Sales Representative - OR Products

The Global Medical Products and Distribution (“GMPD”) segment, focuses on U.S. and International Products and Distribution businesses.  We offer industry expertise and an expanding portfolio of safe, effective medical products that improve quality, manage costs and reduce complexity. With our trusted regulatory experience, insights, and infrastructure, we help manufacture and source medical products that meet the demand for value-driven, comprehensive healthcare solutions.  We offer surgical kits and accessories designed specifically for the operating room to help create a more efficient OR supply chain, with kits & supplies covering a wide selection of procedures. 

Job Summary: 

The Sales Representative, OR Products, “Specialist” drives revenue and profitability in their territory. They accomplish this through products, solutions and clinical insights to the acute care hospital marketplace.  Focus areas will include driving new business as well as increasing penetration in existing accounts.  The OR Product portfolio includes Presource procedural packs & solutions, surgical gloves, surgical drapes, surgical gowns, OR positioners, topical skin adhesives, fluid management and more.  This highly visible position, reporting directly to the Region Sales Director, Specialty Products is responsible for meeting and exceeding sales goals by advancing high quality consultation utilizing a solution-based sales model.  

Territory: Ideal candidate location is in/around the general San Jose area. The territory will include regular visits including but not limited to San Jose, Santa Cruz, Santa Clara, and Monterey.

Responsibilities:  

• Drive strategies to achieve sales goals across assigned product categories within assigned geography. 

• Build consultative relationships with clinicians, supply chain partners, end users and GPO partners. 

• Collaborate with regionally aligned account executives to drive incremental revenue and achieve target sales goals within the context of the overall account strategy. 

• Identify, qualify, prepare, and execute effective sales strategies that maintain the existing base of business and support the close of competitive business and revenue growth opportunities  

• Develop mastery of all products and sales applications  

• Present proposals, negotiating pricing and effectively differentiating product offerings  

• Complete conversions and in-servicing, which includes demonstrating product applications, functionality and use – (occasional night shifts). 

• Assist customers with backorders and other related service issues when they cannot be resolved by the customer service team. 

• Effectively utilize and update sales tools to accurately address trends in existing base of business, create call strategies, and to manage territory and strategic business plans  

• Lead territory opportunity development and activities that translate to accurate monthly, quarterly, and annual projections  

• Complete all administrative requirements in a timely and comprehensive manner (expenses, compliance, salesforce.com, as directed)  

• Maintain and document required activity level – following established guidelines for number of calls / day, # products presented /account, and # contacts/account  

• Educate buyers and promote Cardinal’s products through participation in sales meetings, training programs, conventions, and trade shows as directed. 

• Meet and maintain the requirements of all key vendor credentialing entities  

• Maintain knowledge of the current industry / competitive landscape including, GPOs, healthcare economics, reimbursement, competitors and competitive products etc.  

• Foster productive relationships with Marketing, Customer Service, and other key internal stakeholder groups  

• Resolve customer complaints in accordance with company policy, and advising sales management promptly of any situation beyond the Sales Representative’s authority  

Qualifications  

• Bachelor’s Degree or relevant experience 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) preferred  

• Experience working in a hospital setting or clinical setting preferred  

• Documented history of exceeding customer expectations preferred  

• Ability to understand complex contracting and develop sound financial business case  

• Strong computer acumen and business application  

• Strong verbal, written and interpersonal communication skills  

• A valid driver's license issued in one of the 50 States with a clean driving record  

• Ability to travel domestically and within region often involving overnight stays and stays up to one week in duration  

• Customer/Vendor credentialing is required (this may include vaccinations). More details will be provided if you are selected for an interview  

Anticipated pay range: $121,900 - $150,835 (includes targeted variable pay)  

Bonus eligible: Yes  

Benefits: Cardinal Health offers a wide variety of benefits and programs to support health and well-being.  

• Medical, dental and vision coverage  

• Paid time off plan  

• Health savings account (HSA)  

• 401k savings plan  

• Access to wages before pay day with myFlexPay  

• Flexible spending accounts (FSAs)  

• Short- and long-term disability coverage  

• Work-Life resources  

• Paid parental leave  

• Healthy lifestyle programs  

Application window anticipated to close: 05/05/2025 *if interested in opportunity, please submit application as soon as possible.  

The salary range listed is an estimate. Pay at Cardinal Health is determined by multiple factors including, but not limited to, a candidate’s geographical location, relevant education, experience and skills and an evaluation of internal pay equity.