Territory Sales Consultant, Extended Care Job
Job Description Job Attributes+
Ideal candidate will be based in Atlanta, GA or greater Atlanta, GA area. Territory includes the state of GA.
What Sales contributes to Cardinal Health
This is a Sales Position selling into the Post-Acute market for disposable and capital equipment. Key call points consist of Skilled Nursing Facilities, Assisted Living Facilities, DME, HME, Hospice, and 3rd Party Billers. This position will also work directly with alternate distributors within the given geography. Some overnight travel will be required.
AccountabilitiesApplies basic concepts, principles, and technical capabilities to perform routine tasksWorks on projects of limited scope and complexityFollows established procedures to resolve readily identifiable technical problemsWorks under direct supervision and receives detailed instructionsDevelops competence by performing structured work assignmentsMaster all products and applicationsMeet and exceed assigned quota and sales objectives including assigned quota upliftMaintain and increase sales volume within assigned accounts and territoryTravel within assigned territory to call on accounts including overnight travel. Maintain active, in-person presence at top accountsIdentify new business opportunities, generate leads, close new business and convert accounts from competitor productsProfessionally drive a sense of urgency in accounts to speed up purchasing decisionsEffectively manage sales pipeline closing "A" accounts, moving "B" accounts to A's and "C" accounts to "B"sPresent proposals, negotiate pricing, and effectively differentiate Cardinal Health product offeringsBuild consultative relationships with clinicians, supply chain partners and end users. Maintain positive working relationships with Distribution and GPO partnersComplete all administrative tasks including weekly call reports, expense reports, pipeline, maintain accurate SFDC records, market feedback, etc.In-service accounts by demonstrating product applications, functionality and use - often on night and weekend shiftsAttend and participate in sales meetings, training programs, conventions, and trade shows as directed. Attend all regional, divisional and sector events including National Sales Meetings, and Region MeetingsMaintain required activity level - following established guidelines for number of calls/day, # products presented/account, and # contacts/accountAssist customers with back-orders and other related service issuesResponsible for obtaining and keeping up to date records for vaccinations, TB tests, flu shots, and other medical credentials required by the hospitals in your territoryOrganize and maintain sample products and other sales materialUtilize technology and data to analyze territory, effectively target accounts and pre-call planningMaintain knowledge of the current industry/competitive landscape including, GPO's, healthcare economics, reimbursement, competitors, competitive products, etc.Interact with Marketing, Customer Service, and other internal departmentsResolve customer complaints in accordance with Company policy, and advises sales management promptly of any situation beyond the Sales Representative's authorityPresent product features and benefits to clinical call points utilizing proper sales technique (probing, qualifying, needs assessment, supporting and closing)
EducationBachelor's degree in related field, or equivalent work experience, preferred
Experience2+ years strongly preferred of documented outside sales success in a competitive, sophisticated environment, preferably tangible products (i.e. medical supplies/devices, office equipment, copiers, payroll systems, information systems)Medical Device industry experience preferredEvidence of top sales achievement with experience in multilevel account management is requiredValid Driver's LicenseAbility to travel domestically and within region often involving overnight stays and stays up to one week in durationA Covid-19 vaccination is required in order to be employed in this position. This includes either: 2 doses of the Moderna or Pfizer vaccine1 dose of the Johnson & Johnson vaccine
Preferred Skills/QualificationsA demonstrated track record for meeting and exceeding sales objectivesPrevious history of quota attainmentDocumented history of exceeding customer requirements
Required CompetenciesCustomer FocusDrive for ResultsBusiness AcumenListeningPlanningPresentation SkillsPriority SettingNegotiatingInterpersonal Savvy
Cardinal Health is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, ancestry, age, physical or mental disability, sex, sexual orientation, gender identity/expression, pregnancy, veteran status, marital status, creed, status with regard to public assistance, genetic status or any other status protected by federal, state or local law.