Full-Time

Director – Product Sales

Repositioning & Offloading

Confirmed live in the last 24 hours

Medline

Medline

5,001-10,000 employees

Provider of medical supplies and healthcare solutions

Healthcare

Senior

Northbrook, IL, USA

Position requires travel 50% to 75% of the time for business purposes.

Category
Field Sales
Sales & Account Management
Required Skills
Market Research
Product Management
Requirements
  • Typically requires a Bachelor's degree in a business or clinical field.
  • At least 8 years overall experience in product sales, product management or development and clinical environments to include at least 4 years of product sales experience.
  • At least 4 years of experience directly managing sales professionals including hiring, developing, motivating, and directing people as they work.
  • Demonstrated ability to execute product sales marketing strategies and tactics.
  • In depth knowledge of acute products, customers and market needs.
  • Experience diagnosing, isolating, and resolving complex issues and recommending and implementing strategies to resolve problems.
  • Ability to analyze market trends to effectively develop presentations, provide recommendations and business forecasting.
  • Experience working with cross-functional teams and facilitating teams to identify and implement solutions to complex problems.
  • Demonstrated program management skills, with ability and proven track record to plan, manage and develop strategic initiatives to successful goal completion.
  • Skill and ability presenting to senior management or C-suite with the purpose of influencing company or client decisions. Includes presenting and reporting on project plans and cost benefit analyses to appropriate stakeholders, executives and senior management.
  • Communications planning and implementation experience (including the ability to integrate and coordinate various elements into an actionable plan).
  • Proficient in MS Office (Work, Excel, PowerPoint).
  • Position generally requires travel 50% to 75% of the time 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).
Responsibilities
  • Establish overall key sales and clinical strategies and go-to-market approaches with Medline Sales Leaders.
  • Communicate regularly with Acute and Post Acute sales partners to target customer pipeline and strategize current and future opportunities. Reinforce division strategic direction to the sales specialist team with weekly check ins, goal setting, objection handling, personal & professional, advice, and pipeline management.
  • Develop and implement plans and objectives; evaluate progress and outcomes.
  • Drive overall achievement of divisional sales targets by managing the sales pipeline and growing and retaining existing accounts by presenting new solutions, products and services.
  • Lead product sales specialist team and initiatives through all sales phases. Encourage and manage open communication between Product Management, Traditional Medline Sales and Divisional Product Specialist teams​.
  • Partner with Divisional Product Management to identify and support future customer call points, product development, service solutions and strategic go to market opportunities for maximum growth.
  • Present and where needed, assist in the preparation of customer communications that support clinical programs needed to support proper customer utilization, new market expansion and adjacent call point opportunities for growth.
  • Engage in annual KBI process. Gather and interpret clinical and competitive go to market activities to ensure deep market insights are understood and actionable by division.
  • Organize, direct, and oversee customer engagements from initial presentations to final implementation as it relates to conversions to Repositioning and Offloading products.
  • Accountable for team’s overall customer engagement; ensure teams has the necessary tools, resources and knowledge to positively engage customer and to support sales efforts.
  • Foster positive relationships with key decision-makers and external customer key stakeholders to influence sales initiatives.
  • Own all issue and problem resolution; ensure Product Sales Specialist team and partner divisions deliver against annual goals, and determine if additional training & education is required.
  • Ensure teams understand customer's business and analyze customer's system and product needs.
  • Highest point of escalation and face of Product Sales specialist team when conflict resolution required. Oversee implementation of specialist-led product conversion & implementations.
  • Manage multiple clinical and sales corporate initiatives to include market expansion (traditional accounts), adjacent call points access strategies, and defense/retention efforts to maximize growth.
  • Collaborate with Product Management team to identify product positioning and innovation opportunities.
  • Engage with Product Management team on market research projects to identify and track market trends that affect sales, service and product development.
  • Ensure transfer of feedback for product improvement, and potential new products with appropriate departments.
  • Attend key customer conventions when requested to further expand the business and to represent Medline.
  • Typically manages through individual contributor team members, and multiple manager structure.
  • Provide leadership and management to one or more major departments of an operating unit or to a department that has system-wide accountability.
  • Strategic, tactical and operational planning (12 + months) for the function or department.
  • Direct team travel and expense budgets for field, corporate programs and product management programs where needed.
  • 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.

Medline supplies medical products and healthcare solutions to hospitals, nursing homes, and home health agencies. Their offerings include protective gear, wound care items, diabetes care supplies, and home diagnostics, sold directly to healthcare providers. Medline distinguishes itself through its commitment to sustainability and resilience, investing in domestic supply chain infrastructure. The company's goal is to deliver reliable healthcare solutions while promoting sustainable practices.

Company Stage

Growth Equity (Venture Capital)

Total Funding

$486.4K

Headquarters

Mundelein, Illinois

Founded

N/A

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Simplify's Take

What believers are saying

  • Medline's recognition with awards like the AARC's 2024 Zenith Award and the Preferred Supplier of the Year award highlights its strong reputation and reliability in the healthcare sector.
  • The new partnership with Vetter Senior Living and expansion in Chicagoland indicate Medline's growing market presence and potential for increased business opportunities.
  • Innovations like the FitRight CONNECT Wetness Sensing System demonstrate Medline's commitment to advancing healthcare technology and improving patient care.

What critics are saying

  • The competitive nature of the medical supply industry requires Medline to continuously innovate to maintain its market position.
  • Dependence on partnerships, such as those with Microsoft and Sonoma Pharmaceuticals, could pose risks if these collaborations face challenges or dissolve.

What makes Medline unique

  • Medline's partnership with Microsoft to develop AI-powered solutions for healthcare supply chains sets it apart in the medical supply industry, emphasizing innovation and technological advancement.
  • The company's commitment to sustainability and resilience through domestic supply chain investments distinguishes it from competitors who may rely more heavily on international sources.
  • Medline's extensive product catalog and value-added services like supply chain management and educational resources provide a comprehensive offering that is unmatched by many competitors.

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