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 focused on the management of the base business in a selected geography role and works in partnership with the Territory Manager to achieve daily sales objectives, including quota achievement. Responsible for pull through at existing accounts, and also for account growth following initial launch by the Territory Manager. Provide input regarding account priorities, competitive intelligence and, where appropriate, leverage relationships to assist the Territory Manager in achievement of territory/business objectives. Reports to Regional Manager but takes daily direction from Territory Manager.
Responsible for meeting quota on assigned accounts within the territory on a quarterly, semi-annual, and annual basis
Develop strong relationships and physician advocates within accounts through clinical knowledge of procedures and products
Focused on driving depth and increasing Cordis product utilization in existing accounts through the cultivation of new physician users and re-engaging lost customers
Understand basic anatomy of CV and PV cases and articulate intricacies of complex cases
Assist in formulating sales revenue projections, by account, for the territory utilizing the Pulsar forecasting system
Conduct account management activities such as consignment and inventory counts, product support, etc.
Based on assigned accounts and territory goals, be able to develop call plan for the week/quarter ahead, and work with Territory Manager to review and agree to final plan
Involved in regional assignments outlined by the Region Manager, including, but not limited to regional communications, training meeting leadership, marketing projects, etc.
Responsible for delivering clinical sales presentations that focus on Cordis product features and benefits
Conduct in-services and presentations to all support staff (including floor, RN’s and techs) and sign off trained users
Demonstrate outstanding product knowledge
Where applicable, assist in the management of complications at assigned accounts
Responsible for maintaining and improving product deployment skill level of all trained users at assigned accounts
Proactively communicate on a daily basis with territory team members; provide regular updates on competitive, clinical, and customer situations
Maintain company standards involving ethical and moral character while professionally representing the company
Complete administrative requirements (including expenses) in a timely and accurate fashion
Comply with all company and HR policies
Bachelors Degree or equivalent work experience and 2+ years related experience in the medical device/pharmaceutical field (cath lab technician, nurse, etc.) or in a related area
Clinical background or strong sales skills and track record is ideal.
Excellent interpersonal and negotiating skills; ability to adapt to changing work priorities
Effective interpersonal interactions, both within the commercial group and in accounts
Above average reading, verbal, and written communications skills; proficiency in business English and grammar; good arithmetic skills and 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
Ability to travel
Proven product knowledge in business area
Valid driver's license
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.
To apply, your internet browser must be Internet Explorer Version 9 or above, FireFox, Safari or Chrome.
If your current browser is Internet Explorer 8 or below, please upgrade your browser before applying
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