Operating Room Sales Specialist

At Cardinal Health, we are developing the innovative products and services that make healthcare safer and more productive. This is your opportunity to join a growing, global company genuinely committed to making a difference to our customers and communities.

Job brief

We are looking for an Operating Room Sales Specialist to join our team, reporting to a National Sales Manager. You will be responsible for working with a team of Patient Recovery Account Managers to drive adoption of Cardinal Health products, negotiate, transfer and maintain business contracts, develop long-term relationships with customers and oversee achievement of sales targets.

As an Operating Room Sales Specialist, you will work to satisfy our customers’ needs and requests, respond to their queries in a timely manner and aspire to deliver a positive customer experience.

You should have excellent communication and negotiation skills and be customer oriented. Ultimately, you should be able to grow our business by building successful, long-term client relationships.

Responsibilities

  • Manage a portfolio of accounts in collaboration with the Patient Recovery territory sales teams to achieve long-term success and increase the penetration of the Cardinal product portfolio into the Operating Room call point
  • Develop a regional plan, in collaboration with your sales manager, to prioritize activity and commercial focus to meet sales targets
  • Negotiate with key customers and procurement groups to develop Cardinal Health market share, drive customer value and achieve sustainable sales growth
  • Develop positive relationships with clients and establish trusted advisor status as an ‘Operating Room expert’
  • Target new business growth using existing and potential customer networks
  • Resolve conflicts and provide solutions to customers in a timely manner
  • Set sales account targets, aligned with company objectives, and track the status of accounts and transactions
  • Monitor and report on sales metrics (e.g. quarterly sales results and annual forecasts)
  • Play an active role within the team by providing market and competitor intelligence, feedback on local trends and working towards agreed objectives with the Regional Sales Manager
  • Attendance at both internal and external meetings, workshops and exhibitions as required, which may include some out of hours working from time to time
  • Suggest actions to improve sales performance and identify opportunities for growth
  • Satisfy customer needs whilst respecting professional ethics, Cardinal Health values, positioning and image.

Experience

  • A proven, consistent and successful medical devices sales track record
  • Demonstrable territory and account management skills
  • Ability to work collaboratively in a team environment to achieve individual and team goals
  • Ability to work as part of a sales team to identify and prioritize key business objectives
  • Ability to learn and understand complex clinical product knowledge and clinical data
  • Must be self-motivated to drive ideas and develop business opportunities
  • Ability to identify business opportunities and the ability to persuade and influence others.
  • Good level of autonomy with a high competency in time management
  • Able to build and maintain strong internal and customer relationships
  • Excellent interpersonal skills
  • Sound presentation skills in order to educate and demonstrate products to a variety of clinical  audiences
  • Must be able to demonstrate competence in Microsoft Office packages and CRM systems
  • Experience of negotiating with individual and group procurement to drive customer value and increase sales
  • Experience of the Hospital environment (structures, decision circuits, regulation, …) and Business environment (customers, market, competition…)
  • Deep knowledge of the Operating Room call-point is a plus
  • Mastering of CRM tools (i.e. salesforce.com) and business analytical tools

Qualifications

  • Degree level education, preferably within a commercial specialization
  • Computer IT literate – Excel, PowerPoint, Word, CRM
  • Full current driving license
  • Valid work permit/visa
  • Fluent in English and Italian

Job Competencies

  • Technical knowledge - The ability to use and demonstrate technical, medical equipment in the clinical setting.
  • Business acumen - The ability to demonstrate a flexible approach to changing business situations is necessary in order to recognize solutions and provide new methods for achieving targets and objectives with the desire to achieve and exceed expectations.
  • Communication Skills - Proficiency with all modes of modern communication including e-mail, telephone, video conferencing as well as verbal and written.
  • Ability to impart technical knowledge and educate a variety of clinical audiences
  • Administrative skills - Ability to maintain records and analyze sales data from the on-line sales data system.
  • Time management – The ability to prioritize, organize and meet deadlines is essential.
  • Interpersonal Skills – The ability to develop and maintain key relationships with customer base to provide educational support and exceed customer expectations