Territory Sales Representative - Physician Office

The Territory Sales Representative for Physician Office is responsible for managing the success of the relationship with an assigned set of customers to achieve mutually beneficial goals and objectives. Responsible for building and maintaining long-term relationships between the customer, vendors, GPO’s and Cardinal Health. The complexity of the solution, product, or services offered is variable and can range from simple to moderately complex account matrix management.

Responsibilities

• Advance sales and profitability growth of defined territory
• Expand executive presence
• Drive operational excellence and implement supply chain initiatives across customer’s strategic imperatives.
• Manage basic service needs daily by facilitating routine customer transactions for the customer’s non-acute facilities located across assigned set of customers.
• Lead data collection and reporting to support primary initiatives and basic business needs
• Coordinate internal and external resources to maintain the relationship, improve mutual profitability, and create intended value.
• Assist with process improvement projects

Qualifications

• Bachelor's degree in related field, or equivalent work experience, preferred
• At least 5 years healthcare sales experience, preferred
• Strong planning, forecasting, presentation, negotiation and closing skills
• Strong communication, organizational and prioritization skills (MS Office mastery is required)
• Ability to build long-standing relationships and influence decisions.
• Previous experience supply chain or distribution experience preferred
• Medical-surgical, Lab product and contracting knowledge desired
• Positive attitude and willingness to learn
• Ability to work independently and as a member of a team.
• Ability to travel 25%-50% of time

What is expected of you and others at this level in direct sales for functional success

• Customer’s primary point of contact for non-acute product sales, problem resolution & project identification.
• Responsible for identifying, quantifying, qualifying, tracking & evaluating customer pain points and translating into an integrated sale pipeline.
• Ensure appropriate penetration of Cardinal Health products into non-acute channel; identify and qualify new revenue opportunities; develop plans for introducing new solutions.
• Responsible for managing the product mix away from inefficient vendors to more efficient vendors by coordinating and leading the introduction of preferred products and vendors to appropriate customer personnel.
• Develop business plans for accounts and incorporate it into quarterly business review (QBR) process; present the QBRs in a way that is mutually beneficial. Manage and report progress on goals/objectives, project score carding and other agreed upon metrics.
• Demonstrate advanced knowledge of customer relationship management, sales, and operations functions
• Interacts with subordinates, peer customers and suppliers at various management levels may interact with senior management
• Participates in the development of policies & procedures to achieve goals, specifically regarding standardization of customer price, product & process efficiencies.
• Manage multiple supply chain projects including standardization, supply chain optimization, ongoing process improvement and program implementations.
• Bring forward recommendations on rightsizing of localized inventory, as well as par-level adjustment opportunities based on seasonality & historical usage. Oversee deployment of all supply chain activities.
• Serve as strategic resource and link between healthcare facilities and Cardinal Health, a conduit between external clients and internal departments. 
• Orchestrate activities in coordination with commercial enablement team to achieve levels of outstanding service and customer experience.
• Develop relationships, lines of communication and a clear understanding of the needs and expectations of all key members of supply chain. 
• Build and maintain strong relationships with supplier partners to ensure achievement of product standardization goals and deployment of clinical product support at the facility level; also, to drive financial results for both health systems and Cardinal Health.
• Provide clear and consistent feedback on progress against agreed upon goals and objectives.