Full Job Description
(Job Number: OUT0102IC)
Primary Location US-IL-Chicago
Acute Care has an immediate need for a Division Sales Manager in based out of Chicago. 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.
Relevant Work Experience
At least 7 years of experience managing people, including hiring, developing, motivating and directing people in a sales management role.
Willing to travel at least 50% of the time for business purposes (within state and out of state).
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