VP Clinical Solutions

Medline • Northfield, MN

2d • $203,000 - $305,000

About The Position

Job Summary Clinical Sales Leadership role responsible for driving business growth through the clinical program strategy within the Sales Organization. Work with Sales Leadership to develop a robust strategy to drive results in clinical segments across key customers and hospital systems. Provide extensive knowledge and expertise to develop product and program solutions and represent Medline’s clinical product offerings to key customers through various methods including formal presentations, on-site visits, workshops, and other avenues. Accountable for development and implementation of clinical sales strategies through innovation to enhance Medline’s clinical offering in the Acute Care market. Job Description Clinical Sales Leadership Develop and drive a vision and sales strategy encompassing Medline’s clinical product offerings for long-term profitable growth, consistent with the long-range plans and strategy of the business. Accountable for the development and execution of Medline Commercial’s Clinical Program offerings to achieve sales targets and objectives. Establish clinical sales objectives by forecasting and developing annual sales goals nationwide and project sales volume and profit for the clinical categories at key accounts. Direct the Acute Care teams to develop business cases, justifications and cost-benefit analysis for solutions and programs. Align with C Suite customer clinical & supply chain relationships to ensure that Medline’s strategy aligns with the needs of health systems across the country; track sales performance against objectives and ROI associated with all clinical initiatives; inform management of results. Participate in overall clinical product strategy, clinical research initiatives, and clinical program development. Lead collaborative efforts with senior management in the development of training and structure of the field sales clinical programs. Own and develop Medline’s external positioning for Medline’s product portfolio in alignment with Marketing. Sales Ensure innovative, customer-centered programs are created to allow acceleration in sales, relationships in various clinical call points and other noted specialty product categories. Identify/monitor market trends that affect sales, service, and product development. Oversee development and implementation of marketing plans for clinically focused programs and solutions that help enable the success of our customers and drive sales of supporting products. Impact/Influence Accountable for establishing C Suite relationships with major health systems and providing a Medline Brand roadmap based on subject matter expertise and current practice. Responsible for positive, functional partnerships within Medline: leaders in Supply Chain, Sales, Marketing, Quality. Ensure teams engage directly by traveling to identify their clinical needs, goals, and constraints related to patient outcomes and to discuss the clinical value proposition and demonstrate how Medline’s solutions can help them to achieve their goals. Provide feedback to clinical teams/Directors from customers relating to recent implementations, trials, and product evaluations. Strategize with field VPs to coordinate business opportunities with the overall clinical roadmap. Identify/monitor market trends that affect sales, service, and clinical product development. Seek new or emerging knowledge on changes in reimbursement, quality and clinical programs. Represent Medline at official functions, at meetings or conventions to promote services, exchange ideas, or accomplish objectives. Lead presentations for senior level management or C-suite customers; Identify and recommend specific national and regional KOL’s and provide input/suggestions for National/Regional speaking engagements. Consult at subordinate levels within Medine, providing technical leadership and influence across business units. Financials Manage account-specific budgets and forecast future revenue streams, Accountable for all resource and investment allocation decisions in support of the vision and strategy. Required to provide recommendations to optimize returns on resource investments. Culture/Environment Facilitate, coordinate and promote cooperative cross-functional planning and teamwork. Create processes and tactics that drive the company to achieve its overall business objectives. Encourage and build mutual trust, respect, and cooperation among team members. Dictate internal forecasting requirement and procedures. People Management Responsibilities Lead (organizes, plans, directs, staffs, coordinates, and communicates) the team and staff to execute the business plan, as well as changes to operations needed to meet company-specific goals. Provide guidance and direction to subordinate leaders, including setting performance standards and monitoring performance. Direct human resources activities, including the approval of human resource plans or activities, the selection of directors or other high-level staff, or establishment or organization of major departments.

Requirements

• Bachelor’s degree in Nursing (BSN)
• At least 10 years of clinical experience (patient care, education, or medical sales/support).
• At least 4 years of experience directly managing people including hiring, developing, motivating, and directing people as they work.
• Industry expertise of the Hospital and/or Post-Acute environment; extensive knowledge of all specialties in area of position.
• Experience analyzing and reporting data in order to identify issues, trends, or exceptions to drive improvement of results and find solutions.
• Experience building C Suite customer relationships while providing clinical consultative feedback and education on products and solutions.
• Program management skills, with ability and proven track record to plan, manage and develop strategic initiatives to successful goal completion.
• Experience presenting to senior management or C-suite with the purpose of influencing company or client decisions.
• Experience developing strategic initiatives which align with business goals and budget.
• Forecasting and budgeting experience.
• Proficient in Microsoft Word, Excel, PowerPoint.
• Position requires travel (by air/auto) up to 50% of the time for business purposes (within state and out of state).

