Job Summary

Oversee and manage the development and performance of all sales activities in the division and across multiple specialty sales channels.
Staff and direct a sales team and provide leadership towards the achievement of maximum profitability and growth in line with company vision and values.
Establish plans and strategies to expand the customer base in the territory and contribute to the development and training for their sales team.

Job Description

RESPONSIBILITIES

Planning

• Develop and implement business plans and sales strategies for multiple clinically differentiated sales channels and provide strategic direction on sales programs for the different markets.

• Initiate and coordinate development of action plans to penetrate new markets.

• Responsible for developing key relationships within targeted IDNs/PV deals.

• Develop and implement marketing plans as needed.

Relationships

• Drive Medline brand strategy at each account and build high-level relationships where VP/IDN/DSD are not already DRI.

• Develop key / high-level relationships within targeted IDNs/PV deals.

• Drive sales and improve profitability throughout division.

Key Accounts

• Creating and developing strong relationships with key decision makers in various levels of these designated accounts. Key accounts to include:

• Prime vendor customers: DSD must be able to successfully sell our capabilities to prospective accounts as well as manage and direct existing PV accounts (see prime vendor responsibilities)

• Target specific management groups and large supply customers

• Large SPT customers DSD must be able to present our corporate initiatives to potential new SPT accounts as well as direct and manage rep behavior in existing SPT accounts including: business reviews, profitability enhancements, and retention strategies.

• High level metrics management, examples include overall pricing management, to include price change notifications and price accuracy, fill rate management to include backorder management, and all necessary reporting functions to perform at our required levels.

• Lead the overall management of Prime Vendor accounts including educating customers on process flow and efficient accountability of our needs in PV. This includes DED processes, pricing management, direction tailored to account needs, conversions to Medline Brand, surplus management, and AR management.

• Serve as the liaison to Operations/Branch Management to guide customer on OSI’s and corrective actions, RGA processes, restocking policies, and freight policies.

Sales Oversight

• Provide timely, accurate, competitive pricing on all completed prospect applications submitted for pricing and approval, while striving to maintain maximum profit margin.

• Maintain records of all pricings, sales, and activity reports submitted by Sales Representatives.

• Create and conduct proposal presentations and RFP responses.

• Assist Sales team with preparation of proposals and presentations.

• Co-DRI for top 4-6 accounts.

• Track sales team metrics, monitoring sales volume, product mix, and selling price by keeping current with supply and demand, changing trends, economic indicators, and competitors.

• Accountable for DM / CDM / Specialty sales performance.

Team Development

• Conduct one-on-one review with all Sales Representatives to build more effective communications, to understand training and development needs, and to provide insight for the improvement of sales and activity performance.

• Develop successful sales representatives. Success is defined as consistently achieving the predefined annual goals including: Quota achievement, STAR goal, and success in deal generation/implementation.

• Travel with Sales Reps to focus on new deals, to drive accountability.

• Provide formal written and verbal feedback to the sales reps on a regular basis, this includes weekly calls, semiannual reps assessments, and periodic progress reports.

Administrative

• Manage all administrative tasks in a timely manner including: required reporting, Medline corporate communication, Rep Expenses, SPA approval and compliance policies, etc.

Management responsibilities

• Typically manages through multiple Division Sales Managers

• Provide leadership and management to one or more major departments of an operating unit or to a department that has system-wide accountability

• Strategic, tactical and operational planning (12 + months) for the function or department

• Direct budgetary responsibility for one or more departments, functions or major projects/programs

• Interpret and execute policies for departments/projects; develop, recommend and implement new policies or modifications to existing policies

• Hiring staff, recommending pay increases, performing performance reviews, estimating personnel needs, assigning work, meeting completion dates, interpreting and ensuring consistent application of organizational policies

REQUIRED EXPERIENCE

Education

• Typically requires a Bachelor’s degree in a business or clinical field.

Work Experience

• At least 7 years of quota-based sales experience demonstrating a background in cold calling, commissioned, and full-cycle sales experience.

• At least 4 years of experience managing salespeople, including hiring, developing, motivating and directing people in a sales management role.

Knowledge / Skills / Abilities

• Extensive experience in all aspects of Supplier Relationship Management.

• Demonstrated understanding of customer and market dynamics and requirements

• Proven ability to identify, connect with, build consensus and close new business.

• Ability to negotiate contracts and close deals.

• Communication skills to effectively communicate and build relationships with clients is crucial.

• Customer service skills required to ensure customers have a positive experience from start to finish.

• Time management skills required to meet sales targets.

• Financial acumen needed to understand financial aspects and to manage contract figures.

• Proficiency with Microsoft products.

• Exposure to and use of Customer Relationship Management (CRM) software.

• Position requires travel (car, plane) for business purposes (within state and out of state).

• Environment includes office setting and medical facilities.

• Position may require non-traditional work hours during in-services (ex. weekends, multiple work shifts).

Medline Industries, LP, and its subsidiaries, offer a competitive total rewards package, continuing education & training, and tremendous potential with a growing worldwide organization.

The anticipated salary range for this position:

$154,000.00 - $231,000.00 Annual

The actual salary will vary based on applicant’s location, education, experience, skills, and abilities. This role is bonus and/or incentive eligible. Medline will not pay less than the applicable minimum wage or salary threshold.

Our benefit package includes health insurance, life and disability, 401(k) contributions, paid time off, etc., for employees working 30 or more hours per week on average. For a more comprehensive list of our benefits please click here. For roles where employees work less than 30 hours per week, benefits include 401(k) contributions as well as access to the Employee Assistance Program, Employee Resource Groups and the Employee Service Corp.

We’re dedicated to creating a Medline where everyone feels they belong and can grow their career. We strive to do this by seeking diversity in all forms, acting inclusively, and ensuring that people have tools and resources to perform at their best. Explore our Belonging page here.

Medline Industries, LP is an equal opportunity employer. Medline evaluates qualified individuals without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, age, disability, neurodivergence, protected veteran status, marital or family status, caregiver responsibilities, genetic information, or any other characteristic protected by applicable federal, state, or local laws.