Acute Care Division Sales Manager at Medline Industries, Inc. in Sacramento, California

Job Description:

Acute Care has an immediate need for a Division Sales Manager in the Sacramento area. The Division Manager's (DM) primary responsibility is to meet or exceed established annual sales and strategic goals for their respective division. The DM is chartered with providing strategic leadership that supports Medline's corporate strategy to division's sales team. The DM is also responsible to recruit, hire and develop each individual representative in the organization to ensure we have the best sales team within our peer group and insure the success of each sales rep with in their division.

Managing Sales Reps

• Manage, hire, and develop successful sales representatives. Success is defined as rep consistently achieving the predefined annual goals including: Quota achievement, STAR goal, and success in deal generation/implementation.


• Travel with each sales rep in the division at least 2 days per month and provide the required travel reports after the travel dates.


• Provide formal written and verbal feedback to the sales reps on a regular basis, this includes weekly calls, semiannual reps assessments, and periodic progress reports.

• Creating and developing strong relationships with key decision makers in various levels of these designated accounts. Key accounts to include:
  
  
  • Prime vendor customers: DM must be able to successfully sell our capabilities to prospective accounts as well as manage and direct existing PV accounts (see prime vendor responsibilities)
  
  
  • Target specific management groups and large supply customers
  
  
  • Large SPT customers DM must be able to present our corporate initiatives to potential new SPT accounts as well as direct and manage rep behavior in existing SPT accounts including: business reviews, profitability enhancements, and retention strategies.
  
  
  • High level metrics management, examples include overall pricing management, to include price change notifications and price accuracy, fill rate management to include backorder management, and all necessary reporting functions to perform at our required levels.
  
  
  • Lead the overall management of Prime Vendor accounts including educating customers on process flow and efficient accountability of our needs in PV. This includes DED processes, pricing management, DSM direction tailored to account needs, conversions to Medline Brand, surplus management, and AR management.
  
  
  • Serve as the liaison to Operations/Branch Management to guide customer on OSI's and corrective actions, RGA processes, restocking policies, and freight policies.
  
  
  
  

• Responsible for the continual improvement of Medline GM and rep commission through the following activities (among others):
  
  
  • Strategic price increases
  
  
  • SPT profitability strategies
  
  
  • Improving the Medline mix of business in prime vendor accounts
  
  
  
  

• DM must effectively manage all administrative tasks in a timely manner including: required reporting, Medline corporate communication, Rep Expenses, SPA approval and compliance policies, etc.

• Medline Industries, LP, and its subsidiaries, offer a competitive total rewards package, continuing education & training, and tremendous potential with a growing worldwide organization.


• The anticipated salary range for this position is $140,000 to $170,000 annually. This salary range is an estimate and the actual salary will vary based on applicant's location, education, experience, skills, and abilities. This role is bonus and/or incentive eligible. Medline will not pay less than the applicable minimum wage or salary threshold.


• Our benefit package includes health insurance, life and disability, 401(k) contributions, paid time off, etc. for employees working 30 or more hours per week on average. For a more comprehensive list of our benefits, please click here. For roles where employees work less than 30 hours per week, benefits include 401(k) contributions as well as access to the Employee Assistance Program, Employee Resource Groups and the Employee Service Corp.

Education

• Bachelor's degree.

• At least 7 years of experience managing people, including hiring, developing, motivating and directing people in a sales management role.

• Experience with enterprise software solutions and large, complex organizations.
• Extensive experience in all aspects of Supplier Relationship Management.
• Strong understanding of customer and market dynamics and requirements