Sales Representative – Sterile Processing Department

Outside Sales Representative

Facilitate the full sales cycle for assigned territories in the Acute Care space focused on the Sterile Processing Environment. Prospect, establish relationships, and close deals with healthcare facilities, equipment dealers, and medical product suppliers within assigned territory. Manage current accounts; maintain existing business and cross-sell new products and/or services.

Major Responsibilities

• Develop medium- to long-term sales plans and prepare strategies to protect, grow, and diversify the relationship with targeted customers.
• Contact current or potential customers to promote products or services.
• Establish and maintain meaningful relationships with internal stakeholders along with new customers and foster relationships with existing customers.

Prospecting / Lead Qualification

• Identify prospective customers using business directories, leads from clients, or information from conferences or trade shows.
• Assess customer needs and suggest appropriate products, services, and/or solutions.
• Build relationships to generate future sales and repeat business.

Initial Contact

• Reach out to qualified leads through calls, emails, or meetings to introduce your product or service.
• May be required to cold-call to develop new business opportunities.

Needs Assessment

• Understanding the specific needs and pain points of the prospect to tailor your sales approach.
• Answer customers' questions about services, prices, availability, or credit terms.

Presentation

• Develop and deliver sales bids, presentations, and proposals; conduct product demonstrations as necessary.
• Emphasize or recommend service features based on knowledge of customers' needs and vendor capabilities and limitations.
• Present new products and initiatives.
• Educate customers on current industry trends and regulations.
• Address any concerns or objections the customer may have about product or service.

Closing

• Assess the cost effectiveness of products, projects, or services. Compute and compare costs of services.
• Prepare bids and price quotes, contract terms, and/or fulfillment dates for services.
• Negotiate prices or terms of sales or service agreements.
• Create forms or agreements to complete sales. Inform customers of contracts or other information pertaining to purchased services.
• Finalize the sale by securing the contract.

Follow-Up

• Facilitate post-close activities and resources (ex. Customer Onboarding, Customer Support, Feedback Collection, Renewals and Retention).
• Ensure customer satisfaction, address any post-sale issues, and seek referrals for future leads.
• Consult with clients after sales or contract signings to resolve problems and provide ongoing support.

Maintain Market and Product Knowledge

• Develop and apply a deep knowledge of Medline's product catalog and value-added programs and services.
• Monitor market conditions, innovations, and competitors' services, prices, and sales (Attend sales or trade meetings, read related publications).

Administrative

• Manage and document sales related expenses.
• Create and review sales reports as necessary.
• Maintain customer records using automated systems.

Minimum Job Requirements

• Typically requires a Bachelor's degree in a business or clinical field.
• At least 2 years of quota-based sales experience demonstrating a background in cold calling, commissioned, full-cycle sales experience.
• Demonstrated track record of sales growth and quota attainment.
• Proven ability to identify, connect with, build consensus and close new business.
• Ability to present on and be knowledgeable of multiple product lines.
• Ability to sell effectively to various levels within a customer organization.
• Communication skills to effectively communicate and build relationships with clients is crucial.
• Customer service skills required to ensure customers have a positive experience from start to finish.
• Ability to work with minimal supervision in a detail-focused, results-oriented environment.
• Time management skills required to meet sales targets.
• Financial acumen needed to understand financial aspects and to manage contract figures.
• Proficiency with Microsoft products.
• Exposure to and use of Customer Relationship Management (CRM) software.
• Position requires travel for business purposes (within state and out of state). Due to the nature of the position, the ability to drive a car, travel in that car 80% of each day is required.
• Environment includes office setting and medical facilities.
• Position may require non-traditional work hours during in-services (ex. weekends, multiple work shifts).

Preferred Requirements

• Direct selling experience in the operating room or other procedural areas within an acute care facility.
• Experience selling to the sterile processing department with exposure to surgical instruments, prep and pack, and decontamination within an Acute or ASC facility.

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