Sales Representative - OR Specialty Products

Cardinal Health•Louisville, KY

About The Position

The Sales Representative, OR Products Specialist drives revenue and profitability in an assigned territory by delivering products, solutions, and clinical insights to the acute care hospital marketplace. The role focuses on winning new business and increasing penetration in existing accounts. The OR product portfolio includes Presource procedural packs and solutions, surgical gloves, surgical drapes and gowns, OR positioners, topical skin adhesives, and fluid management products. This highly visible position reports 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 Louisville, Kentucky.

Requirements

Bachelor’s degree or relevant experience preferred.
Two years of documented outside sales success in a competitive, sophisticated environment preferred; relevant product areas may include medical/surgical, copiers, payroll solutions, information systems, or complex capital or tangible products.
Ability to understand complex contracting and develop a sound financial business case.
Strong computer skills and business application acumen.
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

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 drive incremental revenue and achieve sales goals within the overall account strategy.
Identify, qualify, prepare, and execute sales strategies to maintain existing business 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 demonstrations of product applications, functionality, and use.
Assist customers with backorders and other service issues that cannot be resolved by the customer service team.
Use and update sales tools to address trends in the existing business, 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, including expenses, compliance, and Salesforce.com, in a timely and comprehensive manner.
Maintain and document required activity levels according to 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 according to company policy and promptly advise sales management of situations beyond the representative’s authority.