Product Sales Specialist - Repositioning & Offloading at Medline Industries, Inc. in Northfield, Illinois

Job Description:

Execute sales strategies that drive overall achievement of sales targets.

Represent the division to the Medline sales force as product expert.

Assist sales teams with: targeting, pitching the product line, in-servicing and supporting conversions, set up trials, conduct trials, conduct post-trial reviews and implementing.

Responsibilities

Sales Responsibility

• Develop target lists of potential accounts in cooperation with the sales reps.

Research & Planning / Business Review

• Support the execution of the overall 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.


• Guide 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 their key competitors by working with the PM team in the division.


• Stay up to date on clinical research that affects product categories.

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.


• 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.

Program Execution / Implementation

• Facilitate various phases from program creation, trial support and through implementation.


• Assist Medline sales reps with questions via email, phone calls or in person.


• May 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. Troubleshoot complaints and help diagnose issue type (education, product).

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

• Work with client to track their metrics and utilization.


• Track sales forecast targets. Record activity on accounts and help to close deals to meet these targets.


• Provide updates on key accounts closes, implementation dates and revenue pull through.

Product Expertise / Industry Knowledge

• Serve as product expert within the organization to contribute to the development of technical presentations and product strategy.


• Engage professional organizations; attend national, regional, and local industry events, technical training classes.

Education

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

Work Experience

• At least 2 years product management, product development or sales experience.

Knowledge / Skills / Abilities

• Demonstrated basic knowledge of products, customers and market needs
• Ability to analyze market trends to effectively develop presentations, provide recommendations and business forecasting.
• Demonstrated ability working with cross-functional teams and facilitating teams to identify and implement solutions to complex problems.
• Demonstrated ability assessing and initiating actions independently.
• Demonstrated time management skills such as prioritizing/organizing and tracking details and meeting deadlines of multiple projects with varying completion dates.
• Experience developing and delivering presentations to various audience levels within, and external to, an organization.
• 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 .

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.

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 .

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