at Medline Industries, Inc. in Northfield, Illinois, United States
Job Description
JOB SUMMARY
Subject matter expert for the division's category of Endoscope Repair and other capital equipment offerings. Display high-level of product and sales ownership through project leadership, product leader partnering, and mentoring new or less experienced product and sales team members. Provide sales teams with targeting, pitching the product line, in-servicing and supporting conversions. Own trial set-up, conduct trials, and conduct post-trial reviews and implementation.
MAJOR RESPONSIBILITIES
Sales Responsibility
- Drive sales pipeline for Endoscope Repair and full repair catalog. Grow and retain existing accounts by presenting new solutions, products and services.
- Prepare and or participate in larger customer or IDN visit presentations.
- Develop target lists of potential accounts in cooperation with the sales reps.
Research & Planning / Business Review
- Active role working directly with Medline Sales Leaders to execute overall key strategy and go to market approach.
- Conduct and deliver business review in partnership with Division Product Management.
- Guide Medline Sales and Product Management teams in utilizing the business review.
- Prepare and present business review/plan to Medline teams to assure plan is feasible within cost, time, and environment constraints.
- Train Medline teams to prepare and present customer needs plan to assure plan is feasible, within cost, time, and environment constraints.
- Produce competitive analysis materials comparing product with its key competitors by working with the PM team in the division.
Customer Engagement
- Prepare and present technical/clinical proposals on how Medline's products can meet customer needs and how they can be effectively integrated and implemented.
- Present new solutions, products and services to clients.
- In support of the sales team, foster relationships with decision-makers and external customer stakeholders to obtain and provide feedback to the Division on the needs of customers and supporting specialists.
- Deliver in depth presentations and product demonstrations to clients and sales representatives. Identify potential customer objections to product conversions and develop plan for objection handling.
Program Execution / Implementation
- Project manage all phases from program creation, trial support and through implementation.
- Key contact for Medline sales reps with questions via email, phone calls or in person. May receive requests directly from customer.
- Will have a continuing role in customer support to address clients' issues in the usage of organizational products/services.
- Conduct physical product conversion when divisional support needed.
Education / Inservice
- Develop and conduct customer in-services/technical training.
- Develop product training and resource materials (tools, resources, presentations, manuals).
- Monitor and analyze quality questions or customer complaints.
- Facilitate resolution of complaints and service issues.
Product Development
- Conduct market research and identify and track market trends that affect sales, service and product development.
- Provide feedback and recommendations for product improvement, and potential new products with appropriate departments.
- Identify trends with requests and information via interactions with sales to determine market needs and potential innovations.
Measure Results / Utilization Review
- Works with client to track their metrics and utilization.
- Track sales forecast targets. Record...
Equal Opportunity Employer - minorities/females/veterans/individuals with disabilities/sexual orientation/gender identity
