What Territory Management- Medical Products contributes to Cardinal Health
Territory Management - Medical Products 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. Predominantly sells medical supplies and devices that have a medium length sell cycle and are typically NOT considered large capital investment / high technology based equipment purchases.
This position is responsible for achieving the sales expectations of an assigned territory. Success is realized by building strong customer and account relationships, conducting consultative sales calls, utilizing solid product/technical knowledge, following a targeted call plan, and developing/maintaining a comprehensive business plan that is focused on maintenance of base business and new customer cultivation.
Responsible for attainment of sales/revenue objectives for the territory in order to attain quota
Drive sales opportunities at existing and new IDNs and hospital systems, including targeting, cultivation, and launch planning/execution
Identify and present multi-product category proposal and pricing recommendations to line leadership for key account targets
Able to differentiate accounts into economic and clinical orientation, and to structure sales approach accordingly
For Economic account - focus on the sell to CXO, VAT members, purchasing leaders; strengthen relationships once established to ensure penetration throughout the account
For Clinical account - focus selling efforts on the value proposition of our products, clinical advantages, data, use methodologies
Partner with CAH sales counterparts (i.e. CIMS) in other businesses to identify selling opportunities and present to hospital administrators
Manage daily sales objectives for Clinical Sales Specialist staff in the territory
Execute on national/regional/local promotional activities and programs for assigned products and therapeutic areas
Provide feedback on customers, promotions programs, environmental changes to sales and marketing leadership and/or R&D
Conduct consultative sales calls on Interventional Cardiologists, Radiologists and Vascular Surgeons
Direct all training and education planning during account launches
Manage and adhere to expense budgets for their respective team, and is accountable for territory team compliance
Build and maintain solid customer relationships
Demonstrate outstanding product knowledge and can impart this knowledge to team
Implement targeted call plan by efficiently utilizing and allocating territory team and corporate resources
Complete administrative requirements on time and accurately
Maintain company standards involving ethical and moral character while professionally representing the company
Comply with all Corporate and HR policies
BA in Business or related discipline or equivalent work experience and a minimum of 4 years of related industry sales experience
Effective interpersonal interactions, both within the commercial group and more broadly across the organization
Excellent interpersonal and negotiating skills; ability to adapt to changing work priorities; and ability to maintain good working relationships while dealing appropriately with sensitive and confidential matters and with a wide variety of personal and telephone contacts
Excellent verbal and written communications skills; proficiency in business English and grammar; attention to detail to maintain records and process reports
Proficiency with PC-based office computers, including familiarity with Microsoft Word, Excel, PowerPoint, and Outlook required
Ability to work independently
What is expected of you and others at this level
Applies advanced knowledge and understanding of concepts, principles, and technical capabilities to manage a wide variety of projects
Participates in the development of policies and procedures to achieve specific goals
Recommends new practices, processes, metrics, or models
Works on or may lead complex projects of large scope
Projects may have significant and long-term impact
Provides solutions which may set precedent
Independently determines method for completion of new projects
Receives guidance on overall project objectives
Acts 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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I think the key differentiator between Cardinal Health and other companies is the people.
Everyone on the team truly cares and is always willing to lend a helping hand. There is also a strong focus on development and support.
It is a great thing to see your peers continue to advance and grow within the organization.
Kim, Regional Sales Director