The posting
Job Description
About the Role:
The Territory Portfolio Manager is responsible for driving revenue through a sophisticated sales process across the target market of care. This individual will identify and articulate customer performance gaps, insights and position Midmark value through clinical workflow solutions. This solution includes the sale of equipment, devices, software, cabinetry and delivery services. This individual will work within a team of aligned sales professionals as well as channel partners to proactively develop and deliver top line revenue growth across a defined territory by optimizing product mix while meeting expense targets
This is a remote position with the preferred location in Chicago, IL. This territory covers Indiana and Illinois, and it is required for this position to reside in the territory.
What You’ll Do:
- Represents complete portfolio of Midmark’s equipment and devices by performing in-person consultations, workshops, presentations and demonstrations.
- Serves as the primary point of contact for all facilities and distributors within the defined territory.
- Prospects for new contacts and sales opportunities within the defined market.
- Conducts peer-to-peer distribution of strategic account opportunities and projects.
- Develops relationships with distribution representatives and provides training to increase sales and loyalty.
- Works strategically with regionally aligned sales team to penetrate key accounts and achieve standardization of complete product portfolio to support revenue and market share goals.
- Works with internal teams to filter, build and deliver proposals.
- Leverages Midmark value proposition to help solve client issues by investigating customer current state, performing gap analyses, and proposing unique tailored solutions to root cause problems.
- Exceeds top line revenue goals and strategic performance categories that align with divisional strategies and business goals.
- Builds and strengthens relationships with go-to market channel partners and ccollaborates to develop tactics for penetrating key accounts to mutually grow sales.
- Embraces and masters Midmark’s business-to-business sales methodology and CEB/Gartner Challenger Sale ideology.
- Demonstrates high level of proficiency in professional point of sales skills, proposal selling, and objection handling to close business.
- Leverages sales tools and best practices to train and present to customers while increasing sales productivity.
- Utilizes Salesforce CRM for account planning, leads, and opportunities, while nurturing pipeline and providing reliable business intelligence to Midmark.
- Focuses on customer experience including investigating and resolving all customer concerns through Midmark’s support teams.
What We’re Looking For:
- Bachelor's degree from a college or university preferred.
- 2-4 years business-to-business sales experience, or equivalent combination of education and experience.
Preferred Qualifications:
- Effective presentation skills
- Strong analytical skills
- Expert problem solver
- Excellent listening and communication skills
- Ability to train, teach, and empower others, including channel partners
- Proficient with Microsoft Office Suite, Internet Explorer, iPhone/apps, Salesforce and other computer-based tools and software.
Why Join Us:
- Make an impact on the delivery of care by helping customers solve clinical workflow challenges through Midmark’s broad portfolio of equipment, devices, software and solutions.
- Own and grow a meaningful territory with the autonomy to develop customer relationships, build pipeline and drive revenue and market share.
- Sell solutions, not just products through a consultative approach focused on understanding customer needs and delivering tailored solutions.
- Collaborate with a strong network of sales professionals, strategic accounts, marketing teams and channel partners to win and grow key accounts.
- Grow your sales career at Midmark while developing expertise in strategic selling, account planning and a diverse healthcare portfolio.
Referral Bonus - This position is eligible for a $2,000 teammate referral bonus. Please reach out to your HRBP for more details on the teammate referral policy.
No agency calls please.
Work Authorization:
Midmark will only employ those who are legally authorized to work in the United States. This is not a position for which sponsorship will be provided. Individuals with temporary visas or who need sponsorship for work authorization now or in the future, are not eligible for hire.
Compensation and Benefits:
Midmark offers an excellent wage and benefits package for full-time employees including Health/Dental/Vision/Prescription Drug Plans, Health Savings and Flexible Spending Accounts, 401K Retirement Savings Plan, Life and Disability Benefits, Illness and Accident Benefits, Paid Parental Leave, Paid Holidays, Paid Vacation, Tuition Reimbursement, and more.
About Us
Founded in 1915, Midmark Corporation is the only company transforming healthcare experiences through innovative design within the medical, dental and animal health environments. With more than 2,200 teammates worldwide, Midmark focuses on harmonizing space, technology and workflows, creating a better experience for caregivers and patients at the point of care. The Midmark headquarters and innovation hub are located in Versailles, Ohio, which is also home to the Midmark Experience Center, Design Center, Technology Center and our largest manufacturing facility. Midmark maintains eleven additional locations in the United States, including four innovation hubs, and has subsidiaries in India and Italy.
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