Sales Representative - OR Products

Cardinal Health•San Diego, CA

About The Position

The Sales Representative, OR Products, drives revenue and profitability in the assigned territory by offering products, solutions, and clinical insights to the acute care hospital marketplace. The role focuses on generating new business and increasing penetration in existing accounts. The OR product portfolio includes Presource procedural packs and solutions, surgical gloves, drapes and gowns, OR positioners, topical skin adhesives, fluid management products, and more. Reporting directly to the Region Sales Director, Specialty Products, the representative is responsible for meeting and exceeding sales goals through high-quality consultation and a solution-based sales model. The territory is San Diego. The position involves frequent domestic and regional travel, which may include overnight stays of up to one week, and occasional night shifts for conversions and in-servicing.

Requirements

Two years of documented outside sales success in a competitive, sophisticated environment is preferred; relevant areas include complex capital or tangible products such as medical/surgical products, copiers, payroll solutions, and information systems.
Ability to understand complex contracting and develop a sound financial business case.
Strong computer skills and business application skills.
Strong verbal, written, and interpersonal 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.

Nice To Haves

Bachelor’s degree or relevant experience preferred.
Experience working in a hospital or clinical setting preferred.
Documented history of exceeding customer expectations preferred.

Responsibilities

Drive strategies to achieve sales goals across assigned product categories and geography.
Build consultative relationships with clinicians, supply chain partners, end users, and GPO partners.
Collaborate with regionally aligned account executives to generate incremental revenue and meet sales goals within the overall account strategy.
Identify, qualify, prepare, and execute sales strategies to maintain the existing business base and win competitive business and revenue growth opportunities.
Develop mastery of products and sales applications.
Present proposals, negotiate pricing, and differentiate product offerings effectively.
Complete conversions and in-servicing, including demonstrating product applications, functionality, and use.
Assist customers with backorders and related service issues that the customer service team cannot resolve.
Use and update sales tools to assess trends in the existing business base, create call strategies, and manage territory and strategic business plans.
Lead territory opportunity development and activities that support accurate monthly, quarterly, and annual projections.
Complete administrative requirements promptly and comprehensively, including expenses, compliance, and Salesforce.com activities as directed.
Maintain and document required activity levels, following established guidelines for calls per day, products presented per account, and contacts per account.
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.
Build productive relationships with Marketing, Customer Service, and other internal stakeholder groups.
Resolve customer complaints in accordance with company policy and promptly advise sales management of situations beyond the representative’s authority.