Director – Product Sales

Job Summary

Primary owner of division led product sales specialist team. Drive execution of sales and clinical strategies related to 1. field based initiatives, 2. corporate clinical and sales programs and 3. product management initiatives. Lead field based initiatives through pre-sales, during and/or post-sales technical consulting activities in partnership with traditional sales organizations in Acute and Post Acute markets. Lead and refine corporate clinical and sales programs to maximize current and new customer utilization and overall market growth. Partner with Product Management in the development of future product and marketing strategies. Drive and be accountable for high-level sales management relationship building.

Job Description

MAJOR RESPONSIBILITIES:

Sales Partnership

• 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​

Research & Planning / Business Review

• 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.

Customer Engagement

• 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.

Program Execution / Implementation

• 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.

Product Development

• 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.

Management Responsibilities

• 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

MINIMUM JOB REQUIREMENTS:

Education

• Typically requires a Bachelor’s degree in a business or clinical field.

Work Experience

• 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.

Knowledge / Skills / Abilities

• 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).

Benefits - Medline is committed to offering competitive benefits and a variety of choices to best meet the needs of you and your family. For employees scheduled to work at least 30 hours per week, this includes health and well-being, financial fitness, career development, paid time off and more. Employees scheduled to work less than 30 hours per week can participate in the 401(k) plan, access the Employee Assistance Program (EAP), Employee Resource Groups (ERG) and Medline Service Corps. For a more comprehensive list of our benefits, please click here.

Every day, we’re focused on building a more diverse and inclusive company, one that recognizes, values and respects the differences we all bring to the workplace. From doing what’s right to delivering business results, together, we’re better. Explore our Diversity, Equity and Inclusion page here.

Medline Industries, LP is an equal opportunity employer. Medline evaluates qualified applicants without regard to race, color, religion, gender, national origin, age, sexual orientation, gender identity or expression, protected veteran status, disability/handicap status or any other legally protected characteristic.