Job Description

What Territory Management contributes to Cardinal Health

Direct Sales is responsible for driving sales and services to new and/or existing customers through face-to-face or telephone contact to meet individual and organizational sales objectives.

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.

The primary purpose of the Analyst, Territory Management is to manage sales within a defined territory in the United States. As such, a significant amount of time is spent in the field to penetrate the market for Cardinal’s product portfolio and develop sustaining relationships with customers to achieve sales targets in alignment with strategic business objectives. Due to the technical nature and user demographic of the product portfolio, the Senior Consultant, Territory Management consults and advises physicians on medical device functionality and applications. As such, this job must observe medical procedures to understand product usage, and leverage internal resources to learn technical aspects of new products to develop sales strategies at the territory and customer level. This job routinely communicates with the Regional Manager on progress towards sales quotas and coordinates closely with cross-functional teams and product specialists, as necessary.

Responsibilities

• Drives growth in sales opportunities through relationship development with external stakeholders in procurement and clinical supply teams.
• Participates in ongoing relationship management with customers, including contract negotiations, pricing adjustments and resolution of conflicts stemming from the sales and delivery process to drive performance and profitability.
• Conducts data analysis on sales outcomes using Atlas and Tableau to study customer purchasing trends and identify areas of strength and improvement.
• Manages cross-functional relationships with marketing, contracts, pricing teams, customer service, and other internal stakeholders to obtain necessary information, as needed, to meet customer needs and drive sales.
• Develops product knowledge and sales techniques from training materials and through cross functional peers including strategic account reps and sales reps leveraging communal knowledge to develop regional sales plans intended to scale and expand growth.

Qualifications

• 0-3 years of experience, preferred
• Bachelor's degree in related field, or equivalent work experience, preferred

What is expected of you and others at this level

• Applies basic concepts, principles and technical capabilities to perform routine tasks
• Works on projects of limited scope and complexity
• Follows established procedures to resolve readily identifiable technical problems
• Works under direct supervision and receives detailed instructions
• Develops competence by performing structured work assignments

Candidates who are back-to-work, people with disabilities, without a college degree, and Veterans are encouraged to apply.

Cardinal Health supports an inclusive workplace that values diversity of thought, experience and background. We celebrate the power of our differences to create better solutions for our customers by ensuring employees can be their authentic selves each day. Cardinal Health is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, ancestry, age, physical or mental disability, sex, sexual orientation, gender identity/expression, pregnancy, veteran status, marital status, creed, status with regard to public assistance, genetic status or any other status protected by federal, state or local law.

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