Manager Specialty Sales (PDM)

Medline Industries, LP; Missouri; Hybrid; USD 134,000 - 201,000; Full time

Benefits offered by this job

Health insurance

401(k) contributions

Paid time off

Job summary

Medline Industries, LP seeks a senior clinical sales leader to manage the development and performance of specialty sales in the assigned territory. Establish plans to expand the customer base and contribute to training and educational programs for clients and sales teams.

Develop high-level clinical relationships with leadership within IDNs/PV deals and ensure effective pipeline management with targeted programs.

Qualifications

• Bachelor’s degree in a related field is required.
• 5+ years of clinical sales experience ideally in this domain.
• 1 year of field trainer experience is preferred.

Responsibilities

• Plan strategically and target opportunities.
• Launch processes for accountability in customer system integration.
• Develop sales strategies to grow Medline brand and AGM in the market.
• Penetrate new markets with action plans and relationships.
• Maintain high-level clinical relationships and present Medline’s value proposition.

Skills

Negotiation

Communication

Time management

Financial acumen

CRM experience

Education

Bachelor’s degree (clinical sales preferred)

Tools

Microsoft Office

CRM software

Job description

Job Summary

Manage the development and performance of all specialty sales activities in the assigned territory. Establish plans and strategies to expand the customer base and contribute to the development of training and educational programs for clients and sales teams. Develop high-level clinical relationships with clinical leadership within assigned IDNs/PV deals. Hold clinical sales team accountable to effective pipeline and opportunity management with targeted products and programs. Serve as a subject matter expert integrated into the territory.

MAJOR RESPONSIBILITIES

• Planning Strategically target opportunities.
• Launch processes for targeting and accountability for customer system integration.
• Develop business plans and sales strategies to drive Medline brand sales growth and AGM growth for the market.
• Initiate and coordinate development of action plans to penetrate new markets.
• Responsible for developing key relationships within targeted IDNs/PV deals.
• Develop and implement marketing plans as needed.
• Relationships Cultivate and maintain high-level clinical customer relationships and effectively 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.
• Sales Oversight Drive sales and improve profitability.
• Ensure timely, accurate, competitive pricing on all completed prospect applications submitted for pricing and approval, while striving to maintain maximum profit margin.
• Maintain records of all pricings, sales, and activity reports submitted by Sales Representatives.
• Oversee and present proposal presentations and RFP responses.
• Provide clinical expertise to Sales team in preparation of proposals and presentations.
• Team Development Drive accountability across clinical sales team through effective pipeline and opportunity management within CRM with targeted products and programs.
• Conduct reviews with Sales Representatives to build more effective communications, to understand training and development needs, and to provide insight for the improvement of sales and activity performance.
• Administrative Manage all administrative tasks in a timely manner including required reporting (pricings, sales, and activity reports), Medline corporate communication, Rep expenses, SPA approval and compliance policies, etc.
• Management Responsibilities Typically oversees professional employees/teams OR manages non-professional employees through Supervisors in manufacturing, distribution or office environments
• Day-to-day operations of a group of employees
• May have limited budgetary responsibility and usually contributes to budgetary impact
• Interpret and execute policies for departments/projects; develop, recommend and implement new policies or modifications to existing policies
• Provide general guidelines and parameters for staff functioning
• Hiring staff, recommending pay increases, performing performance reviews, training and development of staff, estimating personnel needs, assigning work, meeting completion dates, interpreting and ensuring consistent application of organizational policies

MINIMUM JOB REQUIREMENTS

• Education: Bachelor’s degree and at least 5 years of clinical sales experience OR at least 7 years of clinical sales experience.
• Work Experience: At least 1 year of field trainer experience.
• Knowledge / Skills / Abilities: 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.
• Communication skills to effectively communicate and build relationships with clients are crucial.
• Customer service skills required to ensure customers have a positive experience from start to finish.
• Time management skills required to meet sales targets.
• Financial acumen needed to understand financial aspects and to manage contract figures.
• Proficiency with Microsoft products.
• Exposure to and use of Customer Relationship Management (CRM) software.
• Position requires travel (car, plane) for business purposes (within state and out of state).
• Environment includes office setting and medical facilities.
• Position may require non-traditional work hours during in-services (ex. weekends, multiple work shifts).

Remuneration and Benefits

The anticipated salary range for this position: $134,000.00 - $201,000.00 Annual 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.

• 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, paid time off, as well as access to the Employee Assistance Program, Employee Resource Groups and the Employee Service Corp.

DEI AND CANDIDATE COMMUNICATION

Medline Industries, LP is an equal opportunity employer. Medline evaluates qualified individuals without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, age, disability, neurodivergence, protected veteran status, marital or family status, caregiver responsibilities, genetic information, or any other characteristic protected by applicable federal, state, or local laws.

We’re dedicated to creating a Medline where everyone feels they belong and can grow their career. We strive to do this by seeking diversity in all forms, acting inclusively, and ensuring that people have tools and resources to perform at their best. Explore our Belonging page here.

To learn more about how Medline makes healthcare run better, visit www.medline.com.