Director, Retail Product Sales

Job Summary

Drive execution of sales plans through pre‑sales and/or post‑sales technical consulting activities. Translate division sales strategy into action. Key leader in the development of the future product and services extensions and enhancements and marketing strategy. Drive, and be accountable for, high‑level sales management relationship building. Manage the product expert team and resources focused on Medline’s product portfolio and related sales initiatives.

• Establish overall key strategy and go‑to‑market approaches with Medline Sales Leaders.
• Communicate regularly with sales partners to target and strategize current and future opportunities.
• Reinforce division strategic direction to the sales specialist team with weekly check‑ins, goal setting, objection handling, personal & professional advice, and pipeline management.
• Develop and implement plans and objectives; evaluate progress and outcomes.
• Drive overall achievement of sales targets by managing the sales pipeline and growing and retaining existing accounts by presenting new solutions, products and services.
• Lead sales team and initiatives through all sales phases.
• Encourage and manage open communication between Product, Sales and Specialist teams.

• Oversee delivery of business reviews in partnership with Division Product Management.
• Ensure all materials and resources are available for Medline teams to prepare and present customer needs plans that are feasible, within cost, time, and environmental constraints.
• Oversee development and delivery of competitive analysis materials and presentation.

• Accountable for team’s overall customer engagement; ensure teams have the necessary tools, resources and knowledge to positively engage customers and support sales efforts.
• Foster positive relationships with key decision‑makers and external customer stakeholders to influence sales initiatives.
• Own all issue and problem resolution; ensure Specialist team and partner divisions deliver solutions.
& education is required. Ensure teams understand customer’s business and analyze customer’s system and product needs.

• For the Specialist team, identify product positioning and innovation opportunities.
• Oversee market research to identify and track market trends that affect sales, service and product development.
• Ensure transfer of feedback for product improvement, and potential new products with appropriate departments.
• Attend key customer conventions when requested to further expand the business and represent Medline.

• Typically manages through multiple Managers.
• Provide leadership and management to one or more major departments of an operating unit or to a department that has system‑wide accountability.
• Strategic, tactical and operational planning (12+ months) for the function or department.
• Direct budgetary responsibility for one or more departments, functions or major projects/programs.
• Interpret and execute policies for departments/projects; develop, recommend and implement new policies or modifications to existing policies.
• Hiring staff, recommending pay increases, performing performance reviews, training and development of staff, estimating personnel needs, assigning work, meeting completion dates, interpreting and ensuring consistent application of organizational policies.

• Bachelor's degree in a business or clinical field.

• At least 8 years overall experience in product management, product development or sales including at least 4 years of product sales experience.
• At least 4 years of experience directly managing sales professionals including hiring, developing, motivating, and directing people as they work.

• Demonstrated ability to execute sales…