Sr. Sales Specialist

JOB SUMMARY

Subject matter expert for the division’s category of Endoscope Repair and other capital equipment offerings.

Display high-level of product and sales ownership through project leadership, product leader partnering, and mentoring new or less experienced product and sales team members. Provide sales teams with targeting, pitching the product line, in-servicing and supporting conversions. Own trial set-up, conduct trials, and conduct post-trial reviews and implementation.

MAJOR RESPONSIBILITIES

Sales Responsibility

• Drive sales pipeline for Endoscope Repair and full repair catalog. Grow and retain existing accounts by presenting new solutions, products and services.
• Prepare and or participate in larger customer or IDN visit presentations.
• Develop target lists of potential accounts in cooperation with the sales reps.

Research & Planning / Business Review

• Active role working directly with Medline Sales Leaders to execute overall key strategy and go to market approach.
• Conduct and deliver business review in partnership with Division Product Management.
• Guide Medline Sales and Product Management teams in utilizing the business review.
• Prepare and present business review/plan to Medline teams to assure plan is feasible within cost, time, and environment constraints.
• Train Medline teams to prepare and present customer needs plan to assure plan is feasible, within cost, time, and environment constraints.
• Produce competitive analysis materials comparing product with its key competitors by working with the PM team in the division.

Customer Engagement

• Prepare and present technical/clinical proposals on how Medline's products can meet customer needs and how they can be effectively integrated and implemented.
• Present new solutions, products and services to clients.
• In support of the sales team, foster relationships with decision-makers and external customer stakeholders to obtain and provide feedback to the Division on the needs of customers and supporting specialists.
• Deliver in depth presentations and product demonstrations to clients and sales representatives. Identify potential customer objections to product conversions and develop plan for objection handling.

Program Execution / Implementation

• Project manage all phases from program creation, trial support and through implementation.
• Key contact for Medline sales reps with questions via email, phone calls or in person. May receive requests directly from customer.
• Will have a continuing role in customer support to address clients’ issues in the usage of organizational products/services.
• Conduct physical product conversion when divisional support needed.

Education / Inservice

• Develop and conduct customer in-services/technical training.
• Develop product training and resource materials (tools, resources, presentations, manuals).
• Monitor and analyze quality questions or customer complaints.
• Facilitate resolution of complaints and service issues.

Product Development

• Conduct market research and identify and track market trends that affect sales, service and product development.
• Provide feedback and recommendations for product improvement, and potential new products with appropriate departments.
• Identify trends with requests and information via interactions with sales to determine market needs and potential innovations.

Measure Results / Utilization Review

• Works with client to track their metrics and utilization.
• Track sales forecast targets. Record activity on accounts and help to close deals to meet these targets.
• Provide updates on key accounts closes, implementation dates and revenue pull through.

Product Expertise / Industry Knowledge

• Serve as technical/product expert within the organization to contribute to the development of technical presentations and product strategy.
• Demonstrate industry knowledge on the current practices, research, and professional norms for specific markets and specializations. Engage professional organizations; attend national, regional, and local industry events.

MINIMUM JOB REQUIREMENTS

Education

Typically requires a Bachelor's degree in a business or clinical field

Work Experience

At least 4 years product management, product development or sales to include at least 2 years of product sales experience specifically to the Endoscopic field.

Knowledge / Skills / Abilities

• Demonstrated ability to execute sales marketing strategies and tactics.
• In depth knowledge of Endoscope products, customers and market needs
• Experience diagnosing, isolating, and resolving complex issues and recommending and implementing strategies to resolve problems.
• Ability to analyze market trends to effectively develop presentations, provide recommendations and business forecasting.
• Demonstrated ability working with cross-functional teams and facilitating teams to identify and implement solutions to complex problems.
• Demonstrated ability assessing and initiating actions independently.
• Demonstrated time management skills such as prioritizing/organizing and tracking details and meeting deadlines of multiple projects with varying completion dates.
• Experience developing and delivering presentations to various audience levels within, and external to, an organization.
• Communications planning and implementation experience (including the ability to integrate and coordinate various elements into an actionable plan).
• Proficient in MS Office (Work, Excel, PowerPoint).
• Position generally requires travel 50% of the time for business purposes (within state and out of state).
• Environment includes surgery centers, physician offices, and medical facilities.

Benefits

• Medline Industries, LP, and its subsidiaries, offer a competitive total rewards package, continuing education & training, and tremendous potential with a growing worldwide organization.
• The anticipated salary range for this position is $74,360 to $131,040 annually. This salary range is an estimate and the actual salary will vary based on applicant’s location, education, experience, skills, and abilities. This role is bonus and/or incentive eligible. Medline will not pay less than the applicable minimum wage or salary threshold
• Medline is committed to offering competitive benefits and a variety of choices to best meet the needs of you and your family. For employees scheduled to work at least 30 hours per week, this includeshealth and well-being, financial fitness, career development, paid time off and more. Employees scheduled to work less than 30 hours per week can participate in the 401(k) plan, access the Employee Assistance Program(EAP), Employee Resource Groups (ERG) and Medline Service Corps. For a more comprehensive list of our benefits, pleaseclick here.

Medline Industries, LP is an equal opportunity employer. Medline evaluates qualified applicants without regard to race, color, religion, gender, national origin, age, sexual orientation, gender identity or expression, protected veteran status, disability/ handicap status or any other legally protected characteristic.

Every day, we’re focused on building a more diverse and inclusive company, one that recognizes, values and respects the differences we all bring to the workplace. From doing what’s right to delivering business results, together, we’re better. Explore ourDiversity, Equity and Inclusion page.

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