Field Sales Manager - NSW

Position Overview:

The Field Sales Manager is a hybrid role tasked to achieve sales revenue, profitability, and market share targets for a specified territory, by promoting and selling defined products and services to Healthcare Professionals in the Acute Hospital and in some cases Day Hospitals. The role will also be responsible for managing a high performing team, through collaborative talent acquisition, goal setting, feedback, reward and recognition and development planning and execution.  

Duties & Responsibilities:

Territory Management

• Work strategically across Cardinal Health portfolios planning and executing sales activities to achieve or exceed sales targets while maintaining a professional image in the marketplace. Thinks and acts strategically, able to problem solve and look for a solution.
• Contract Life Cycle Management- ability to identify and qualify high value opportunities within accounts and understands the decision-making pathway. Take a leadership approach following the sales process through to conversion.
• Support Regional Sales Manager (RSM) in State/National Tendering processes with marketing intelligence, pricing, and portfolio positioning.
• Support RSM with commercial agreements and key stakeholder management with Corporate and /or Day Hospital groups or strategic accounts.
• Builds and elevates relationships with key decision makers or potential influencers including (but not limited to) C-Suite, Supply Managers, Category Managers, Procurement, Sustainability and Risk.

Field Sales Management

• Manage and coach sales team personnel to meet sales targets.
• Partner with RSM to recruit and select high caliber talent and provide ongoing coaching, development and performance management.
• Establish an environment and foundation for future sales growth, coaching sales team members on selling Cardinal’s value and solutions to customers.
• Field work/coaching of direct reports (at least 2 days per quarter per employee). Advise RSM of planned field days.
• Ensure coaching/field visit report is completed and shared with RSM within 48 hours.
• Implement quarterly plan and review meetings with reporting employees as well as set and monitor annual performance and development goals.
• Develop an environment where all team members are energised to perform their best work.
• Manage resources, including leave to ensure territory coverage is optimized.
• Recommend merit adjustments at year end following completion of annual performance review process.
• Supports the RSM in an acting capacity when required.
• Participate and contribute to Sales Leadership Team (SLT) F2F Quarterly meetings and virtual Teams Weekly meetings.
• Facilitate team meetings.
• Prepare and submit accurate, meaningful, strategic, and analytical reports as requested.
• Review territory structures and recommend staffing levels to ensure that optimal service levels and sales growth are achieved.
• Ensure that subordinates follow all company guidelines related to Health, Safety and Environmental practices and that all resources needed to do so are available and in good condition.
• Provides timely communication of business-related issues or opportunities.
• Positive performance management, supporting improved work performance. Take prompt and appropriate action to address unacceptable work performance. Help identify development needs and assist in achieving team performance goals. Establish role expectation, goal clarity, purpose and meaning, and aligns employees to organisational requirements.
• Provide secondary support and coverage during leave periods for the RSM.
• Performs other duties assigned as needed.

What you’ll need to success

• Knowledge and understanding of the health system.
• Proven track record in professional sales, preferably in the medical device industry. Demonstrated ability to achieve sales targets.
• Computer literacy including advanced working knowledge of MS office software, use of CRM e.g. SFDC to analyze business, inform coaching of team and own territory management.
• Analysing the Market & Business Planning: optimizes territory plans by consistently tracking market and competitor information, sets priorities and makes sound business decisions based on understanding of the big picture.
• Results Focus & Persistent Initiative: delivers results through adoption of flexibility, innovation and creativity, anticipates opportunities and obstacles and manages change appropriately, actively problem solving and negotiating.
• Customer Focus: builds value-added relationships by focusing on customers’ needs.
• Selling Skills: communicates and listens with customers to develop business and probe in order to identify needs
• Teamwork: coordinates and works together with other representatives to deliver business and company objectives.
• Clinical & Technical excellence: demonstrates product and clinical expertise.
• Action Orientation: demonstrates a sense of urgency and fosters accountability.
• Integrity and Ethics. Works in line with company values and ethics.
• Personal Resilience and Management of Change: the ability to accept and manage change, work with ambiguity and complexity.
• High level and proven commercial sales competencies including strategic and territory planning, negotiation   skills and solutions selling.
• Ability to conduct Business Reviews and discussions with external key stakeholders to align compliance of contract, drive business growth and mitigate commercial risk.
• Ability to run effective meetings internally and externally.
• Excellent communication and relationship building skills.
• Current valid driver’s licence.

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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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.