Sales Representative - OR Products

Cardinal Health•San Diego, CA

7d•$126,600 - $162,340

About The Position

The Sales Representative, OR Products, also called a Specialist, drives revenue and profitability in the San Diego territory by presenting products, solutions, and clinical insights to acute care hospitals. The role focuses on developing new business and increasing penetration in existing accounts. The product portfolio includes Presource procedural packs and solutions, surgical gloves, surgical drapes and gowns, OR positioners, topical skin adhesives, and fluid management products. Reporting directly to the Region Sales Director, Specialty Products, the Specialist is responsible for meeting and exceeding sales goals through high-quality consultation and a solution-based sales model. The role involves building relationships with clinicians, supply chain partners, end users, and GPO partners; coordinating with account executives; developing and executing territory sales strategies; and supporting customers with product conversions, in-service training, and service issues. The position may involve occasional night shifts, domestic and regional travel, and overnight stays of up to one week.

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, or information systems.
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; further details will be provided to selected candidates.
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 the overall account strategy.
Identify, qualify, prepare, and execute sales strategies to maintain existing business, win competitive business, and pursue revenue growth opportunities.
Develop mastery of products and sales applications.
Present proposals, negotiate pricing, and differentiate product offerings effectively.
Complete product 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 cannot be resolved by the customer service team.
Use and update sales tools to assess 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 in a timely and comprehensive manner, including expenses, compliance, and Salesforce.com tasks as directed.
Maintain and document required activity levels in accordance with established guidelines for calls per day, products presented per account, and contacts per account.
Educate buyers and promote Cardinal Health products by participating in 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 in accordance with company policy and promptly advise sales management of situations beyond the representative’s authority.