Sales Enablement Manager at Medline Industries, Inc. in Northfield, Illinois

Job Description:

Job Summary

Oversee and manage the business development activities for the division. Drive sales activities and financial growth by identifying sales, product development and marketing opportunities. Collaborate with sales teams, set strategy, and ensure divisional interests are met. Manage a team adapting departmental plans and priorities to address resource and operational challenges.

Job Description

MAJOR RESPONSIBILITIES

• Serve as liaison between Division and Sales aligning strategy through sales and divisional actions.


• Lead and participate in various internal pipeline and/or customer calls ensuring cohesive messaging between Division and Sales.


• Manage pipeline of opportunities & targeting from Product Management (PM) teams.


• Manage and lead difficult pricing, stock, etc. conversations with Sales teams.


• Partner with Market Directors, Reps, and CDMs on needs to funnel up to division General Manager.


• Partner on Sales initiatives, divisional collaboration, and tracking growth, expansion, and retention.


• Lead and manage the process of preparing sales bids and opportunities to make sure gross margin targets are met.


• Oversight of the entire division with the agency to adjust PM pricing for the betterment of divisional goals and targets.


• Focus on product mix, pricing standardization, and GM improvement while meeting sales needs for savings requirements.


• Serve as divisional lead on all customer facing contracts and commitments.


• Understand and apply guiderails for both division and customer facing contracts/legal agreements.


• Build relationship and understand contracting process and players. May provide guidance to Product Managers/Analysts in completion of pricing tables.


• Manage and review redlines and assess escalations needed to General Manager or division Director.


• Facilitate sales processes and improvements through coordination with Product Management teams, sales, operations and marketing.


• Create sales process documents and manage implementation of new processes, improvements and scorecards to ensure optimal sales processes are being followed for all product categories.


• Partner with Sales to create toolkit and training for Reps. Partner with Product teams to drive product launch activities.


• Lead sales-facing divisional interactions, mentor team, project manage and collaborate with division General Manager, Sales leadership, and Marketing teams.


• Develop a team including proper planning and preparation to meet work demands. Hire, train, coach, evaluate and manage performance, oversee resource allocations, delegate and coordinate work. Maintain sales relationships and positive reputation.


• Work with Sales leadership to identify needs and create education with Product Management teams for continuous education of Sales Reps & Clinicians.


• Organize quarterly skills refresh with Sales leadership and Marketing (quizzes, teach backs, etc.), and participate in master classes. Partner in revamp of phase training and build in structure/reporting with Sales/Marketing. Coach Reps through how to navigate objections, competitive selling strategies, GPOs etc.


• Develop sales content and tools for Reps’ use. Stay involved in divisional solutions content, updates, and provide divisional oversight when applicable.


• Represent the division in collaborations with Marketing on data and presentations, ensuring divisional awareness and influence.


• Assist as needed with customer presentations related to Medline's product offerings and overall solutions serving as a strategic partner to achieve best outcomes.

MINIMUM JOB REQUIREMENTS

Education

• Typically requires Bachelor’s degree in related field.

Work Experience

• At least 4 years of sales or marketing experience. This includes: Networking, Closing Skills, Motivation for Sales, Prospecting Skills, Sales Planning, Identification of Customer Needs and Challenges, Territory Management, and Market Knowledge.


• Demonstrated ability to influence sales teams in a healthcare/medical products company.


• Ability to analyze market trends to effectively develop presentations, provide recommendations and business forecasting.


• Skill and ability presenting to internal stakeholders (sales, marketing, executives) and also to customer decision makers with the purpose of influencing company or client decisions.


• Includes presenting and reporting on project plans and cost benefit analyses to appropriate stakeholders, executives and senior management.


• Demonstrated ability assessing and initiating actions independently.


• Experience taking charge of a situation, team or project.


• Time management skills such as prioritizing/organizing and tracking details and meeting deadlines of multiple projects with varying completion dates.


• Demonstrated ability working with cross-functional teams and facilitating teams to identify and implement solutions to complex problems.


• Position requires travel up to 25% of the time for business purposes (US and occasionally international).

PREFERRED QUALIFICATIONS

• Education Master’s in Business Administration.


• Work Experience Experience in healthcare industry; specifically with relevant products.


• Experience with preparing large bids/RFP responses Experience directly managing a team including hiring, developing, motivating, and directing people as they work.

Benefits - Medline is committed to offering competitive benefits and a variety of choices to best meet the needs of you and your family. For employees scheduled to work at least 30 hours per week, this includes health and well-being, financial fitness, career development, paid time off and more. Employees scheduled to work less than 30 hours per week can participate in the 401(k) plan, access the Employee Assistance Program (EAP), Employee Resource Groups (ERG) and Medline Service Corps. For a more comprehensive list of our benefits, please click here.

Every day, we’re focused on building a more diverse and inclusive company, one that recognizes, values and respects the differences we all bring to the workplace. From doing what’s right to delivering business results, together, we’re better. Explore our Diversity, Equity and Inclusion page here.

Medline Industries, LP is an equal opportunity employer. Medline evaluates qualified applicants without regard to race, color, religion, gender, national origin, age, sexual orientation, gender identity or expression, protected veteran status, disability/handicap status or any other legally protected characteristic.

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