Nice To Haves

• Master’s degree in Nursing (MSN).
• Certified as a Nurse Practitioner with appropriate state Board of Nursing credentialing.
• Certified Clinical Nurse Specialist (CNS) as granted from the American Association of Critical-Care Nurses (AACN)’s Certification Corporation with appropriate state licensure.
• Certified as a Physician Assistant

Responsibilities

• Develop and drive a vision and sales strategy encompassing Medline’s clinical product offerings for long-term profitable growth
• Accountable for the development and execution of Medline Commercial’s Clinical Program offerings to achieve sales targets and objectives.
• Establish clinical sales objectives by forecasting and developing annual sales goals nationwide and project sales volume and profit for the clinical categories at key accounts.
• Direct the Acute Care teams to develop business cases, justifications and cost-benefit analysis for solutions and programs.
• Align with C Suite customer clinical & supply chain relationships to ensure that Medline’s strategy aligns with the needs of health systems across the country
• Track sales performance against objectives and ROI associated with all clinical initiatives
• Inform management of results.
• Participate in overall clinical product strategy, clinical research initiatives, and clinical program development.
• Lead collaborative efforts with senior management in the development of training and structure of the field sales clinical programs.
• Own and develop Medline’s external positioning for Medline’s product portfolio in alignment with Marketing.
• Ensure innovative, customer-centered programs are created to allow acceleration in sales, relationships in various clinical call points and other noted specialty product categories.
• Identify/monitor market trends that affect sales, service, and product development.
• Oversee development and implementation of marketing plans for clinically focused programs and solutions that help enable the success of our customers and drive sales of supporting products.
• Accountable for establishing C Suite relationships with major health systems and providing a Medline Brand roadmap based on subject matter expertise and current practice.
• Responsible for positive, functional partnerships within Medline: leaders in Supply Chain, Sales, Marketing, Quality.
• Ensure teams engage directly by traveling to identify their clinical needs, goals, and constraints related to patient outcomes and to discuss the clinical value proposition and demonstrate how Medline’s solutions can help them to achieve their goals.
• Provide feedback to clinical teams/Directors from customers relating to recent implementations, trials, and product evaluations.
• Strategize with field VPs to coordinate business opportunities with the overall clinical roadmap.
• Seek new or emerging knowledge on changes in reimbursement, quality and clinical programs.
• Represent Medline at official functions, at meetings or conventions to promote services, exchange ideas, or accomplish objectives.
• Lead presentations for senior level management or C-suite customers
• Identify and recommend specific national and regional KOL’s and provide input/suggestions for National/Regional speaking engagements.
• Consult at subordinate levels within Medine, providing technical leadership and influence across business units.
• Manage account-specific budgets and forecast future revenue streams
• Accountable for all resource and investment allocation decisions in support of the vision and strategy.
• Required to provide recommendations to optimize returns on resource investments.
• Facilitate, coordinate and promote cooperative cross-functional planning and teamwork.
• Create processes and tactics that drive the company to achieve its overall business objectives.
• Encourage and build mutual trust, respect, and cooperation among team members.
• Dictate internal forecasting requirement and procedures.
• Lead (organizes, plans, directs, staffs, coordinates, and communicates) the team and staff to execute the business plan, as well as changes to operations needed to meet company-specific goals.
• Provide guidance and direction to subordinate leaders, including setting performance standards and monitoring performance.
• Direct human resources activities, including the approval of human resource plans or activities, the selection of directors or other high-level staff, or establishment or organization of major departments.

Benefits

• Medline Industries, LP, and its subsidiaries, offer a competitive total rewards package, continuing education & training, and tremendous potential with a growing worldwide organization.
• Our benefit package includes health insurance, life and disability, 401(k) contributions, paid time off, etc., for employees working 30 or more hours per week on average.
• For roles where employees work less than 30 hours per week, benefits include 401(k) contributions as well as access to the Employee Assistance Program, Employee Resource Groups and the Employee Service Corp.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Number of Employees: 5,001-10,000 employees