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What Territory Management contributes to Cardinal Health
Territory Management is responsible for cold calling, prospecting and building relationships that will increase account penetration, revenue growth and customer satisfaction within a specified product line, business segment and/or geography. Focus areas will include driving new business as well as increasing penetration in existing accounts.
What is expected of you for success in your role
* Demonstrates advanced knowledge of Cardinal Health and customer industry, including: key competitors, terminology, technology, trends, challenges, reimbursement and government regulation; demonstrates working knowledge of how Cardinal Health offerings match with a customers' unique business needs.
* Initiates and takes ownership of principles of territory management, including: account planning, selling processes, post-sales implementation processes, deal economics
What is expected of you and others at this level in Direct Sales for functional success
* Applies knowledge of the customer's business to develop optimal solutions
* Proactively and with a regular cadence demonstrates to the customer the defined value of partnering with Cardinal Health both pre- and post-sales
* Effectively negotiates and collaborates with the customer and colleagues to influence support for mutually beneficial outcomes and achieve consensus
* Builds and sustains relationships founded on trust with internal and external customers and ensures customer satisfaction and loyalty
* Identifies and qualifies new sales opportunities and develops plans for introducing new solutions through collaborative relationships
Accountabilities in this role
* Develop a comprehensive understanding of customer current/future product and services needs
* Introduce internal and external customers to the full breadth of Cardinal Health Products, including commodities, clinical products, services and Cardinal360 - services will also have their own sales force
* Develop value propositions around client needs, effectively negotiate financial terms and close sales for Cardinal products and services
* Identify new product sale opportunities and promote Cardinal Health's strategic priorities with clients within the assigned territory
* Report to RD, dotted line to Strategic Account Executive (SAE) in SAE's accounts
* Conduct product trials, Value Analysis Presentations and all required customer education
* Bachelor's degree, preferred
* Minimum of 3 years related sales experience
* Prior experience selling medical products required, including but not limited to, medical disposables, medical consumables, medical device, or clinical capital
* Experience in an operating room (OR) environment preferred
* Proven product knowledge in business area
* Demonstrate advance knowledge of CAH and customer industry (e.g., key competitors, technology, terminology, regulations)
* Show and exhibit strong product knowledge enabling a feature and benefit sales process to unfold and successful conclude
* Strong understanding of customer buying process that enables effective management of opportunity pipeline for each account
* Proven track record for developing targeted offerings and closing large/medium deals
* Ability to hunt for new opportunities
* Valid driver's license
* Ability to travel 30%
Cardinal Health is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status.
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