Sales Representative - OR Specialty Products

Cardinal Health•Indianapolis, IN

4d•$126,600 - $162,340

About The Position

The Sales Representative, OR Products Specialty drives revenue and profitability in an assigned territory by presenting products, solutions, and clinical insights to the acute care hospital marketplace. The role focuses on developing new business and increasing penetration in existing accounts. The OR portfolio includes Presource procedural packs and solutions, surgical gloves, drapes and gowns, OR positioners, topical skin adhesives, and fluid management products. 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 Indianapolis, Indiana. The position includes customer visits, product demonstrations and in-servicing, travel that may involve overnight stays, and occasional night shifts. Anticipated pay is $126,600–$162,340, including targeted variable pay; the role is bonus eligible.

Requirements

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

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 achieve sales goals within overall account strategies.
Identify, qualify, prepare, and execute sales strategies that maintain existing business and secure competitive business and revenue growth opportunities.
Develop mastery of products and sales applications.
Present proposals, negotiate pricing, and differentiate product offerings.
Complete conversions and in-servicing, including demonstrating product applications, functionality, and use; occasional night shifts may be required.
Assist customers with backorders and related service issues that the customer service team cannot resolve.
Use and update sales tools to assess existing business trends, develop call strategies, and manage territory and strategic business plans.
Lead territory opportunity development and activities supporting accurate monthly, quarterly, and annual projections.
Complete administrative requirements on time, including expenses, compliance, and Salesforce.com tasks as directed.
Maintain and document required activity levels, including 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.
Keep current on industry and competitive conditions, including GPOs, healthcare economics, reimbursement, competitors, and competitive products.
Build productive relationships with Marketing, Customer Service, and other internal stakeholders.
Resolve customer complaints according to company policy and promptly advise sales management of situations beyond the representative’s authority.