What are the responsibilities and job description for the Territory Sales Representative, Extended Care position at Cardinal Health?
Territory Overview
The territory covers Nebraska, Iowa, and Kansas.
Role in Territory Management at Cardinal Health
Territory Management is responsible for cold calling, prospecting, and building relationships to increase account penetration, revenue growth, and customer satisfaction within a specified product line, business segment, and/or geography. Call points for this role include post-acute centers, skilled nursing facilities, nursing homes, rehabilitation centers, durable medical equipment providers, home medical equipment providers, and healthcare information technology companies. Focus areas will include driving new business as well as increasing penetration in existing accounts to meet individual and organizational sales objectives.
Key Responsibilities
Develops client pipelines and cultivates existing and new relationships with clients.
Conducts data analytics and analyzes market penetration on products in both new and existing clients. Responsible for identifying areas for development.
Assists distribution order support and coordination as needed.
Coordinates pre-call planning with sales support staff and delegates data collection to operations team members.
Determines prices offered to the client based on client Group Purchasing Agreements.
Meet and exceed assigned quota and sales objectives, including assigned quota uplift.
Maintain and increase sales volume within assigned accounts and territory.
Travel within assigned territory to call on accounts, including overnight stays. Maintains an active, in-person presence at top accounts.
Identify new business opportunities, generate leads, close new business, and convert accounts from competitor products.
Build consultative relationships with clinicians, supply chain partners, and end users. Maintains positive working relationships with distribution and GPO partners.
Complete all administrative tasks and training, including expense reports, pipeline, maintaining accurate Salesforce records, market feedback, etc.
In-service accounts by demonstrating product applications, functionality, and use. May occasionally include start of night and weekend shifts.
Attend and participate in sales meetings, training programs, conventions, and trade shows as directed. Attend all regional, divisional, and sector events, including national sales meetings and region meetings.
Maintain required sales activity level, including expected visits and calls, number of products presented per account, etc.
Assist customers with backorders and other related service issues.
Maintain knowledge of the current industry/competitive landscape, including GPOs, healthcare economics, reimbursement, competitors, competitive products, etc.
Interact with marketing, customer service, and other internal departments.
Present product features and benefits to clinical call points using proper sales technique (probing, qualifying, needs assessment, supporting, and closing).
Successfully complete all management objectives throughout the fiscal year.
Requirements
Bachelor's degree in a related field or equivalent work experience preferred.
2 years of sales experience preferred.
Medical industry experience preferred.
Documented sales achievement preferred.
Valid driver's license.
Ability to travel domestically and within the territory, including overnight stays.
Compensation and Benefits
Anticipated pay range: $118,000 - $120,000 (includes targeted variable pay).
Bonus eligible: Yes.
Benefits: Cardinal Health offers a wide variety of benefits and programs to support health and well-being, including medical, dental, and vision coverage; paid time off plan; health savings account (HSA); 401(k) savings plan; access to wages before payday with myFlexPay; flexible spending accounts (FSAs); short- and long-term disability coverage; work-life resources; paid parental leave; and healthy lifestyle programs.
The territory covers Nebraska, Iowa, and Kansas.
Role in Territory Management at Cardinal Health
Territory Management is responsible for cold calling, prospecting, and building relationships to increase account penetration, revenue growth, and customer satisfaction within a specified product line, business segment, and/or geography. Call points for this role include post-acute centers, skilled nursing facilities, nursing homes, rehabilitation centers, durable medical equipment providers, home medical equipment providers, and healthcare information technology companies. Focus areas will include driving new business as well as increasing penetration in existing accounts to meet individual and organizational sales objectives.
Key Responsibilities
Develops client pipelines and cultivates existing and new relationships with clients.
Conducts data analytics and analyzes market penetration on products in both new and existing clients. Responsible for identifying areas for development.
Assists distribution order support and coordination as needed.
Coordinates pre-call planning with sales support staff and delegates data collection to operations team members.
Determines prices offered to the client based on client Group Purchasing Agreements.
Meet and exceed assigned quota and sales objectives, including assigned quota uplift.
Maintain and increase sales volume within assigned accounts and territory.
Travel within assigned territory to call on accounts, including overnight stays. Maintains an active, in-person presence at top accounts.
Identify new business opportunities, generate leads, close new business, and convert accounts from competitor products.
Build consultative relationships with clinicians, supply chain partners, and end users. Maintains positive working relationships with distribution and GPO partners.
Complete all administrative tasks and training, including expense reports, pipeline, maintaining accurate Salesforce records, market feedback, etc.
In-service accounts by demonstrating product applications, functionality, and use. May occasionally include start of night and weekend shifts.
Attend and participate in sales meetings, training programs, conventions, and trade shows as directed. Attend all regional, divisional, and sector events, including national sales meetings and region meetings.
Maintain required sales activity level, including expected visits and calls, number of products presented per account, etc.
Assist customers with backorders and other related service issues.
Maintain knowledge of the current industry/competitive landscape, including GPOs, healthcare economics, reimbursement, competitors, competitive products, etc.
Interact with marketing, customer service, and other internal departments.
Present product features and benefits to clinical call points using proper sales technique (probing, qualifying, needs assessment, supporting, and closing).
Successfully complete all management objectives throughout the fiscal year.
Requirements
Bachelor's degree in a related field or equivalent work experience preferred.
2 years of sales experience preferred.
Medical industry experience preferred.
Documented sales achievement preferred.
Valid driver's license.
Ability to travel domestically and within the territory, including overnight stays.
Compensation and Benefits
Anticipated pay range: $118,000 - $120,000 (includes targeted variable pay).
Bonus eligible: Yes.
Benefits: Cardinal Health offers a wide variety of benefits and programs to support health and well-being, including medical, dental, and vision coverage; paid time off plan; health savings account (HSA); 401(k) savings plan; access to wages before payday with myFlexPay; flexible spending accounts (FSAs); short- and long-term disability coverage; work-life resources; paid parental leave; and healthy lifestyle programs.
Salary : $118,000 - $120,000
