• Cardinal Health
  • $124,610.00 -197,500.00/year*
  • Fairfield , ME
  • Executive Management
  • Full-Time
  • 76 Pirate Ln


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Sales Director, ISF - West Region
Position Summary
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.
Position Accountabilities
* Understand territory target client prospects and current accounts; develop a strategy in partnership with the sales team and leadership to grow both
* Cross pollinate clients with other Cardinal Health products and service lines and make appropriate introductions
* Support efforts to develop and introduce new product and service categories/offerings
* Maintain and continually learn the company's service offerings to better position and add incremental value
* Manage a sales team of three direct leaders and a total team of 18 sales professionals
* Utilize comprehensive business and market data for multiple and or complex categories to identify expansion opportunities
* Develop the sales team; build and implement individual and team goals that support the growth of the territory and overall business unit
* Negotiate complex RFPs and contract proposals
* Independently define projects, establish budgets and identify participants; take appropriate risk to grow top and bottom line revenues
* Consult with management, when needed
* Understand long-term project objectives and work collaboratively with internal operations and strategy teams to define project scope, pricing and to operationalize
Position Qualifications
* Bachelor's degree in a related field required, graduate degree preferred
* 8+ years of sales experience
* 5 years of experience leading a high-performing sales team
* Ability to travel 70 percent
* SalesForce experience preferred
Functional Competencies
Customer Knowledge
* Demonstrates a thorough understanding of the inner workings, objectives, and challenges of a system/functional area within assigned customers; articulates the benefits of a solution in the customer's own language/terminology
* Identifies and engages C Suite relationships (CEO, CFO) in a system/functional area within assigned customers to expand relationships and learn how Cardinal Health can best meet their needs
Demonstrating Value
* Articulates vision and defines value of potential solution at front-end of sale, demonstrating an understanding of customers' needs and capturing the imagination and interest of the customer; measures performance of implemented solution versus expectations
* Analyzes financials of potential and implemented solutions to assess value pre- and post-sales to the customer and Cardinal Health; draws from experience to identify alternative or secondary solution benefits pre- and post-sale that the customer may not have recognized
* Shares with the customer the demonstrated value/savings provided by solutions (pre-sale through post-sale) to reinforce that the Cardinal Health relationship provides unparalleled value to the organization; gains concurrence from the customer
Negotiation and Influence
* Clearly articulates the value of solution, staging solutions based on customer priorities and gains customer support; leverages experiences, knowledge and relationships to weaken competitors' strategic positions and gain advantage; identifies for decision-makers the appropriate timing for solutions and the potential cost of delay
* Leverages internal relationships to identify and align Cardinal Health's resources to meet customer's needs; works collaboratively with the customer and within Cardinal Health to affect mutually beneficially solutions
* Develops and leads negotiation strategies for solution contracts; understands the financial model of proposed deals and the implications of concessions/changes to agreements; marshals the \"right team\" to participate in negotiation discussions, taking into account specific expertise and personality styles needed to successfully close the deal
Relationship Management
* Builds rapport with key decision makers to become a trusted advisor within a solution area; leverages existing relationships to uncover the system/functional area's business drivers
* Conveys industry trends and customers' business drivers within Cardinal Health to assist in developing offerings that achieve Cardinal Health's objectives and are of optimal value to the customer
* Maintains open and consistent dialogue with internal contacts and external customer end-users to ensure the Cardinal Health team is meeting or exceeding expectations; assesses the root cause of unmet expectations and takes action to resolve them
Solutions Selling
* Listens to and asks questions of assigned customers end-user to gain a thorough understanding of business issues; communicates with internal team to identify opportunities to expand existing sales relationships
* Proactively networks and collaborates with Cardinal Health resources to create customer-specific sales approaches for targeting opportunities; aligns the appropriate Cardinal Health resources to assist in positioning and selling the solution
* Demonstrates expertise and is a role model in executing the Solutions Sales Process; coordinates resources to craft solutions that meet a customers' needs and effectively deliver on commitments; tracks and reports the value of various offerings across customers and shares with key sponsor(s) to attain confirmation/agreement
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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* Bachelor's degree in a related field required, graduate degree preferred * 8+ years of sales experience * 5 years of experience leading a high-performing sales team * Ability to travel 70 percent * SalesForce experience preferred


Associated topics: analyst, b2b, b2c, bi, business development, client, franchise operator, mba, regional sales, territory sales

* The salary listed in the header is an estimate based on salary data for similar jobs in the same area. Salary or compensation data found in the job description is accurate.

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