Job Number: 20017991

Location: Statewide, FL

Date Posted: 8-8-2017

Job Title: Senior Consultant, Cordis Territory Manager- Jacksonville

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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

Qualifications

  • 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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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