Job Number: 20022851

Location: Statewide - Virginia, VA

Date Posted: 10-21-2017

Job Title: Consultant, Territory Sales - Medical Surgical Product Rep - Western Virginia

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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.

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 Strategic Account Executive (SAE) in SAE’s 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, regulations)
  • Show and exhibit strong product knowledge enabling a feature and benefit sales process to unfold and successful conclude
  • 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%

What is expected of you and others at this level

  • Applies comprehensive knowledge and a thorough understanding of concepts, principles, and technical capabilities to perform varied tasks and projects
  • May contribute to the development of policies and procedures
  • Works on complex projects of large scope
  • Develops technical solutions to a wide range of difficult problems. Solutions are innovative and consistent with organization objectives
  • Completes work independently receives general guidance on new projects
  • Work reviewed for purpose of meeting objectives
  • May act as a mentor to less experienced colleagues

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

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Meet Brent

Cardinal Health is making peoples’ lives better with all of the research it does to cure certain diseases. We have good benefits and the company values its associates. Something is always changing within the business and the technology. I like the fact that I learn something every day in this career.
Brent, Sales Manager