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Sales Representative - OR Specialty Products


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Operating Room Sales Representative


Territory: Illinois – Chicago metro and suburbs




The successful candidate must be able to demonstrate a strong understanding of driving business growth. Responsible for selling that drives new sales of medical OR products lines, selling custom kits surgical gloves, surgical gowns, surgical drapes, and positioners products to the Acute Care marketplace in the assigned region, as well as increasing business within existing accounts.



This highly visible position, reporting directly to the Region Director, is responsible for meeting and exceeding sales goals by advancing high quality medical solutions utilizing a solution based sales model.


Driving sales to achieve sales goals across assigned product categories within assigned geography through:Collaborating with regionally aligned account executives to drive incremental revenue and achieve target sales goals within the context of the overall account strategy
Identifying, qualifying, preparing, and executing effective sales strategies that maintain the existing base of business and support the close of competitive business and revenue growth opportunities
Building consultative relationships with clinicians, supply chain partners and end users while maintaining positive working relationships with Distribution and GPO partners
Developing mastery of all products and sales applications by demonstrating ongoing competency
Presenting proposals, negotiating pricing and effectively differentiating product offerings
Completing conversions and in-servicing, which includes demonstrating product applications, functionality and use -often on night and weekend shifts.
Assisting customers with backorders and other related service issues when they cannot be resolved by the customer service team
Effectively utilizing and updating sales tools to accurately address trends in existing base of business, create call strategies, and to manage territory and strategic business plans, includingLeading territory opportunity development and activities that translate to accurate monthly, quarterly, and annual projections
Completing all administrative requirements in a timely and comprehensive manner (expenses, compliance,, as directed)
Maintaining and documenting required activity level – following established guidelines for number of calls / day, # products presented /account, and # contacts/account.
Educating buyers and promoting Cardinal’s products through participation in sales meetings, training programs, conventions, and trade shows
Demonstrating behaviors that enable effective product sales, including:Meeting and maintaining the requirements of all key vendor credentialing entities
Maintaining knowledge of the current industry / competitive landscape including, GPOs, healthcare economics, reimbursement, competitors and competitive products etc.
Fostering productive relationships with Marketing, Customer Service, and other key internal stakeholder groups
Resolving customer complaints in accordance with Company policy, and advising sales management promptly of any situation beyond the Sales Representative’s authority


Bachelor’s Degree Preferred

Two years of documented outside sales success in a competitive, sophisticated environment (complex capital or tangible products including medical/surgical, copiers, payroll solutions, information systems)
Experience working in a hospital setting or clinical setting – strong plus
Documented history of exceeding customer expectations

Valid Driver’s License
Ability to travel domestically and within region often involving overnight stays and stays up to one week in duration

Documented history of sales quota attainment/exceeding sales goals (2+ Years)
Must be able to work in an Operating Room environment
Medical Device (kitting) industry experience
Key account development with experience accessing and developing key hospital decision-makers and influencers
Knowledge of hospital acute market
Ability to understand complex contracting and develop sound financial business case
Strong computer acumen and business application
Strong verbal, written and interpersonal communication skills


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