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Territory Sales Leader
2 months ago
Position Overview:
The Territory Sales Leader is a pivotal role designed to drive sales growth, profitability, and market presence within a designated area. This position involves promoting and selling specific products and services to Healthcare Professionals primarily in Acute Care settings, and occasionally in Day Hospitals. Additionally, the role encompasses the management of a high-performing sales team through effective talent acquisition, performance management, and strategic development initiatives.
Key Responsibilities:
Territory Oversight
Strategically navigate Cardinal Health's diverse portfolios, executing sales strategies to meet or surpass revenue goals while upholding a professional image in the industry. Manage the Contract Life Cycle by identifying and qualifying valuable opportunities within accounts, understanding the decision-making process, and leading the sales process to successful closure. Assist the Regional Sales Manager (RSM) in State/National Tendering processes by providing market insights, pricing strategies, and product positioning. Collaborate with the RSM on commercial agreements and manage relationships with key stakeholders, including Corporate and Day Hospital groups. Cultivate and enhance relationships with influential decision-makers, including C-Suite executives, Supply Chain Managers, and Procurement teams.Sales Team Leadership
Coach and guide sales personnel to achieve their sales objectives. Partner with the RSM to attract and select top-tier talent while providing continuous coaching and performance evaluations. Foster an environment conducive to sales growth, guiding team members in articulating Cardinal's value propositions to clients. Conduct field visits to support direct reports, ensuring effective coaching and development. Ensure timely completion and sharing of coaching reports with the RSM. Implement quarterly planning and review sessions with team members, setting and tracking annual performance and development goals. Create a motivating atmosphere where all team members are inspired to excel. Manage resources efficiently, including leave schedules, to ensure optimal territory coverage. Recommend merit-based adjustments during the annual performance review cycle. Step in as acting support for the RSM when necessary. Engage in Sales Leadership Team (SLT) meetings, both in-person and virtually. Facilitate team meetings to promote collaboration and communication. Prepare and submit comprehensive, strategic reports as required. Assess territory structures and recommend staffing levels to enhance service delivery and sales performance. Ensure compliance with all company policies regarding Health, Safety, and Environmental practices. Communicate business-related issues or opportunities promptly. Manage performance proactively, addressing any issues swiftly and supporting team members in achieving their goals. Provide secondary support during the RSM's absence. Perform additional duties as assigned.Qualifications for Success:
In-depth knowledge of the healthcare system. Proven success in professional sales, ideally within the medical device sector, with a track record of meeting sales targets. Proficient in computer applications, including advanced MS Office skills and CRM tools for business analysis and territory management. Ability to analyze market trends and develop effective business strategies based on comprehensive data. Results-oriented with a proactive approach to problem-solving and negotiation. Strong customer focus, building relationships that add value to clients. Excellent communication and interpersonal skills, fostering teamwork and collaboration. Demonstrated clinical and technical knowledge of products. Ability to manage change effectively and maintain personal resilience. High-level commercial sales skills, including strategic planning and negotiation. Capable of conducting Business Reviews with external stakeholders to ensure compliance and drive growth. Valid driver's license is required.#LI-DNI
Cardinal Health is committed to fostering an inclusive workplace that values diverse perspectives and experiences. We encourage applications from individuals who may not have a traditional background, including those who are returning to work, individuals with disabilities, and Veterans.
Cardinal Health is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, ancestry, age, physical or mental disability, sex, sexual orientation, gender identity/expression, pregnancy, veteran status, marital status, creed, status with regard to public assistance, genetic status or any other status protected by federal, state or local law.
