Sales Rep State & Local Government

Medline Industries, LP • Harrisburg, PA

1d

About The Position

Drive sales growth and overall profitability in assigned product categories by partnering 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 representative is called into accounts when opportunities arise and may work with account-assigned sales representatives to close sales. Prepare and present clinical or technical proposals showing how Medline products can meet customer needs and integrate with customer systems and equipment. The representative must live near Harrisburg, Pennsylvania, and will be in the territory five days a week.

Serve as the product specialist for the territory, supporting sales strategy and execution, maintaining product and industry expertise, developing customer relationships, presenting product solutions, and helping customers evaluate and implement products. The role includes customer training and follow-up, sales and account reporting, maintaining customer records, and managing expense and sample accounts. Travel is required within and outside the state; the role requires the ability to drive and spend 80% of each day traveling by car. The work environment includes office settings 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, or at least 5 years of such quota-based 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 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 matters and manage contract figures.
• Proficiency with Microsoft products.
• Experience using Customer Relationship Management (CRM) software.
• Ability to drive a car and travel in it for 80% of each day; business travel within the state and out of state is required.
• Must live near Harrisburg, Pennsylvania, and be able to work in the territory five days per week.

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 broad 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 new-product processes.
• Serve as the product specialist for the assigned territory, developing and presenting proposals and systems solutions and closing complex technical sales.
• Keep current on product specifications, service programs, and competitive activities through communication with Marketing and Sales Management.
• Support Medline Sales Representatives by answering questions by email, phone, or in person.
• Report customer needs, problems, interests, competitive activities, and potential for new products and services to management.
• Maintain product, clinical, and procedural knowledge and monitor market conditions, innovations, competitor services, prices, and sales.
• Stay informed about industry practices, research, professional norms, regulations, and developments.
• Work with Medline Sales Managers to advance 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 territory to develop new sales.
• Engage clinicians, communicate product choices, and conduct product evaluations, trials, and in-services.
• Develop and maintain key physician, clinician, hospital, and industry-influencer contacts.
• Resolve customer problems and complaints.
• Create and deliver sales presentations with the territory sales team, educate customers on industry trends and regulations, and address customer concerns.
• 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 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 insurance
• 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

What This Job Offers

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