Surgical Solutions Sales Manager
About The Position
Manage the development and performance of specialty sales activities in an assigned territory. Establish plans and strategies to expand the customer base and contribute to training and educational programs for clients and sales teams. Develop high-level clinical relationships with clinical leadership within assigned IDNs/PV deals, hold the clinical sales team accountable for effective pipeline and opportunity management, and serve as a subject matter expert integrated into the territory. The role includes strategic opportunity targeting, business planning to drive Medline brand and AGM growth, developing action plans to penetrate new markets, building key customer relationships, and implementing marketing plans as needed. It also drives sales and profitability, oversees pricing and proposal processes, provides clinical expertise to the sales team, and maintains sales and activity records. The manager develops the clinical sales team through pipeline accountability, performance reviews, and identifying training and development needs. The position also manages administrative responsibilities, including required reporting, corporate communications, representative expenses, and SPA approval and compliance policies. Management duties may include overseeing employees and day-to-day operations, interpreting and implementing policies, hiring, training, performance reviews, assigning work, and estimating personnel needs. The role requires travel by car and plane for business within and outside the state. Work takes place in office settings and medical facilities, and may involve non-traditional hours for in-services, including weekends and multiple work shifts.
Requirements
- Bachelor’s degree and at least 5 years of clinical sales experience, or at least 7 years of clinical sales experience.
- At least 1 year of field trainer experience.
- Demonstrated understanding of customer and market dynamics and requirements, including Supplier Relationship Management.
- Proven ability to identify, connect with, build consensus, and close new business.
- Ability to negotiate contracts and close deals.
- Strong communication skills to effectively communicate and build relationships with clients.
- Customer service skills to ensure customers have a positive experience from start to finish.
- Time management skills to meet sales targets.
- Financial acumen to understand financial aspects and manage contract figures.
- Proficiency with Microsoft products.
- Exposure to and use of Customer Relationship Management (CRM) software.
- Ability to travel by car and plane for business within and outside the state.
Responsibilities
- Strategically target opportunities and establish processes for customer system integration and accountability.
- Develop business plans and sales strategies to drive Medline brand sales growth and AGM growth in the market.
- Initiate and coordinate action plans to penetrate new markets.
- Develop key relationships within targeted IDNs/PV deals.
- Develop and implement marketing plans as needed.
- Cultivate high-level clinical customer relationships and present Medline’s clinical value proposition and solutions.
- Drive Medline brand strategy at each account.
- Collaborate cross-functionally and navigate a complex, matrixed environment with multiple stakeholders.
- Drive sales and improve profitability.
- Ensure timely, accurate, competitive pricing on prospect applications while striving to maintain maximum profit margin.
- Maintain records of pricing, sales, and activity reports submitted by Sales Representatives.
- Oversee and present proposal presentations and RFP responses, providing clinical expertise to the Sales team.
- Drive clinical sales team accountability through effective CRM pipeline and opportunity management with targeted products and programs.
- Conduct reviews with Sales Representatives to improve communication, identify training and development needs, and improve sales and activity performance.
- Manage administrative tasks, including reporting, corporate communication, Rep expenses, SPA approval, and compliance policies.
- Oversee employees and day-to-day operations; interpret and implement policies; hire, train, review, and develop staff; estimate personnel needs; assign work; and ensure completion dates and consistent application of organizational policies.
Benefits
- Competitive total rewards package
- Continuing education and training
- Health insurance
- Life insurance
- Disability insurance
- 401(k) contributions
- Paid time off
- Employee Assistance Program
- Employee Resource Groups
- Employee Service Corp
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What This Job Offers
Job Type
Full-time
Career Level
Manager
