Sales Rep State and Local Government

Medline; United States; On-site; USD 90,000 - 130,000; Full time

Job summary

Medline is seeking a field-based Sales Professional to drive growth in assigned product categories and work with the Medline sales force to expand targeted accounts. You will manage territory coverage, prospect new opportunities, and present clinical or technical proposals.

Must live near Baltimore, MD or the Washington, DC area. This role requires coordinating with internal teams, building strategic partnerships, and delivering customer-focused solutions.

Qualifications

• Bachelor's degree and at least 2 years of quota-based sales experience or 5 years of quota-based sales experience.
• Experience in cold calling, full-cycle sales and account management is required.

Responsibilities

• Develop and implement sales plans to meet division strategies and objectives.
• Act as product expert to develop and present proposals and systems solutions.
• Build relationships with Sales Team and external customers to promote goals.
• Engage clinicians and hospitals to develop new sales and conduct evaluations.
• Lead post-close activities including customer training and product implementations.
• Provide timely reporting and analysis of accounts and contracts.

Skills

Territory management

Account management

Sales planning

Prospecting

Presentations

Cold calling

Full-cycle sales

Product knowledge

Negotiation

Customer relationship

Education

Bachelor's degree

Job description

Job Summary

Drive sales growth and overall profitability in assigned product categories. Work with Medline sales force to grow targeted accounts. Manage assigned territory through field sales activities to include territory analysis, total geographic coverage, account management, prospecting and new product evaluations. Called into accounts as opportunities are identified within assigned territory and may work with account-assigned sales representatives to close sale. Prepare and present clinical or technical proposals on how Medline's products can meet customer needs and how to integrate and implement with customer systems and equipment.

Must live near Baltimore MD OR Washington, DC area.

Job Description

MAJOR RESPONSIBILITIES:

Planning

Participate in division overall product and market strategy, competitive analyses, research and development requirements. Ensure the development of sales plans, strategies, objectives, policies, and procedures conform to broad corporate sales and marketing objectives. Develop and implement sales tools and programs. Develop and maintain specific account knowledge within assigned territory such as: key decision makers in each department, department hierarchy, products used and how they are used, company products and competitor's products, new product process and programs.

Product & Industry Expertise

Act as Product Specialist for assigned territory - will be called on as a product expert to develop and present sales proposals and systems solutions, and close complex technical sales. Keep abreast of product specifications, service programs, competitive activities by constant communication and consulting with Marketing and Sales Management. Support Medline Sales Reps by addressing questions via email, phone calls or in person. Provide management with oral and written reports on customer needs, problems, interest, competitive activities, and potential for new products and services. Maintain all product, clinical and procedural knowledge as it relates to the products being sold within a specific territory. Monitor market conditions, innovations, and competitors' services, prices, and sales. Demonstrate industry knowledge on the current practices, research, and professional norms for specific markets and specializations. Attend sales, trade meetings, or read related publications to obtain information about market conditions, business trends, regulations, or industry developments.

Partnership / Collaboration

Work directly with Medline Sales Managers to promote sales goals and initiatives. Effectively build relationships and strategic partnerships with Sales Team as well external customers.

Customer Engagement

Establish, develop, and maintain business relationships with prospective and current Medline customers in a defined territory/market segment to develop new sales for the Division. Interact with clinicians to communicate product choices, and conduct product evaluations, trials and in-services. Develop and maintain key physician, clinician and hospital contacts as well as industry influencers to achieve corporate objectives while servicing the customer to meet their needs. Expedite the resolution of customer problems and complaints.

Presentation

In collaboration with the territory sales team, create and conduct sales presentations on product lines to decision makers. Educate customers on current industry trends and regulations. Address any concerns or objections the customer may have about product or service.

Post-Close

Lead customer product evaluations and implementations. 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. Troubleshoot complaints and help diagnose issue type (education, product). Follow-up with the customers and sales reps when evaluations/implementations are completed. Negotiate and conduct periodic reviews with the goal of securing and growing business with established customers.

Administrative

Track sales performance against objectives and inform management of results. Provide timely reporting and analysis of business conditions within accounts. Monitor and distribute monthly reports and specialized reports on contracts, programs and focus areas. Maintain customer records using automated systems. Manage expense and sample accounts; respond to A/R issues.

MINIMUM JOB REQUIREMENTS:

Education:

Bachelor's degree and at least 2 years of quota-based sales experience demonstrating a background in cold calling, commissioned, full-cycle sales experience OR at least 5 years of quota-based sales experience demonstrating a background in cold calling, commissioned, full-cycle sales experience.

Certification / Licensure:

None

Work Experience:

at least 2 years of quota-based sales experience demonstrating a background in cold calling, commissioned, full-cycle sales experience OR at least 5 years of quota-based