Director, Product Sales - Repositioning & Offloading (Sales)

Job Summary

Drive execution of sales plans through pre-sales and/or post-sales technical consulting activities. Translate division sales strategy into action. Key leader in the development of the future product and services extensions and enhancements and marketing strategy. Drive, and be accountable for, high-level sales management relationship building. Manage the product expert team and resources focused on Medline's product portfolio and related sales initiatives

Job Description

MAJOR RESPONSIBILITIES:

Sales Partnership

• Establish overall key strategy and go-to-market approaches with Medline Sales Leaders.
• Communicate regularly sales partners to target and strategize current and future opportunities. Reinforce division strategic direction to the sales specialist team with weekly check ins, goal setting, objection handling, personal & professional, advice, and pipeline management.
• Develop and implement plans and objectives; evaluate progress and outcomes.
• Drive overall achievement of sales targets by managing the sales pipeline and growing and retaining existing accounts by presenting new solutions, products and services.
• Lead sales team and initiatives through all sales phases. Encourage and manage open communication between Product, Sales and Specialist teams​

Research & Planning / Business Review

• Oversee delivery of business reviews in partnership with Division Product Management.
• Ensure all materials and resources are available for Medline teams to prepare and present customer needs plan which are feasible, within cost, time, and environment constraints.
• Oversee development and delivery of competitive analysis materials and presentation.

Customer Engagement

• Organize, direct, and oversee customer engagements from initial presentations to final implementation as it relates to conversions to Therapy & Rehab products.
• Accountable for team's overall customer engagement; ensure teams has the necessary tools, resources and knowledge to positively engage customer and to support sales efforts.
• Foster positive relationships with key decision-makers and external customer key stakeholders to influence sales initiatives.
• Own all issue and problem resolution; ensure Specialist team and partner divisions deliver solutions. Determine if additional training & education is required.
• Ensure teams understand customer's business and analyze customer's system and product needs.

Program Execution / Implementation

• Highest point of escalation and face of specialist team when conflict resolution required. Oversee implementation of specialist-led product conversion & implementations.
• Plan for and manage multiple initiatives for program creation, trial support and implementation.

Product Development

• For the Specialist team, identify product positioning and innovation opportunities.
• Oversee market research to identify and track market trends that affect sales, service and product development.
• Ensure transfer of feedback for product improvement, and potential new products with appropriate departments.
• Attend key customer conventions when requested to further expand the business and to represent Medline.

Management Responsibilities

• Typically manages through multiple 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, training and development of staff, estimating personnel needs, assigning work, meeting completion dates, interpreting and ensuring consistent application of organizational policies

MINIMUM JOB REQUIREMENTS:

Education

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

Work Experience

• At least 8 years overall experience in product management, product development or sales to include at least 4 years of product sales experience.
• At least 4 years of experience directly managing sales professionals including hiring, developing, motivating, and directing people as they work.

Knowledge / Skills / Abilities

• Demonstrated ability to execute sales marketing strategies and tactics.
• In depth knowledge of products, customers and market needs
• Experience diagnosing, isolating, and resolving complex issues and recommending and implementing strategies to resolve problems.
• Ability to analyze market trends to effectively develop presentations, provide recommendations and business forecasting.
• Experience working with cross-functional teams and facilitating teams to identify and implement solutions to complex problems.
• Demonstrated program management skills, with ability and proven track record to plan, manage and develop strategic initiatives to successful goal completion.
• Skill and ability presenting to senior management or C-suite with the purpose of influencing company or client decisions. Includes presenting and reporting on project plans and cost benefit analyses to appropriate stakeholders, executives and senior management.
• Communications planning and implementation experience (including the ability to integrate and coordinate various elements into an actionable plan).
• Proficient in MS Office (Work, Excel, PowerPoint).
• Position generally requires travel 50% to 75% of the time 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).

Benefits - Medline is committed to offering competitive benefits and a variety of choices to best meet the needs of you and your family. For employees scheduled to work at least 30 hours per week, this includes health and well-being, financial fitness, career development, paid time off and more. Employees scheduled to work less than 30 hours per week can participate in the 401(k) plan, access the Employee Assistance Program (EAP), Employee Resource Groups (ERG) and Medline Service Corps. For a more comprehensive list of our benefits, please click here.

Every day, we're focused on building a more diverse and inclusive company, one that recognizes, values and respects the differences we all bring to the workplace. From doing what's right to delivering business results, together, we're better. Explore our Diversity, Equity and Inclusion page here.

Medline Industries, LP is an equal opportunity employer. Medline evaluates qualified applicants without regard to race, color, religion, gender, national origin, age, sexual orientation, gender identity or expression, protected veteran status, disability/handicap status or any other legally protected characteristic.