Sales Representative - Specialty Medical Products

Cardinal Health•Columbia, DC

About The Position

Cardinal Health’s Global Medical Products and Distribution segment provides medical products and distribution services. The Sales Representative – Specialty Medical Products expands the portfolio, strengthens customer relationships, leverages GPO contracts, and provides technical, clinical, and educational in-services to hospital customers in acute care settings. The role is a highly clinical sales position requiring familiarity with clinical environments and the ability to identify and solve customer issues. The Specialty Medical Products portfolio includes Pneumatic Compression, Nutritional Delivery, and Electrocardiography. The role reports to the Region Sales Director, Specialty Medical Products. The territory covers Washington, DC and portions of Virginia and Maryland; candidates should live in or around the Washington, DC area.

Requirements

Bachelor’s degree or relevant experience preferred.
Minimum of 5–7 years of documented outside sales success in a competitive, sophisticated environment preferred.
Excellent phone, written, and in-person communication skills.
Valid driver’s license issued in one of the 50 states and a clean driving record.
Ability to travel domestically and within the region, often involving overnight stays and stays of up to one week.
Customer/vendor credentialing is required and may include vaccinations.
Ability to work occasional night shifts for conversions and in-servicing.

Nice To Haves

Experience in the medical device industry preferred.
Key account development experience, including access to and development of key hospital decision-makers and influencers, preferred.
Experience selling complex capital or tangible products, such as medical/surgical products, copiers, payroll solutions, or information products, preferred.
Ability to understand complex contracting and develop a sound financial business case preferred.

Responsibilities

Drive sales and achieve goals across the Specialty portfolio within the assigned geography.
Identify, qualify, prepare, and execute sales strategies to maintain existing business and close competitive and revenue-growth opportunities.
Lead territory opportunity development and activities that support accurate monthly, quarterly, and annual projections.
Use and update sales tools to address trends in the existing business, create call strategies, and manage territory and strategic business plans.
Develop mastery of products and sales applications.
Coordinate with field sales, marketing, and sales operations teams to drive incremental revenue and achieve sales goals.
Present proposals, negotiate pricing, and differentiate Cardinal Health products.
Complete conversions and provide in-services, including demonstrating product applications, functionality, and use.
Build consultative relationships with key customers and maintain positive relationships with external business partners.
Complete administrative requirements, including expenses, compliance, and CRM, in a timely and comprehensive manner.
Educate buyers and promote Cardinal Health products through sales meetings, training programs, conventions, and trade shows as directed.
Meet and maintain requirements of key vendor credentialing entities.
Maintain knowledge of the industry and competitive landscape, including GPOs, healthcare economics, reimbursement, competitors, and competitive products.
Foster productive relationships with Marketing, Customer Service, and other internal stakeholder groups.
Resolve customer complaints according to company policy and promptly advise sales management of situations beyond the role’s authority.