Sales Representative - OR Specialty Products

About the role

The Global Medical Products and Distribution (“GMPD”) segment focuses on U.S. and International Products and Distribution businesses, offering industry expertise and an expanding portfolio of safe, effective medical products that improve quality, manage costs and reduce complexity. With trusted regulatory experience, insights, and infrastructure, GMPD helps manufacture and source medical products that meet demand for value‑driven, comprehensive healthcare solutions. The segment offers surgical kits and accessories designed for the operating room to create a more efficient OR supply chain, covering a wide selection of procedures. The Sales Representative, OR Products, “Specialist” drives revenue and profitability in their territory through products, solutions and clinical insights to the acute care hospital marketplace. Focus areas include driving new business and increasing penetration in existing accounts. The OR Product portfolio includes Presource procedural packs & solutions, surgical gloves, surgical drapes, surgical gowns, OR positioners, topical skin adhesives, fluid management and more. This highly visible position reports directly to the Region Sales Director, Specialty Products and is responsible for meeting and exceeding sales goals by advancing high‑quality consultation utilizing a solution‑based sales model. Territory: Cincinnati/Dayton, Ohio.

Responsibilities

• Drive strategies to achieve sales goals across assigned product categories within assigned geography.
• Build consultative relationships with clinicians, supply chain partners, end users and GPO partners.
• Collaborate with regionally aligned account executives to drive incremental revenue and achieve target sales goals within the context of the overall account strategy.
• Identify, qualify, prepare, and execute effective sales strategies that maintain the existing base of business and support the close of competitive business and revenue growth opportunities.
• Develop mastery of all products and sales applications.
• Present proposals, negotiating pricing and effectively differentiating product offerings.
• Complete conversions and in‑servicing, which includes demonstrating product applications, functionality and use – (occasional night shifts).
• Assist customers with backorders and other related service issues when they cannot be resolved by the customer service team.
• Effectively utilize and update sales tools to accurately address trends in existing base of business, create call strategies, and to manage territory and strategic business plans.
• Lead territory opportunity development and activities that translate to accurate monthly, quarterly, and annual projections.
• Complete all administrative requirements in a timely and comprehensive manner (expenses, compliance, salesforce.com, as directed).
• Maintain and document required activity level – following established guidelines for number of calls / day, # products presented /account, and # contacts/account.
• Educate buyers and promote Cardinal’s products through participation in sales meetings, training programs, conventions, and trade shows as directed.
• Meet and maintain the requirements of all key vendor credentialing entities.
• Maintain knowledge of the current industry / competitive landscape including, GPOs, healthcare economics, reimbursement, competitors and competitive products etc.
• Foster productive relationships with Marketing, Customer Service, and other key internal stakeholder groups.
• Resolve customer complaints in accordance with company policy, and advising sales management promptly of any situation beyond the Sales Representative’s authority.