Consultant - Territory Sales Jobs

Job Number: 14007174
Location: West Palm Beach, FL
Date Posted: 9-8-2014


JOB TITLE: Consultant, Territory Sales - Product Sales Representative - Palm Beach, FL

Territory Management - Dist

What Territory Management - Dist contributes to Cardinal Health

Territory Management is responsible for cold calling, prospecting and building relationships that will increase account penetration, revenue growth and customer satisfaction within a specified product line, business segment and/or geography. Focus areas will include driving new business as well as increasing penetration in existing accounts.

What is expected of you for success in your role
  • Demonstrates advanced knowledge of Cardinal Health and customer industry, including: key competitors, terminology, technology, trends, challenges, reimbursement and government regulation; demonstrates working knowledge of how Cardinal Health offerings match with a customers' unique business needs.
  • Initiates and takes ownership of principles of territory management, including: account planning, selling processes, post-sales implementation processes, deal economics

What is expected of you and others at this level in Direct Sales for functional success
  • Applies knowledge of the customer's business to develop optimal solutions
  • Proactively and with a regular cadence demonstrates to the customer the defined value of partnering with Cardinal Health both pre- and post-sales
  • Effectively negotiates and collaborates with the customer and colleagues to influence support for mutually beneficial outcomes and achieve consensus
  • Builds and sustains relationships founded on trust with internal and external customers and ensures customer satisfaction and loyalty
  • Identifies and qualifies new sales opportunities and develops plans for introducing new solutions through collaborative relationships

Accountabilities in this role

•Develop a comprehensive understanding of customer current/future product and services needs
•Introduce internal and external customers to the full breadth of Cardinal Health Products, including commodities, clinical products, services and Cardinal360 – services will also have their own sales force
•Develop value propositions around client needs, effectively negotiate financial terms and close sales for Cardinal products and services
•Identify new product sale opportunities and promote Cardinal Health's strategic priorities with clients within the assigned territory
•Report to RD, dotted line to SAE in SAEs accounts
•Conduct product trials, Value Analysis Presentations and all required customer education


•Bachelor's degree, preferred
•Minimum of 3 years related sales experience
•Prior experience selling medical products required, including but not limited to, medical disposables, medical
consumables, medical device, or clinical capital
•Experience in an operating room (OR) environment preferred
•Proven product knowledge in business area
•Demonstrate advance knowledge of CAH and customer industry (e.g., key competitors, technology, terminology,
•Show and exhibit strong product knowledge enabling a feature and benefit sales process to unfold and successful
•Strong understanding of customer buying process that enables effective management of opportunity pipeline for
each account
•Proven track record for developing targeted offerings and closing large/medium deals
•Ability to hunt for new opportunities
•Valid driver's license
•Ability to travel 25%

At Cardinal Health, we're developing the innovative products and services that make healthcare safer and more productive. Join a growing, global company genuinely committed to making a difference for our customers and communities.

Cardinal Health is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, or protected veteran status.

En Cardinal Health, estamos desarrollando productos y servicios innovadores para hacer el cuidado de la salud más seguro y productivo. Únete a una compañía global en crecimiento y completamente comprometida a hacer la diferencia en nuestros clientes y comunidades.

Cardinal Health es un patrón a favor de la Igualdad de Oportunidades/Acción Afirmativa en el empleo. Todos los solicitantes que califiquen serán considerados para empleo sin consideración de raza, color, religión, sexo, origen nacional, discapacidad o estatus de veterano bajo protección.

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