Territory Consultant - OR Specialist

Cardinal Health; Atlanta (GA); On-site; USD 127,000 - 162,000; Full time

Benefits offered by this job

Medical coverage

PTO

HSA

401k

Job summary

Cardinal Health in Atlanta is seeking a field-based Account Executive to drive new sales of acute care medical product lines, including surgical kits, gloves, gowns, drapes and positioners. You will build consultative relationships with clinicians and supply chain partners while meeting regional sales targets.

The role requires strong solution-based selling, travel within the region, and the ability to coordinate with distribution and GPO partners. Night/weekend shifts may occur.

Qualifications

• Bachelor’s degree preferred or equivalent work experience.
• Two years of documented outside sales success in a competitive environment preferred (medical/surgical or related).
• Experience working in hospital or clinical settings is a strong plus.
• Demonstrated history of meeting/exceeding sales quotas.
• Ability to travel domestically within region, including overnight stays.

Responsibilities

• Sell and drive new sales of acute care medical product lines and custom kits.
• Develop consultative relationships with clinicians, supply chain partners and end users.
• Present proposals, negotiate pricing, and differentiate product offerings.
• Utilize sales tools to address trends and manage territory plans.
• Coordinate with Distribution and GPOs to expand revenue within existing accounts.

Skills

Outside sales

Account development

Solution-based selling

Communication

Travel readiness

Salesforce.com

Microsoft Excel

Education

Bachelor's degree or equivalent

Tools

Salesforce.com

Microsoft Excel

Job description

Accountabilities

Responsible for selling that drives new sales of medical OR products lines, selling custom kits surgical gloves, surgical gowns, surgical drapes, and positioners products to the Acute Care marketplace in the assigned region, as well as increasing business within existing accounts. This highly visible position, reporting directly to the Region Director, is responsible for meeting and exceeding sales goals by advancing high quality medical solutions utilizing a solution based sales model. Driving sales to achieve sales goals across assigned product categories within assigned geography through:

• Collaborating with regionally aligned account executives to drive incremental revenue and achieve target sales goals within the context of the overall account strategy
• Identifying, qualifying, preparing, and executing effective sales strategies that maintain the existing base of business and support the close of competitive business and revenue growth opportunities
• Building consultative relationships with clinicians, supply chain partners and end users while maintaining positive working relationships with Distribution and GPO partners
• Developing mastery of all products and sales applications by demonstrating ongoing competency
• Presenting proposals, negotiating pricing and effectively differentiating product offerings
• Completing conversions and in-servicing, which includes demonstrating product applications, functionality and use –often on night and weekend shifts.
• Assisting customers with backorders and other related service issues when they cannot be resolved by the customer service team
• Effectively utilizing and updating sales tools to accurately address trends in existing base of business, create call strategies, and to manage territory and strategic business plans, including Leading territory opportunity development and activities that translate to accurate monthly, quarterly, and annual projections
• Completing all administrative requirements in a timely and comprehensive manner (expenses, compliance, salesforce.com, as directed)
• Maintaining and documenting required activity level – following established guidelines for number of calls / day, # products presented /account, and # contacts/account.
• Educating buyers and promoting Cardinal’s products through participation in sales meetings, training programs, conventions, and trade shows
• Demonstrating behaviors that enable effective product sales, including: Meeting and maintaining the requirements of all key vendor credentialing entities Maintaining knowledge of the current industry / competitive landscape including, GPOs, healthcare economics, reimbursement, competitors and competitive products etc. Fostering productive relationships with Marketing, Customer Service, and other key internal stakeholder groups Resolving customer complaints in accordance with Company policy, and advising sales management promptly of any situation beyond the Sales Representative’s authority

Qualifications

• Bachelor’sDegree preferred or equivalent work experience
• Two years of documented outside sales success in a competitive, sophisticated environment preferred (complex capital or tangible products including medical/surgical, copiers, payroll solutions, information systems)
• Experience working in a hospital setting or clinical setting – strong plus
• Documented history of exceeding customer expectations
• Medical Device (kitting) industry experience
• Key account development with experience accessing and developing key hospital decision-makers and influencers
• Knowledge of hospital acute market
• Ability to understand complex contracting and develop sound financial business case
• Strong computer acumen and business application
• Strong verbal, written and interpersonal communication skills
• Valid Driver's License
• Ability to travel domestically and within region often involving overnight stays and stays up to one week in duration
• Documented history of sales quota attainment/exceeding sales goals (2+ Years preferred)
• Must be able to work in an Operating Room environment
• A valid driver's license issued in one of the 50 States with a clean driving record
• Experience working with Microsoft applications (excel) and aptitude to use various business tools (i.e. salesforce).
• Customer/vendor credentialing is required (this may include vaccinations).

What is expected of you and others at this level: Applies comprehensive knowledge and a thorough understanding of concepts, principles, and technical capabilities to perform varied tasks and projects May contribute to the development of policies and procedures Works on complex projects of large scope Develops technical solutions to a wide range of difficult problems. Solutions are innovative and consistent with organization objectives Completes work independently; receives general guidance on new projects Work reviewed for purpose of meeting objectives May act as a mentor to less experienced colleagues

Anticipated pay range: $126,600 - $162,340 (includes targeted variable pay) Bonus eligible: Yes

Benefits

• Medical, dental and vision coverage
• Paid time off plan
• Health savings account (HSA)
• 401k savings plan
• Access to wages before pay day with myFlexPay
• Flexible spending accounts (FSAs)
• Short- and long-term disability coverage
• Work-Life resources
• Paid parental leave
• Healthy lifestyle programs

Cardinal Health offers a wide variety of benefits and programs to support health and well-being.

Cardinal Health supports an inclusive workplace that values diversity of thought, experience and background. We celebrate the power of our differences to create better solutions for our customers by ensuring employees can be their authentic selves each day.

Cardinal Health is an Equal Opportunity employer. All qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, ancestry, age, physical or mental disability, sex, sexual orientation, gender identity/expression, pregnancy, veteran status, marital status, creed, status with regard to public assistance, genetic status or any other status protected by federal, state or local law.

Headquartered in Dublin, Ohio, Cardinal Health, Inc. (NYSE: CAH) is a distributor of pharmaceuticals, a global manufacturer and distributor of medical and laboratory products, and a provider of performance and data solutions for healthcare facilities. We are a crucial link between the clinical and operational sides of healthcare, delivering end‑to‑end solutions and data‑driving insights that advance healthcare and improve lives every day. With deep partnerships, diverse perspectives and innovative digital solutions, we build connections across the continuum of care. With more than 50 years of experience, we seize the opportunity to address healthcare's most complicated challenges — now, and in the future.

View Cardinal Health on YouTube