Market Sales Director
4 weeks ago
As a key member of the Medline team, the Market Sales Director will oversee and manage the sales activities of the market within a specific geographic responsibility. This role will implement and drive sales plans, strategies, objectives, policies, and procedures that conform to broad corporate marketing objectives through the Account Reps. The successful candidate will lead sales and gross margin dollar growth activities for specific products in a defined geographic territory.
Key Responsibilities:
- Develop sales objectives for market areas and present to management for approval.
- Direct all activities related to the implementation of the plan designed to realize business growth objectives.
- Research opportunities and set strategies for future business growth while working with sales, product divisions, operations, and management to assemble the tools needed to achieve goals.
- Apply in-depth knowledge of products, procedures, and practices.
- Work with the Account Rep to determine how best to make these accounts profitable.
- Recommend pricing strategies and promotional programs for key customers in assigned territory.
- Develop and present RFP responses. Coordinate presentation materials related to RFP responses.
- Secure orders from existing and potential customers by means of visiting the customer facility or by phone.
- Coordinate the implementation and compliance with signed agreements with Account Reps.
- Protect and grow Medline's sales by negotiating sales and introducing Medline programs as a means to gain additional contracts and grow sales.
- Work with Account Reps to grow Medline sales within their accounts while maintaining compliance with contract T&Cs.
- Build relationships and maintain personal contact with key customers in assigned markets.
- Respond to customer inquiries and complaints over the phone or in person.
- Develop leads working through designated sales management.
- Provide a main point of contact for Account Reps and clients.
- Coach and train existing Account Reps on 'What to Sell & How to Sell it'; on what Medline product areas they should be focused on to maximize their sales growth potential; how to close business within their account.
- Train any new account reps when turnover occurs at the account level.
- Recruit and interview candidates for independent sales representative positions and recommend hiring to President.
- Bachelor's degree and at least 5 years of sales experience OR High school diploma or equivalent and at least 8 years of sales experience.
- Experience presenting to and communicating with various audiences (e.g., others with differing language, senior management, and non-technical audiences).
- Experience coaching, mentoring, and/or training staff.
- Experience analyzing and reporting data in order to identify issues, trends, or exceptions to drive improvement of results and find solutions.
- Willing to travel up to 80% of the time for business purposes (within state and out of state).
- At least 2 years of experience selling to headquarter level personnel.
- At least 2 years of experience managing sales professionals.
- At least 3 years of general experience managing people, including hiring, developing, motivating, and directing people as they work.
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