and work in the territory five days a week.

Serve as a product specialist for the territory, developing and presenting sales proposals and systems solutions, closing complex technical sales, supporting sales representatives, and maintaining product, clinical, procedural, and industry knowledge. Build relationships with prospective and current customers, clinicians, physicians, hospital contacts, sales teams, and industry influencers. Conduct product evaluations, trials, implementations, presentations, in-services, and technical training; address concerns and resolve customer problems. Track sales performance, report on account and market conditions, maintain customer records in automated systems, manage expense and sample accounts, and respond to accounts receivable issues.

The role requires a bachelor’s degree and at least two years of quota-based, full-cycle sales experience, or at least five years of such sales experience without the degree requirement. At least two years of tangible-product sales and account-management experience is also required. The position involves business travel within and outside the state, including driving and spending approximately 80% of each day traveling by car. Work takes place in office settings and medical facilities, and may involve non-traditional hours for in-services, including weekends and multiple work shifts.

Requirements

• Bachelor’s degree and at least 2 years of quota-based sales experience demonstrating cold calling and commissioned, full-cycle sales experience; alternatively, at least 5 years of quota-based sales experience demonstrating cold calling and commissioned, full-cycle sales experience.
• At least 2 years of tangible-product sales and account-management experience.
• Demonstrated track record of sales growth and quota attainment.
• Ability to identify prospects, connect with them, build consensus, and close new business.
• Ability to organize and communicate clinical and/or technical information clearly and concisely.
• Ability to work with minimal supervision in a detail-focused, results-oriented environment.
• Strong communication and relationship-building skills.
• Customer service skills to ensure 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 approximately 80% of each workday; business travel within and outside the state is required.
• Must live near Harrisburg, Pennsylvania, and work in the territory five days a week.
• Ability to work non-traditional hours for in-services, which may include weekends and multiple work shifts.

Responsibilities

• Participate in division product and market strategy, competitive analyses, and research and development requirements.
• Develop sales plans, strategies, objectives, policies, procedures, tools, and programs consistent with corporate sales and marketing objectives.
• Develop and maintain knowledge of assigned accounts, including decision makers, department hierarchies, products and their uses, competitors, and new-product processes.
• Act as the product specialist for the assigned territory by developing and presenting sales proposals and systems solutions and closing complex technical sales.
• Keep current on product specifications, service programs, competitive activity, market conditions, innovations, prices, practices, research, regulations, and industry 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 strategic partnerships with sales colleagues and external customers.
• Establish and maintain relationships with prospective and current customers in the assigned territory to develop new sales.
• Interact with clinicians to communicate product choices and conduct product evaluations, trials, and in-services.
• Develop and maintain physician, clinician, hospital, and industry-influencer contacts to meet corporate objectives and customer needs.
• Expedite resolution of customer problems and complaints.
• Create and conduct sales presentations on product lines with the territory sales team; educate customers on industry trends and regulations and address concerns or objections.
• Lead customer product evaluations and implementations; deliver in-services and technical training; and develop product training and resource materials.
• Monitor and analyze quality questions and customer complaints, help diagnose issues, and follow up with customers and sales representatives after evaluations or 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 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 fewer than 30 hours per week on average

What This Job Offers

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