State and Local Government Sales Representative

Sales Representative

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.

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

• 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.
• At least 2 years of tangible product sales and account management experience.
• Demonstrated track record of sales growth and quota attainment.
• Proven ability to identify, connect with, build consensus and close new business.
• Ability to organize and deliver clinical and/or technical information in a clear, concise manner.
• Ability to work with minimal supervision in a detail-focused, results-oriented environment.
• Communication skills to effectively communicate and build relationships with clients is 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 for business purposes (within state and out of state). Due to the nature of the position, the ability to drive a car, travel in that car 80% of each day is required.
• Environment includes office setting and medical facilities.
• Position may require non-traditional work hours during in-services (ex. weekends, multiple work shifts).